The First Call of the Day May Be Your Best!
As winter approaches youll see lots of commuters warming-up their cars before leaving for work.
Baseball players make a number of warm-up pitches from the mound before a game commences.
Professional singers and actors cycle through vocal scales to nudge the frogs from their throats.
So, it only makes sense for cold-callers, for prospectors and appointment setters to expect to cycle through, or more accurately, to waste a few prospects before settling into serious selling, right?
Im not sure about that.
In fact, as I think about my own cold calling practice I must say I hit the boards, running, and a majority of times I achieve great results with the very first people Ive phoned.
Why is this? Why is no warm-up required when cold-calling?
A few reasons come to mind:
(1) You are probably going to sound more genuine during your first pitch than you will at any other point in your day. Sure, youll show flaws, but they humanize you, making you endearing to buyers who interpret them as indicia of sincerity.
(2) Youre going to sound more customer centered and focused with that first individual than with other prospects. How come? After, say, two hours of calling your memory banks will be inundated with experiences, good, bad, and otherwise. These will taint your current calls, contaminating them. But when youre fresh, the only person talking to your prospect is you, in the here and now.
(3) When I visited with a former Dean of the Annenberg School for Communication at USC, he said: We believe the first time we teach a class will be the best time. His idea was to videotape those first efforts, developing an archive new students could draw from while enabling professors to develop new classes each year instead of rehashing the old. His take: First time, best time.
So, dont waste your time by discounting those initial calls. Expect to succeed during the very first.
They may be your best!
Dr. Gary S. Goodman is a top trainer, conference and convention speaker, and sales, customer service, and negotiation consultant. A frequent expert commentator on radio and TV, he is also the best-selling author of 12 books, more than 1,000 articles and several popular audio and video programs. His seminars are sponsored internationally and he is a faculty member at more than 40 universities, including UC Berkeley and UCLA. Gary brings over two decades of sales, management and consulting experience to the table, with impressive academic credentials: A Ph.D. from USC, an MBA from the Peter F. Drucker School of Management, and a J.D. degree from Loyola Law School, his clients include several Fortune 1000 companies..
His web site is: http://www.customersatisfaction.com and he can be seen on CNBC at: http://www.cnbc.com/id/15840232?video=417455932# and reached at: gary@customersatisfaction.com His blogs include: YOUR CUSTOMER SERVICE SUCKS! and ALWAYS COLD CALL! at: http://www.alwayscoldcall.blogspot.com
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