Mary Sue was reviewing the numbers of weekly cold calls that Billy Bob
was attempting and converting. The reports outcome was far below expectations.
In addition, Billy Bob was complaining because when he actually received
a contact and talked with a prospect he consistently received the typical
knee jerk reactions such as; not interested, we are happy with our current
supplier, send me some information or its just not the right time.
The real issues that Billy Bob has to tackle deals with mindset, tonality,
and approach used in the first 15 seconds of the outreach. The mindset
of need over want makes Billy Bob sound like a traditional sales person.
This affects tonality and approach, which automatically triggers the
prospects stressors of fear or flight. Don't fall in the trap of allowing
your prospect to view you as the traditional sales person. Here are
a few samples of how you can fall into that trap in the first 15 seconds
of a call. In parentheses is what the prospect is really thinking.
Set your mindset to carry an adult-to-adult conversation as opposed
to a child to a parent. Do not perceive yourself as subservient to the
prospect. Break the old needy pattern by creating a respectful, low-key,
matter of fact and non-threatening tone. Develop the bravery to ask
if you caught them at a bad time and be willing to move forward even
if you did catch them at a bad time. Announce your intentions say things
like, "this is a sales call." Ask them for 30 seconds to tell
them why you called and allow them to decide if you should continue.
Promise your prospect to be brief and to the point. Tell them you may
not have anything they would be interested in and that it is OK for
them to tell you if they have no interest.
Yes, your ultimate goal will be to set an appointment to gather detailed
information. Before that can happen you must be able to determine if
there may be a reason to do business together. In order to determine
if there is a reason to do business a meaningful conversation must take
place. If they will not engage in a conversation you will never know
what the potential may be.
Adjust and sharpen your mindset, take the adult-to-adult approach
and track your success.