I got a phone call from a new advisor who thought he was having a case of “call reluctance.”
He has been in sales for years and in financial services for about four months. He came to the business with a list of nearly 500 former business clients and associates.
Walk-ins were part of his former sales career and he was comfortable with that activity. He and I have had discussions on how to approach his large “natural market”. I have a personal relationship with him; he’s a very warm, personable guy and I have a lot of confidence in his appointment setting skills.
Needless to say, I was surprised by his statement. However, as he spoke about why he was feeling uncomfortable making calls, he added the statement, “You know, Gail, I just don’t want to be that guy.” So I asked him what guy he was describing. And as he expounded on his concern I realized that even an experienced salesperson can reach this calling roadblock.
The essence of his question to me was: How much do you call so you don’t cross that invisible line between persistent and a pest.
Most salespeople are “prodded” by their managers because they don’t make enough calls. When someone is self-motivated to make calls and has scripts that fit their personality, a change in their phoning should not be immediately seen as laziness or requiring a “shove.” The conversation I had with this friend narrowed down to the fear of being a pest.
No one wants to be seen as pushy, aggressive, annoying, brash, and annoying. In short: Ned Ryerson in the film “Groundhog Day.”
So how much calling is too much? The answer isn’t as simple as a regulated calling schedule, but you still need to have a pattern that you religiously use.