192: The Cold Calling On Zoom Salesperson- Part Two

<p>The Cold Calling On Zoom Salesperson - Part Two</p> <p> </p> <p>In Part One we looked at how to get a meeting when you are cold calling and cannot meet the buyer face to face.  When working the phones, cold calling salespeople have a very low conversion rate of turning dials into actual meetings.  The same barrier stays in place because we still need to use the phone to speak to the buyer, to make a virtual meeting appointment.  If we can design a good enough hook, to get the initial phone contact interested on the phone, then they will take a risk and transfer us or connect us with the buyer.  This is the hook value versus the personal risk equation in Japan.  That equation usually ensures salespeople almost never get put through to the buyer.  The person answering the phone concludes the risk/reward computation is not worth the effort. </p> <p> </p> <p>If lightening strikes and you do manage to get the buyer name and contact details, or are transferred through to them, then what do you do?  We repeat the whole hook delivery approach directly with the buyer again.  Having successfully arranged the online meeting, we come on line and meet them for the first time.  This can be a a hostile environment. </p> <p> </p> <p>In the meeting room we have their full and undivided attention, but online is a different matter baby.  American research shows that 88% of salespeople believed that buyers were multitasking during their sales presentation and not paying full attention.  Also 62% of buyers didn’t even turn their cameras on and in fact, 82% of salespeople didn’t have the guts to ask the buyers to turn on the camera.</p> <p> </p> <p>This is our first impression opportunity with the buyer, so we want that camera on.  We should definitely ask them to come on camera.  Just say, “Thank you for joining me today, please come on camera and allow me to introduce myself”.  Being Japan, we may get a certain percentage of buyers who will push back on that and say, “I prefer the camera off”.  That is not a good sign.  We have f