Ever Let a Receptionist Tell You that Your Prospect is Not Interested! written by Pop Icon Mr. Cold Call™
If you’re in sales and making cold calls then I’m sure that you’ve spoken with a receptionist who said the following: “Yeah, they’re not going to change. They’ve been with (Insert the name of your competitor here) for (Insert a time frame here)! Then, we find ourselves buying into this belief process and immediately hang up the telephone. Now wait just a minute! Why did you just hang up the telephone? The most typical response would be that they told you that they (referring to your prospect) were not interested. Who told you? The receptionist told you?
Let's take a step back here for a minute? Let’s analyze the situation. The receptionist is not the business owner and if you think about it, the receptionist has a lot of nerve to make decisions for the business owner. How does the receptionist know if the business owner is really happy? And because of that unanswered question that is the main reason why you can’t buy into this belief system that if the receptionist says there is no interest that you should just give up and move on to your next prospect.
The first reason you should call back and not give up is the following: “How do you know for sure if the receptionist that you had originally spoken with on the telephone will still be there when you follow-up in three to six months? You don’t know for sure so that is one reason to call your prospect back. A second reason that you should continue to call your prospect is that prior to picking up the telephone you’ve already determined that your prospect is a top prospect on your target list, so why throw in the towel so early?
So what should you do the next time this happens? You could ask the receptionist for your prospect’s email address or attempt to locate it online. You could hang up the telephone and then follow up with a personalized letter. And finally, you could continue to call your prospect every three to six months and use your persistence to your advantage. Most salespeople would just go on to the next call, so why be like everybody else? In this case, your success will be the result of your ability to not give up so quickly. The next time the receptionist tells you that they’re not interested, you need to think beyond that resistance and realize that no decision is ever set in stone and that prospects are constantly changing their minds daily about the vendors they're dealing with for their business.
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Mr. Cold Call™ is a worldwide sensation and
to have made over 80,000 cold calls to date. He has been quoted
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Magazine. He has written over 75 articles on cold calling,
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