Your Competition is Waiting For You to Mess up!
written by Pop Icon Mr. Cold Call™
What
does the title of this article mean to you? Imagine a room full of sales reps waiting in line. Now imagine that everyone standing in line is one of your competitor's. Each one is waiting for you to mess up so that they can service your current customer. They may not get your customer right now, but if they constantly follow-up with your client and you've serviced them bad or just messed up then their next follow-up (prospecting call) is an easy sale for them.
Let's go back to that image of sales reps waiting in line. Pick any person in line. That person that you're thinking about is actually you. If you can mess up with your client (as in the example from the first paragraph) then your competitor can mess up with their client as well. And this means that the more you cold call and follow up with a prospect over a period of time means that you're likely to find a prospect who is unhappy with the service that they're receiving from your competition.
If you incorporate this mindset into your initial cold calls with a single prospect and then follow-up with them accordingly then in time you will earn their business. So the next time you hear a prospect say, I"m not interested" or "I'm happy with (Insert the name of your competition)" then position the initial cold call as an introduction or focus on planting seeds of information about your product or service with your prospect. Suggest to your prospect that your goal is to earn their business in the future and it never hurts to get more information. While you may not get the sale today, you will however, begin to build a sales pipeline of prospects in which one of those prospects at any given time in the future may end up doing business with you.
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Mr. Cold Call™ is a worldwide sensation and
claims
to have made over 80,000 cold calls to date. He has been quoted
by numerous national publications such as Selling Power Magazine,
Investor's Business Daily, Successful Fund Raising and Advantage
Magazine. He has written over 65 articles on cold calling,
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automatically calculates your daily, weekly, monthly and yearly sales
ratios, offers a custom sales script service called "The Script responder" and
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