“Your beliefs become your thoughts;
Your thoughts become your words;
Your words become your actions;
Your actions become your habits;
Your habits become your values;
Your values become your destiny.”
The truth is that in an effort to keep things simple we often do them the most complex way. It’s just human nature, or is it? Think about it; how many versions of the sink or swim story have you heard? Is there anyone, anywhere who doesn’t know someone whose father threw them in the water, to teach them how to swim? What about no pain, no gain? How many believe that if you don’t learn it the hard way, that you don’t thoroughly learn it? Is it possible that we were taught the hard way and then adopted it as the only way?
Five Missteps when doing it the Hard Way and
What to Do about Them
1. Failure to Organize
Cold calling is hard enough, but tackling it without a plan is harder. Take advantage of your ability to create lists in Salesforce. Lead pages already have a “Status Field” but if you add such to your Contacts pages – you now have the ability to create a productive list to work from based on status. Calling just got a whole lot faster.
2. Neglecting Research
While many step over the research step in their day, likely because it’s time consuming and only a few calls in an hour actually net a conversation, doesn’t mean there isn’t any value in being prepared. When you know a company’s product, you know what you can do for them. If you know about their achievements and recognition’s you just might get your foot in the door. If they have newly acquired another company, you may be able to play to that fact. While it may not be practical to dig deep for every single call, even if you just use the account note field in Salesforce to note small details as you learn them, you’re better off than having no research. Buy your lead generators a cup of coffee once in a while – and they might just be willing to make a few notes for you.
3. Skipping the Call Script
When you ad lib the conversation you give up control. The Internet has a wealth of information. With just a little research you can find the elements of conversation that are most likely to get you a second call. You have just seconds to get it right, and quite possibly only one crack at it. Leaving it to chance can be sales suicide.
4. Lack of Follow Up
Despite the fact that you make hundreds of calls a week, it’s important to always keep your word. In the sales jungle, it is truly survival of the fittest. You have to do ten things right to erase one wrong thing. Best practice: If you say you will call back on a certain day; at a certain time – do it. If you promise to only take a moment of their time – do it. If you are asked not to call them again – don’t. Find someone new to call. Make your word your bond. Follow up, and follow through.
5. No Time Taken to Document
Documenting all activity may be the last thing you want to do when you hang up the phone, but failing to do so means that the numbers fed into analytics will give back a false reading. It is a numbers game, and everyone’s paycheck depends on them. You should know that without documenting where you’ve been, there is little chance of knowing where you should go.
It is possible to take control of the process, and success can be achieved doing things the easy way.