Oct 18, 2011
Sharing The Pane
I learned about this neat fob-off when searching on cold call tactics. An East Midlands glazer that claims never to cold call show this press clipping via a lady called Lottie from Fulham:
My father, an extremely courteous gentleman of 80, on answering the telephone to be asked if he would be interested in double-glazing, always replies “yes”.
An excited inquiry into how many windows his house has elicits the response:
“Hang on, I’ll go and count.”
This never fails.
Well, it certainly beats hearing that they’re too busy, already covered, have no money or need you to mail something first.
But of course, it’s the whole approach that’s wrong in the first place.
For eternity salespeople have been drilled into a cold call routine rushing out as soon as possible what their company does with so much excitement that their head could almost explode.
How come there’s so little attention paid to talking about why you do what you do, and even less to frame the vital first contact from the perspective of the prospect?
If your cold-call ’script’ features any form of words resembling “would you be interested in..?” then it’s time for a total makeover.
Hi Jason,
Interesting read, i have a question regarding your comment If your cold-call ’script’ features any form of words resembling “would you be interested in..?” then it’s time for a total makeover. How would you change that script to still get across that you are selling “double glazing’? There is a lot of different opinions on cold callinf and how the script should read.
hi Darren, can’t believe you boys finally fluked a world cup, eh!
The best answer depends upon which end of the spectrum you’re already coming from as a business. If you know the ’stats’, such as how often the typical punter turns up when cold-calling, and you’re happy the numbers game can keep on churning out business, then it almost doesn’t matter what you say. More dials will find more buyers.
If on the other hand, you want to improve those odds, then start by finding the top three problems that real-life customers tell you went away after dealing with your firm. These will be even better when they’re unique to dealing with you. This will form the core of your future calling. Email me and I’ll talk you through the process so that you never need fear making a chilly call again.
Good to hear from you fella, hope all else is going well.