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Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town and you've got some time on your hands so you're exploring. You suddenly stop—transfixed with the fabulous shoes inside the store window. Being a great fan of fabulous shoes you're feeling drawn to enter the store. At a shop entrance the journey is blocked by way of a sales clerk who demands: “Are you going to buy 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 store clerk then persists in asking, “Are you going to buy shoes from us today?” exactly what is the likelihood that you're going to continue on into a shop to buy shoes? Slim to none. Unfortunately, this can be a type of scenario that many prospectors create for themselves when contacting. On an introductory call, that first call which has a prospect, you happen to be not asking that prospect to buy from you—you might be asking the chance to have a conversation along. Yes, ideally you need your prospect to purchase, however, that comes later. Here's a good example from a script I was sent recently to review: “Hello (Prospect's Name). I'm calling to discover if you might be happy with your overall vendor.” Few prospects, unless they are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this sort of question, even prospects who will be unhappy using vendor will tell you they may be perfectly content. This “have you been happy?” real question is exactly like asking a prospect “are you going to get from us today?” on the entrance to a store. It backfires and gets you the answer you don't want. Here's another example from a financial advisor who did his entire sale process on the telephone. I asked this financial advisor what his goal was for his 1st phone call having a prospect. His response? “I want these phones let me review their 401K.” That is not an authentic goal for the first call. It's a lot like the “Are you going to purchase shoes from us today?” question. It's too far in to the process to the 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 may be to get the prospect's agreement to experience a conversation. The next goal might be to get techniques to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later inside the process he could ask to analyze the 401K then he would oftimes be able to have that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the candidate's 401K it would be the same as the shoe clerk asking, “Are you going to acquire shoes from us today?” It's too early inside process; it creates pressure which, subsequently, causes pushback. Prospects flee, almost as much ast you would if accosted with a sales clerk with the entrance of an shoe store demanding to understand whether or not you happen to be planning to acquire. So look at your process. Determine a couple of small and manageable goals for each conversation. This will help you lead your prospect, in depth, through your sales process to arrive at the other end using the sale. (c) 2009, Wendy Weiss
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