How To Hunt More Effectively!

by Paul Castain on July 29, 2014

If there’s one thing I’ve seen in 31 years of sales it’s people who cling to one or maybe two types of “touches” and meanwhile there’s a whole other world of options out there.

Let me be a tad more specific . . .

Beyond the phone and beyond email . . . What else do you have in your arsenal? Oh and before you answer the question, let’s be even more specific . . .

Beyond the phone and beyond email . . . What else do you have in your arsenal that you’re actually using?

And just for good measure . . .

How are you leveraging a good mix of “touches” while keeping your message fresh and standing out from tons of other people trying to get your prospect’s attention?

Well I’m certainly hoping that I’ve gotten YOUR attention because if you’re like most people, you’re missing a lot of opportunities.

What’s An Aspiring Sales Rock Star To Do Uncle Paul?

Well for starters, I hope you’ll give serious consideration to a brand spanking new online program we’re launching in September!

This program will help you  . . .

Stand out

Get noticed and . . .

Expedite your sales cycle!

Here’s The Plan . . .

In Session 1, we’re going to explore 10 ideas to help you hunt for business differently. I promise that in this session alone, there will be several ideas that will make you think differently about your hunting practices!

In Session 2, we’ll discuss how you can master this thing we call “email”! I have tips that will help you with your subject lines, overall message, how to improve your response rates and a few tactics that will forever change the way you approach emails going forward!

In Session 3, I’m  going to show you exactly how I use “snail mail” (and FedEx too) to stand out and get mucho responses in the process! And no, we’re not talking about massive direct mail campaigns here gang. We’re talking about simple, inexpensive things you can do on your own without that pesky marketing department getting involved.

In Session 4, we need to have a serious heart to heart on how we can marry social networking into your overall sales efforts. I’m going to show you how to listen for important “clues”, how you can stand out and how you can transition your relationships off your computer screen without the conversation “getting weird”!

In Session 5, I’m going to show you how you can use traditional networking to create some pretty powerful relationships. I’ll share some common mistakes (and how you can avoid them) and I’ll even show you how you can jump start conversations and gracefully end the ones that are going nowhere fast!

In Session 6 we’re going to cannonball into the money pool you can create by learning how to get more referrals from your existing business. I’ll show you a system I use that can double and triple the amount of referrals you’re getting. We’ll talk about when to ask for referrals and how to condition your clients to keep giving you more in the future!

In Session 7 We’re going to talk about how you can use creativity to stand out and capture the attention of your prospects. I’ll share numerous real-life examples of what sales reps are using in the field as well as a technique you can (and really should) use with your top prospects!

In Session 8 I’m going to show you how you can work the phone into this entire process and as a bonus, warm up your “cold calls” quite a bit!

In Session 9 you’ll learn 2 absolutely lethal techniques called “mixing” and “mapping” and how you can align all of the various “touches” into an effective communication plan.

Between sessions you’ll get a recap of the session.

The recording from the session (slides and all)

A total of 5 short videos to help reinforce the material.

Worksheets

When?

We kick off on Wednesday, September 17th at 11:30 am EST.

Time out! Don’t forget that we deliver it live and then share the recording within 48 hours. Go at your own pace!

Where?

On your computer screen!

How Much?

Funny you should ask . . .

Would You Like To Save $50 Bucks?

Then you might want to click here for some special “Pre Launch” pricing that’s going to disappear this Thursday, July 31st at 6:00 PM EST!

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Dissecting Some Common Prospecting Mistakes

by Paul Castain on July 29, 2014

I thought it might be useful to dissect a recent attempt by a sales rep to sell me advertising on one of the social networks.

And don’t worry, I don’t name names nor do I attack it in a way to make someone feel like an idiot.

Instead . . .

I talk about some serious mistakes that were made and then offer you a few better ideas that I feel would have been more effective.

I also offer something really cool that only those who actually listen to the podcast will get to cash in on!

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They Don’t Know You Well Enough To Buy!

by Paul Castain on July 28, 2014

Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time”

You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects (clients too).

Are you?

This is why your calls have to be scheduled  . . . so you stay up on that “nearness” thing!

Are you doing that or just nodding your head whenever you read something like this? Worse yet, are you dismissing this as some kind of “Sales 101″ and meanwhile you haven’t done this since 2005?

This is why you have to do the online equivalent of bumping into your prospects and clients on the social networks.

This is why you want to send people regular emails, newsletters, FedEx and snail mail.

This is why many of you become my clients . . . because of our propinquity from this blog, my LinkedIn group and mucho other places!

Propinquity . . . because when we achieve that “nearness” and “kinship” thing . . .

We stand out in this noisy world enough . . .

For people to consider us close enough to engage our services!

Oh and . . .

Let’s stop chanting that “People do business with people they know, like and trust” thing long enough to start doing something about it!

