Beware the Fat Friend
You’re an average-looking person who likes to talk to people, and you’re reasonably certain you have an engaging enough personality that people like to talk to you, but you don’t have that tractor-beam-sucking-them-in quality that only .001% of humans in the entire world possess. Sad, yes, but true. However, that doesn’t mean you hang it up and become an insurance claims adjuster.
When you’re out cold calling on potential customers – it doesn’t matter what industry you’re in or the product/service you’re hawking – you need to look at this activity the same way you should when you go out clubbing and want to pick up on someone.
Think back to the club or any other mixer/social situation. When was the last time you were successful in winning over the attention of someone by walking up to them and saying, “Hi, my name’s __________. I’m good looking, and you would be very happy dating me?” If you’re not in the .001% of the human race with the tractor beam, or the person you’re hitting on isn’t completely drunk or willing to say yes to the first person they see because they’re there on a dare from their sorority/fraternity, I’m guessing that’s not the best pick-up line. Why? You may be good looking (at least your mother thinks so), and you may have it together emotionally, financially, and spiritually – you truly are a good catch – but this tack is basically asking the person to make a split decision about you and your offer. If you’re looking for the start of a stable and mutually beneficial relationship, do you really want the object of your affection to make a decision in the same amount of time they would devote to choosing between Diet Coke and bottled water?
It’s EXACTLY the same when you’re cold calling. If you walk up to the person you’ve decided is the decision maker, and you immediately launch into your pitch, it’s the very same as saying, “Hi, my name’s __________. I’m good looking, and you would be very happy dating me?” In a matter of seconds, you’re asking your potential customer – hopefully, your potentially lifelong customer – to decide whether they want to date you.
People like talking about themselves. Rather than pitching your company, ask them about theirs. And always listen for verbal cues. When you ask them about their company, you’ll get an instant verbal cue as to how far you’re going to get in this initial call. If they start to tell you more than you ever cared to know, make mental notes of things that will help you later. This is the time at the club where your future date gets to size you up and decide you aren’t a homicidal maniac and you could be fun on a date. The key here is you take your time to let them warm up to you.
Conversely, if they clam up, your cue here is to get out with an appointment as soon as possible. “I realize you’re very busy right now. May I come back tomorrow at 10:00 a.m. to discuss ____________ with you?” Whether they clam up at the beginning (in club speak, this means you’re not turning them on) or talk to you for a while, the moment you sense the “friendly exchange” portion has come to an end, you ask for the appointment and get out.
Why ask for the appointment rather than pitching them right there and then? With the appointment, they’re expecting you. When you meet with them at the appointed time, they have set time aside to speak with you ABOUT YOU – they’re in the right mind set for you to pick up on them, for lack of a better term. If you try to pitch them right there – even if you’re getting the vibe they’re digging on you – you don’t know what was happening just before you walked in or what’s about to happen while you’re standing there. At the club, it could be the fat friend just went to the bathroom to puke and the party's leaving as soon as he/she returns, or your quarry's boyfriend/girlfriend just stepped away for a drink and his/her return is imminent. You may or may not have or keep their undivided attention. An appointment (the equivalent to the phone number at the club/mixer) usually puts those odds more in your favor.
Whether it’s at the club or in the marketplace, your goal here is to get them alone and focused on you.
When you’re out cold calling on potential customers – it doesn’t matter what industry you’re in or the product/service you’re hawking – you need to look at this activity the same way you should when you go out clubbing and want to pick up on someone.
Think back to the club or any other mixer/social situation. When was the last time you were successful in winning over the attention of someone by walking up to them and saying, “Hi, my name’s __________. I’m good looking, and you would be very happy dating me?” If you’re not in the .001% of the human race with the tractor beam, or the person you’re hitting on isn’t completely drunk or willing to say yes to the first person they see because they’re there on a dare from their sorority/fraternity, I’m guessing that’s not the best pick-up line. Why? You may be good looking (at least your mother thinks so), and you may have it together emotionally, financially, and spiritually – you truly are a good catch – but this tack is basically asking the person to make a split decision about you and your offer. If you’re looking for the start of a stable and mutually beneficial relationship, do you really want the object of your affection to make a decision in the same amount of time they would devote to choosing between Diet Coke and bottled water?
It’s EXACTLY the same when you’re cold calling. If you walk up to the person you’ve decided is the decision maker, and you immediately launch into your pitch, it’s the very same as saying, “Hi, my name’s __________. I’m good looking, and you would be very happy dating me?” In a matter of seconds, you’re asking your potential customer – hopefully, your potentially lifelong customer – to decide whether they want to date you.
People like talking about themselves. Rather than pitching your company, ask them about theirs. And always listen for verbal cues. When you ask them about their company, you’ll get an instant verbal cue as to how far you’re going to get in this initial call. If they start to tell you more than you ever cared to know, make mental notes of things that will help you later. This is the time at the club where your future date gets to size you up and decide you aren’t a homicidal maniac and you could be fun on a date. The key here is you take your time to let them warm up to you.
Conversely, if they clam up, your cue here is to get out with an appointment as soon as possible. “I realize you’re very busy right now. May I come back tomorrow at 10:00 a.m. to discuss ____________ with you?” Whether they clam up at the beginning (in club speak, this means you’re not turning them on) or talk to you for a while, the moment you sense the “friendly exchange” portion has come to an end, you ask for the appointment and get out.
Why ask for the appointment rather than pitching them right there and then? With the appointment, they’re expecting you. When you meet with them at the appointed time, they have set time aside to speak with you ABOUT YOU – they’re in the right mind set for you to pick up on them, for lack of a better term. If you try to pitch them right there – even if you’re getting the vibe they’re digging on you – you don’t know what was happening just before you walked in or what’s about to happen while you’re standing there. At the club, it could be the fat friend just went to the bathroom to puke and the party's leaving as soon as he/she returns, or your quarry's boyfriend/girlfriend just stepped away for a drink and his/her return is imminent. You may or may not have or keep their undivided attention. An appointment (the equivalent to the phone number at the club/mixer) usually puts those odds more in your favor.
Whether it’s at the club or in the marketplace, your goal here is to get them alone and focused on you.
posted by Grant @ 7:17 PM
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