By Tibor Shanto – firstname.lastname@example.org
No one says telephone prospecting is easy, which is why I am always puzzled as to why many sales people make it even more difficult than it already is. Many don’t set out to sabotage themselves, some are not even aware they are doing it, and many are just sadly following the advice of pundits who talk about but don’t actually telephone prospect. What many are doing is ignoring some basics communication realities that in a sales situation cannot and should not be ignored.
Over 90% of sales conversations are started or initiated by the seller, this goes to 100% of telephone prospecting calls, especially cold calls. So how we start the call will very much dictate the flow of the call, and even the reaction of the prospect. Start things the right way and you improve your odds, start the wrong way, and you dig a hole that will be hard to get out of. How you start a cold call matters, that’s why scripts are important.
While everyone agrees that the first few seconds of a call are crucial to the success of the call, most still chose to squander those precious seconds.
Most recipients of cold calls start down a path, in most cases that path is headed to them blowing us off and getting back to work. Our job is to either set them on a different path, or change the path they started down, if not, the conclusion is clear, no prospect, (they are back doing what they were before we interrupted), no opportunity, frustration, and time we will never recover, gone. This mainly happens because we play into the expectation of the prospects, instead of challenging those expectations.
Having listened to thousands of real world calls, most calls start by telling the prospect who is calling, and in its worst form this includes the callers title, and some self-serving statement about their employer: Hi, my name is George Handoff, I am the Mid-Atlantic Account Manager with ACME Corp. a Fortune 500 company and leading manufacturer of Sprocket Valves.” Who cares, what does that tell someone you have interrupted in the middle of their day? Do you really expect them to get excited about any of that? This is usually followed by highlighting the types of problems you have “solutions” for. No, that’s not the sound of them hanging up, it is their head hitting the disengage button as they fall asleep listening to all that, the ones that stay awake, just blow you off.
Given the fact that only about 3 of 10 people you call will recognize the problem, and only one of those three are willing to act now. The other seven could care less because they don’t see themselves in the picture, and your opening statement sets them down the path of “Who cares, I need to go back to work, good bye.”
To set them on a different path, why not start the call by highlighting what things look like after your product is in place. Lead with the outcomes! How many more units did you help someone produce in the same or less time; how did you improve their cash-flow; how much did you help increase market share, or how many of their target prospects did you help them land, how many more appointments did your prospects have as a result of your work, and what was the increase in pipeline value? Those are interesting opening that set the conversation on a path they not only can relate to, but want to achieve as well.
It’s not a big change, but one where you are presenting your capabilities via specific outcomes and impacts your clients had and were able to achieve as a result of your offering. That’s a path worth exploring, one they are thinking about, but no one is calling about, especially those waiting to be found.
The only reason many will tell you that cold calling sucks is because of the results they are getting. But rather than giving up on the cold call, they should give up on their approach, and try a path that has an ending of interest to prospects, be they Looking or Status Quo.
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