I don’t get many nuisance calls these days but this one reminded me how we are instinctively defended against a sales call. Our prospects may be willing to buy but dislike being sold to.
This caller did all kinds of things wrong. See what you think.
Phone rings: Long unrecognised number. Caller withheld.
Me: “Hello” – Cautiously and I don’t say my name
Caller: ” Is that ..? and my name – nearly right.
Me: “Yes”
Caller: “This is xxxx Banking Group can you give me your full name?”
Me: “What is this call about? I don’t bank with you.”
Caller: “It’s for security.”
Me: “I understand but it looks very like a scam.”
Caller: “Have you got a letter?”
Me: “No”
Caller: “Let me just check “.. [pause]”
Me: [I get bored] “Re send the letter.”
Caller: “No you didn’t get a letter. I will give you the phone number to check..”
Me: “Why would I want to do that? I don’t know what this is about.”
Caller: “No .. I suppose we will leave it then….”
Was it a scam or a genuine sales call?
I assume regulations stipulate that in order to offer me some amazing bank related deal they have to check the identity of the recipient on the end of the phone.
I also entertain the possibility that the call might have been genuine. But surely a bank knows to be extra careful.
On the other hand it might have been a scam. I don’t know.
What to learn from a “poor” sales call.
- Don’t just ring up unannounced. It is better to schedule a call that could turn into business. This makes sure that you – the known entity – have permission to enter the world of your prospect. I doubt very much that I would ever have listened to what Bank Person had to say. My defences are naturally high against an unexpected call.
- Have a clear intention for the call that has a benefit for your potential client. I asked what the call was about and got no answer… very alarming. Give the call a name or a description. You are exploring the possibility of working together so focus on the benefit of what you offer. Yes, that well known WIIFM – what’s in it for them. Generic names include examples like “Discovery” call or “Chemistry” call or a fuller description of what you offer. It genuinely is important that you work with the right clients for you, and that they trust you.
- Always give some value. You can listen and acknowledge. Ask questions. Make them feel better for having talked to you.
- Get a result. A No or a Yes. Even if you don’t get the sale they might refer you to others they know. If they think you are a person to be respected they can tell their friends or colleagues. (You might have to ask for a referral.)
- Stay in touch – with their permission. (Remember GDPR) . Keep giving value they might become a customer later