Speaking of which . . .

What are you doing, regularly to create this feeling of propinquity with your prospects and clients, and please don’t kid yourself into thinking that newsletter you send is enough!

FYI . . .

On Wednesday, I’ll be announcing a new program that will help you hunt for business smarter! There’s also going to be a special discount code that will only be available for 48 hours. If you’d like to get on the “send me some info about this Castain” list, please email me paul@yoursalesplaybook.com

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If Today Was Your Last Day . . .

by Paul Castain on July 25, 2014

I recently had what could best be described as a really nice “bro talk” with one of my clients who just had a really bad medical scare.

Everything turned out fine (thank God) and he told me how from this point on he was going to do all the things he spent a lifetime putting off.

Made me think of that Nickelback song . . . “If Today Was Your Last Day”.

Isn’t it funny how we hear things over and over again and then one day we actually listen?

Please take a moment to read these lyrics and then get back to your life with a renewed commitment to live it more fully!

Peace!

“If Today Was Your Last Day”

My best friend gave me the best advice
He said each day’s a gift and not a given right
Leave no stone unturned, leave your fears behind
And try to take the path less traveled by
That first step you take is the longest stride

If today was your last day
And tomorrow was too late
Could you say goodbye to yesterday?
Would you live each moment like your last?
Leave old pictures in the past
Donate every dime you have?
If today was your last day

Against the grain should be a way of life
What’s worth the prize is always worth the fight
Every second counts ’cause there’s no second try
So live like you’ll never live it twice
Don’t take the free ride in your own life

If today was your last day
And tomorrow was too late
Could you say goodbye to yesterday?
Would you live each moment like your last?
Leave old pictures in the past
Donate every dime you have?
Would you call old friends you never see?
Reminisce old memories
Would you forgive your enemies?
Would you find that one you’re dreamin’ of?
Swear up and down to God above
That you finally fall in love
If today was your last day

If today was your last day
Would you make your mark by mending a broken heart?
You know it’s never too late to shoot for the stars
Regardless of who you are
So do whatever it takes
‘Cause you can’t rewind a moment in this life
Let nothin’ stand in your way
Cause the hands of time are never on your side

If today was your last day
And tomorrow was too late
Could you say goodbye to yesterday?

Would you live each moment like your last?
Leave old pictures in the past
Donate every dime you have?
Would you call old friends you never see?
Reminisce old memories
Would you forgive your enemies?
Would you find that one you’re dreamin’ of?
Swear up and down to God above
That you finally fall in love
If today was your last day

I help sales reps, sales leaders and business owners sell more! For more information on my coaching programs, Click HERE. For more information on my onsite training programs Click HERE and for information on my speaking rates and availability email me paul@yoursalesplaybook.com

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Hey You, How About Responding For A Change?

by Paul Castain on July 23, 2014

Every once in a while, when business isn’t where we’d like it to be, things tend to get to us.

I was speaking with one of my clients the other day and he expressed how frustrated he was with the lack of response he was getting on emails, calls, blog posts etc.

He joked with me and said . . .

“I wish I could shake these people and say ‘Hey YOU, how about responding for a change!”

Of course, it’s not something we could ever do, but I know (and I think you know) how he feels.

For many of us, we believe strongly in giving but when those you are giving to fall silent, you question if you’re doing the right thing or if the damn thing is even appreciated.

Two Productive Ways To Look At This

1) Perhaps your message isn’t as good as you think it is!

Maybe you need to step back (as I often do) and look at what your communicating and how you’re delivering that message!

Just out of curiosity . . .

When was the last time you stepped back and evaluated your messaging?

Those emails, things you’re communicating via LinkedIn, voicemails, blogging etc.

Channeling the frustration from an audience who isn’t responding into something more productive, and might keep you from doing something dumb! Like getting sh*tty with people who aren’t responding to you!

2) The World Is Now Comprised Of Consumers Of Content Who Like To Remain Silent.

Thanks to all the data we’re consuming on a daily basis (34 Gigabytes according to a recent study) most people consume and like to remain silent. They have become . . .

The New Silent Majority!

I’ve seen it here on this blog, in my LinkedIn group, with my network etc.

People love to put their head down and remain silent!

Patience Grasshopper!

I don’t tell you this so we can create a mob of pitchfork and torch wielding citizens ready to storm the gates of our prospects, I tell you because . . .

You have to do something that’s incredibly hard for us “Type A’s” . . .

Remain patient!

You don’t have to be getting comments, responses etc in order to be making an impact.

And you certainly don’t have to be getting comments, responses etc in order to be considered valuable to your network!

What say you?

What are your thoughts about this or would you rather remain silent about people remaining silent :)

I help sales reps, sales leaders and business owners SELL MORE! For more information on my services, click here. For information on my speaking rates and availability, please email me paul@yoursalesplaybook.com

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