We all want new business. Sadly some are still prospecting old-school and bombing out. You’ll get a good laugh from these fumblers who killed their chances in 60 seconds. Read on for a laugh & 3 Tips.
Sales Death by Wise-ASSumption
I was recently at a trade show with my husband. As we walked the booths a vendor tried to differentiate himself with humor. He joked about my husband as the primary decision-maker and “owner” of the money. BIG MISTAKE!
This poor soul made the wrong ASSumption. I suggested that he might change his approach since nearly half of women earn more than their husbands and might find his jokes insulting. His female partner shrugged and rolled her eyes apologetically. She was clearly embarrassed for him and by him.
Sales Death by Obnoxious Elitism
Believe it or not, people still cold-call with aggressive, obnoxious elitism. I got a call from a young man trying to prospect new investors clients. I was curious how this young man was being trained to cold-call, so listened.
He talked rapidly about his investment offer and then aggressively asked the name of my advisor and my specific investments. When I politely declined to reveal highly personal information, he launched into an elitist list of requirements to qualify for his great offer. Since he didn’t want to waste his time or mine (really his), I needed to reveal my specific investments upfront.
I replied “Since, I won’t discuss my investments with a complete stranger, I guess our conversation is at an end.” He quickly tried recover and re-engage me. I felt bad for the guy. Who in the world is training him to cold call like that?
A Good Laugh: Wow, such ineptness really makes us feel good about what we’re doing to reach new prospects. Hope this gives you a good laugh and a boost to your day.
3 Tips: Seriously, even good professionals may accidentally de-motivate a willing referral partner. Learn how several professionals made it hard to refer and 3 tips to help your advocates refer. 3 Referral Killers & 3 Referral Rescues (pdf)
Next Steps: We all (me too) need to make it EASY for advocates to refer. If you’d like to explore getting more referrals: Contact Me
