Do you ever wonder why your acquisitions management and cold callers start off like rock stars and then start to kind of taper off? I’ll tell you what it’s called – The Dummy Curve.
The Dummy Curve Is 100% Real
When your cold callers start out, they are scared. They are naive. They follow everything you say to the T, like a textbook. During their calls, that naive part follows through, carrying over to the conversation, and the prospect likes it. Your customers don’t feel pressured or threatened and will continue the conversation with your staff until a sale comes through.
That’s just the beginning. Your cold callers are just starting out and they play the dummy, but they are killing it! They are slaying leads and you want to maintain that progress. About three months in, they get more comfortable and want to start incorporating their own stuff into the mix. They don’t follow the game plan. Plus, they have been rejected so much by this time that they have a lit bit of a barrier. They probably even have a little bit of an attitude, causing their leads to taper off.
Now, how you become an expert, is to have them start acting like that beginner, that dummy again, but on purpose! That’s what the Dummy Curve is and it is the real deal. You need to look out for that when you are looking at your cold callers and your acquisitions management.
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