Whenever I mention mailing something out to a potential client, most sales people automatically think its a topic better suited for the marketing department.

I disagree!

Let marketing handle the 50,000 piece campaign and marketing the company, your job is to market yourself (and the company) one potential client at a time.

So here are 3 simple ways to do it but they come with a warning;

Not one of these ideas represents the big, sophisticated idea you might be looking for but,

All 3 might just be ideas you miss because you’re looking for a big answer that doesn’t exist!

1) Don’t use your company envelope! Why? I don’t know, perhaps they’ll judge the piece BEFORE they open it. Imagine if I sent you something in a Castain Training Systems envelope. You might find yourself saying “Training? We don’t need no stinkin training!” and then you promptly sh*t can my letter, Instead, use either a plain white envelope or if you want to kick it up a notch, go out and buy some cobalt blue envelopes so it looks like a personal greeting card.

2) Hand address that bad boy and don’t use labels. We want this to have a personal feel to it and we don’t want this to resemble anything that even smells like it went out to a kazillion people. When you write the return address, just use your last name and NOT your company name and while you’re at it, don’t even think of running this through the meter! Use a stamp.

3) Include some kind of handwritten note within the mailing piece itself. We all know that handwritten notes are powerful and some of you even give the old “I know that” eye roll and yet you don’t do it. Please change that right now! If your mailing piece has room on the piece itself, write your note there. If it doesn’t, then slap a post it note on it and go to work.

Needless to say this approach is going to be really impractical if you need to send out 10,000 of these but a few here and there can really make a difference!

If anyone would like to see one of my mailing pieces in action, email me your name, company name and address and I’ll get one out to you with a handwritten message! paul@yoursalesplaybook.com

100+ Sales Tips Right On Your Computer Screen!

On December 3rd, right on your computer screen, I’m going to begin sharing over 100+ sales tips to help you bring in more sales! The investment is minimal and the amount of tips you’ll get during the course can bring you to new levels of awesome!  Click here and let’s make you lethal! Perhaps it’s time to invest in yourself!

For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

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I Hope You’re Not A Part Of This Foolishness?

by Paul Castain on November 21, 2014

So here it is the Friday before Thanksgiving and I can guarantee you that there are sales reps out there that have begun their “Mental Shutdown”.

I’m all about recharging and enjoying holidays but . . .

For those that need to milk a week out of a 4 day weekend;

REALLY?

It’s All About Choices

If you’ve chosen to take a week off . . . I respect your decision because you’ve made a choice.

If you’ve chosen to work until Wednesday . . . I respect your decision because you’ve made a choice.

But for those of you who are doing neither and have checked out . . .

You need to get your sh*t together!

Sales Leaders/Business Owners: You seriously might need to lay down the law if you happen to come across this on your team!

This Is How You ROCK A Cold Call!

Join us Tuesday, December 9th at 11:30 am EST as we discuss over 30 ideas to help you use the phone more effectively!

Here’s what I’m going to share . . .

  • 7 “Warm Ups” to get you into your “zone” faster
  • 3 ways to conquer call reluctance
  • How to research a potential client better than you competitors
  • How to find “triggers” that will dramatically increase the recipient’s interest level
  • How to craft a more compelling message without using a script
  • How to cut off objections BEFORE they occur
  • 3 ways to handle objections when they do occur (and responses to typical objections)
  • How to ask for access to a higher level decision maker without insulting your contact
  • 4 types of voicemails that will set you apart

For more information, pricing and to reserve your spot . . . Click HERE!

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If you haven’t stopped by Castain’s Rock Star University in a while,  here’s what’s happening!

On December 3rd, we’re launching our final online sales course for 2014. There are 8 sessions to help you absolutely CRUSH your sales quota! Click HERE for details! Sales Managers/Business Owners: Email me for special discounts for 2 or more participants paul@yoursalesplaybook.com

On December 9th, we’ll be hosting a brand spanking new webinar to help you get better on the phone. Click HERE to learn more about our Cold Calls That ROCK webinar!

Our popular Emails That ROCK program is now on-demand! Click HERE to check it out!

Tired of getting “Friend Zoned” by your social network? Well then I got to you just in time because our How To Transition Your Social Network program is now on-demand! Details HERE

Have you checked out my 90 page Social Networking Playbook yet? Click HERE and get instant access!

Click HERE to stop by Castain’s Rock Star University to have a look around!

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How To Sell More During The Holiday Season

by Paul Castain on November 19, 2014

So rumor has it, that the holidays are going to show up again this year and that means that we need to do several things if we want to be in a stronger position!

Don’t worry, you’re Uncle Paul has you more than covered in this podcast because we’ll start with some things that you need to do immediately, as in BEFORE Thanksgiving and a few other things you need to start mapping out.

I’m not going to tell you more than that, nor am I going to write out all the notes because some of you are lazy and won’t take the time to listen to a FREE audio sales lesson.

So go ahead and download it and let me ride “shotgun” with you today as you get a little smarter for the low/low price of FREE!


Download this episode (right click and save)

30+ Ways To ROCK Your Cold Calls!

Join us Tuesday, December 9th at 11:30 am EST as we discuss over 30 ideas to help you use the phone more effectively!

Here’s what I’m going to share . . .

  • 7 “Warm Ups” to get you into your “zone” faster
  • 3 ways to conquer call reluctance
  • How to research a potential client better than you competitors
  • How to find “triggers” that will dramatically increase the recipient’s interest level
  • How to craft a more compelling message without using a script
  • How to cut off objections BEFORE they occur
  • 3 ways to handle objections when they do occur (and responses to typical objections)
  • How to ask for access to a higher level decision maker without insulting your contact
  • 4 types of voicemails that will set you apart

For more information, pricing and to reserve your spot . . . Click HERE!

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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 you want to change up your messaging and offer useful things instead of always pushing for an appointment and/or the sale. By the way that “Always Be Closing” thing makes you a pain in the ass. Go ahead and ask your prospect, I’m sure they will agree!

Propinquity Is Why Many Of You Are Now My Clients!

Because of the sense of  propinquity we’ve established from this blog, my LinkedIn group, podcasts, Facebook community, Youtube channel and mucho other places . . .

A comfort level was established that made doing business together a no brainer!

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!

On December 3rd, right on your computer screen, we’ll be launching our last online sales program for 2014. I have over 100 tips to share with you to help you finish this year stronger and begin 2015 with new levels of AWESOMENESS! Click HERE for details!

For special pricing on two or more participants, email me (with the the total number you are considering) paul@yoursalesplaybook.com

On December 9th, also right on your computer screen, I will be hosting my Cold Calls That ROCK webinar! ? I will be sharing over 30 tips to help you make better use of that crazy thing we like to call “a phone”. Click HERE for the details!

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