All week we’ve talked about prospecting – and not a word
yet about call reluctance. My research has shown 8 different types of
Prospecting Call Reluctance with classic characteristics – if you don’t have
any of these, you are sure to know colleagues who do.
[Note: So much to talk about after the New Word of Mouth
Marketing event I attended. I’ll be doing extra posts this weekend to share
more takeaways from that valuable event]
Types of Prospecting Reluctance:
(can be EITHER gender)
– has no system for follow up, doesn’t know who to call next, and often drops the ball
Rushed Ray – is a reactor, not a planner. Chances of him following
up today are pretty random, based on the day
– leaves one or two messages via phone or email and clearly feels that if the
prospect were interested, they would contact her
– a clueless salesperson; is out of the loop and doesn’t understand how follow
Paula – will make calls and contacts AFTER her marketing
materials, call lists and other materials are perfect. Cannot start until then.
In-Person Ozzie – does not like talking by phone – these
salespeople really exist
Busy” Tom – does busywork or work that is
counterproductive to bringing in new revenues
– spends hours on research each day & every week that should be spent on a blended
These profiles are based upon working with thousands of
salespeople. The remedy for each does not taste bad, but rather has a specific prescription
for unstoppable success if taken on a regular basis and if focus is on the
particular issue that is stopping you or a team member of yours.
For more information on this, visit Score More Sales
or contact me through the blog.