Cold Calling is Giving Me a Headache
Ok, it is just a guess, but I am thinking some of you have been pulled into this blog post by the title. Well, good, then it worked. After all, this blog is “perception is reality,” so that was my idea. So, you ask, why is a person who consults on sales for a living complaining about cold calls? Good question.
First, I am not suggesting that I do not like to prospect, that I do not like teaching others to prospect, or that I think calling via phone is the only way to prospect. For the record, I enjoy prospecting and teaching people to get better at this as well. So, you ask, what is giving me a headache?
The salespeople who keep cold calling me, during the day, all day.
This past week I have spent more time working from my home office, which just had a new phone service installed. My guess is that my number just became fair game to a million of my closest, annoying pests—oops, I mean telemarketing salespeople. So, what has pushed my buttons and what can we all learn from it? Let’s dive in.
1) Most of them have had no clue of who they are calling. They don’t have the correct company name (Sauers Consulting) or for that matter know if they are calling a person or a business. As an example, I got a call that (and I am not kidding) said, “Can I speak to Mr. or Mrs. Consulting.” I had some fun with that. I asked them which one they were looking for, Mr. or Mrs. Consulting? They were silent and then said they were not sure. I told them Mrs. Consulting was out but could get back to them. More silence. True story.
2) I got a call the other day from someone selling refrigerator and other promotional magnetic items. They must have gotten my name from some of the conferences I speak at. However, this person did not ask for me if it was a good time or if I was even able to talk...and instead went right in to a “cold call robotic script.” They sounded like a robot. I was about to cut them off but decided to have some fun and listened. Ninety seconds later, I was still silent and they were still talking. They finally asked me if I would like to take advantage of their special magnet sale. Sorry folks...I could not resist. I asked them what magnets were and what they did? Again, silence.
Ryan T. Sauers is the president of Sauers Consulting Strategies. The firm consults with the front end of printing and related organizations across the U.S. Key focus areas include: sales growth, brand positioning, organizational communications, organizational strategy, and integrated marketing. Sauers is a national speaker and writes feature articles in global publications. He is also an adjunct university professor teaching leadership, communication and entrepreneurship to business leaders. Sauers has been recognized as a thought leader in human behavior. He is a Certified Myers Briggs and DiSC Practitioner, as well as a Certified Marketing Executive. He is working on his Doctoral degree in Organizational Leadership and will achieve certification in Emotional Intelligence later this year. Sauers is author of the best-selling books: "Everyone is in Sales" and "Would You Buy from You?," and the host of Marketing Matters, a weekly radio show discussing relevant topics as they relate to marketing and communications. Visit: ryansauers.com