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Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town along with some time on your hands so you're browsing. You suddenly stop—transfixed with the fabulous shoes inside store window. Being a great fan of fabulous shoes you're feeling drawn to enter the store. At a store entrance the journey is blocked by way of a sales clerk who demands: “Are you going to purchase shoes from us today?” If you're like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If the shop clerk then persists in asking, “Are you going to get shoes from us today?” exactly what is the likelihood that you'll continue on into a store to buy shoes? Slim to none. Unfortunately, this is the type of scenario that numerous prospectors create for themselves when contacting. On an introductory call, that first call using a prospect, you're not asking that prospect to purchase from you—you are asking the chance to have a conversation along with you. Yes, ideally you want your prospect to acquire, however, that comes later. Here's an illustration from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to discover if you happen to be happy with your present vendor.” Few prospects, unless they are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this type of question, even prospects who're unhappy with their vendor will tell you they are perfectly content. This “are you currently happy?” question is exactly like asking a prospect “are you going to get from us today?” on the entrance to the shop. It backfires and gets you the answer you do not want. Here's another example from your financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his 1st phone call using a prospect. His response? “I want them to let me review their 401K.” That is not an authentic goal for a first call. It's a lot like the “Are you going to get shoes from us today?” question. It's too far in to the process for that first conversation. The advice I gave the financial advisor ended up being to chunk down his goals and make them manageable. For example: His first goal could be to get the prospect's agreement to have a conversation. The next goal might be to get solutions to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later inside process he could ask to check the 401K after which he would apt to be able to obtain that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the chance's 401K it would be just like the shoe clerk asking, “Are you going to purchase shoes from us today?” It's too early in the process; it generates pressure which, therefore, causes pushback. Prospects flee, up to you would if accosted with a sales clerk with the entrance of the shoe store demanding to know whether or not you're planning to get. So take a look at process. Determine a set of small and manageable goals for every conversation. This will help you lead your prospect, in depth, using your sales process to arrive in the other end while using sale. (c) 2009, Wendy Weiss
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