Think back to your dating days for a moment. For some of us, it was many, many years ago since our last date and we have forgotten all about what the dating scene was like. For others, perhaps those who are recently married, or are still single, we have fresh reminders of what it’s like to be on the hunt, as it were.
What are your favorite things about that time of your life? What are the things that caused you stress, anxiety, and worry? The further removed you are from that time in your life, the more that time has dulled the acute nature of those feelings, but I am sure that we have some remembrance of what that time was like.
Imagine two scenarios, if you would. In the first, you are on one side of the bar and a very attractive person on the other side keeps looking at you. This person approaches you, compliments you on your attire, and proceeds to sit down and talk with you. During the entire conversation, this person seems incredibly nervous, fidgety, has low self-esteem, and is very unsure of them self.
How attractive are qualities like that to you?
In the second scenario, the same attractive person on the other end of the bar keeps staring at you. Only this time, after a few moments, this person walks over to you, slowly passes you by, glances over their shoulder, and in a very seductive voice, “Why, hello there.” This person continues to walk on over to the pool table, where they sit waiting expectantly for you.
In what scenario are you most likely to be engaged in and intrigued by? Are you more apt to find the person in the first scenario more attractive, or are you more likely to be drawn to the second person, who is full of mystery and allure?
Although opinions may differ, I would bet that the vast majority of my readers would err on the second scenario. Why? The answer to this question is also the answer to why successful sales people close more business than everyone else. Your curiosity is piqued, your attention is drawn, and you are dying to learn more.
In the first scenario, the person revealed them self too quickly and did not leave much in the way of mystery. The more this person revealed, the less you liked, and, quite frankly, the more unsavory this person because. Their lack of confidence and inability to portray a positive sense of self-assurance was a turn off, I bet.
What would drive the majority of the people wild in the second scenario is the confidence exuded by the person in that example. This person did not need to sit down with you, as they knew that you would follow them to where they wanted to go. This person did not show all of their cards right away, as they were confident that your piqued curiosity would draw you nearer to them, in an effort to discover more.
At The Cold Call Coach, we work with our clients to ensure that, via cold calling, we pique the curiosity of those that we call, show them an incredible value add proposition quickly, and we leave them wanting more. The people that we call and the manner in which we teach our clients to conduct themselves on the phone leads to an incredible amount of appointments, face time with your ideal clients, and, eventually, closed business.
The primary reason that most cold callers fail in their pursuits has nothing to do with who they are, but everything to do with what they reveal and when. Have a low cold call success rate? You’re revealing too much on the initial call! Having a hard time securing appointments with your ideal clients? You’re not piquing the curiosity of those that you cold call!
Although these seemingly insurmountable road blocks will keep us from running appointments and, ultimately, closing business, the good news is that, much like the person in the second scenario, by changing your perspective on cold calling, making some slight modifications to your approach, and getting your prospect to want more, you will find that you’re biggest problem moving forward is not securing the appointment, but meeting with all of the people who are now vying for your time.
Give us a call at 414-313-8338 to see just how amazing our process works and how simple it is to make the modifications necessary for nearly instantaneous success.