Are You Trying To Beat Prospects Into Submission?

by Paul Castain on January 20, 2015

beat into submission

Somehow, unbeknownst to me, I opted in to receive emails from 1-800-Flowers after I ordered some holiday gift baskets.

I realized it mighty fast when I received (and I’m not exaggerating) 8 emails in a 3 day period.

In their defense, it was the weekend before Christmas so there was a bit of a deadline involved but;

8 damn emails in 3 days. The shame of it was that prior to having my inbox blasted, I absolutely loved the experience!

Verizon does this on pretty much a daily basis too and if I were in the mood to “out” several other companies, I could go on for a while.

Here’s the point . . .

Instead of positioning themselves as a helpful friend, they did a great job of looking like an annoying relative that keeps inviting them self over for dinner!

1) That kind of frequency is asinine.

2) Not one of the emails offered a helpful tip or resource. The gist was always “Buy our ___________ product”

3) It assumes that I care so much about buying their “stuff” that I’d want to hear from them several times a day. Think again!

And yet, I have this vision of some marketing genius, citing some kind of study that underscores a “beat your customer/prospect into submission” approach.

Before we continue to cast stones at the marketing department, sales people have a really bad reputation for, how shall I say, being a pain in the ass too!

Some of you don’t like voicemail so you keep calling, all day long. Some of you don’t block your number so the prospect sees you calling them like a jealous ex boyfriend, 10 times over the next few hours. The more they avoid you, the more the competitive part of your brain kicks in and you persist.

Some of you immediately send an email after your voicemail.Congrats, you just interrupted someone two times in 90 seconds.

Somewhere along the line, you misinterpreted persistence and thought that the definition is calling/emailing someone multiple times each day/week and . . .

Always a variation of “Let’s set up an appointment” or “Buy my widget” and let’s not forget “I wanted to ‘check in'”

If you were the recipient of this type of message would you appreciate the same message, from the same person, way too many times day/week.

The shame of it is, is that we condition our potential clients (and clients too) to ignore, block, delete and disregard.

Perhaps We’re Guilty Of Thinking In Extremes?

We justify putting intensive amounts of artillery fire on others because we don’t want to slack or miss an opportunity. Somehow, anything less than INTENSE is slacking but . . .

Sometimes going “middle of the road” is your best bet.

“Court”your potential clients, DON’T attempt to beat them into submission.

And make sure you continue to “court” your clients too.

Being a pain in the ass is a shortsighted strategy!

It’s Time For You To Hunt For Business Differently!

If you want different results when it comes to bringing in new business, then perhaps its time to try something different!

Click HERE to check it out!

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92% Of Us Will Probably Miss The Mark This Year

by Paul Castain on January 19, 2015

fail

 

According to research from University of Scranton, 92% of us WON’T achieve our goals this year!

This could be for a variety of reasons.

1) Maybe we set something that resembled more of a prayer than a goal. In other words, the goal wasn’t realistic in the first place. Kind of like me setting a goal to become a professional jockey with my porky 250 lbs!

2) Maybe we never had an actual plan. We simply wrote some stuff down and thought the good intention would be enough for the universe to get our uniform dirty for us!

3) We had realistic goals, we had the plan but old habits die hard and we’ve already reverted back.

We’re only 19 days in gang and we can still do the things to achieve the success we deserve in 2015!

Tomorrow, we’re going to be talking about this at greater length during our webinar!

I hope you’ll invest in yourself this year and join us!

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A Quick Tip To Start Your Week Strong!

by Paul Castain on January 18, 2015

a quick tip from Paul Castain

This week’s quick tip addresses something that many of us disregard and yet. it can make a huge difference in our day.

Sound like I’m exaggerating? Well then you might want to give this a quick listen (especially to the study I reference)

Go ahead, I triple dog dare ya and it will only take a few minutes out of your life!

Download this episode (right click and save)

Join Us This Tuesday As We Discuss . . .

How You Can ROCK 2015!

On January 20th, we’re going to be talking about how you can crush it this year and truly own 2015!

We’re going to be talking goals, game plans and those pesky obstacles that try and keep us from kicking ass!

Click HERE or the banner below (with the guy getting kicked in the ass) to learn more.

Just do it soon because registration ends on the 19th! In other words . . .

Stop procrastinating and invest in yourself this year!

3d render of character kicked in the rear by another

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Is This Disrespectful To Clients?

by Paul Castain on January 14, 2015

yes no maybe

I’m a bit torn with regard to something I’m seeing a lot of people doing and would like your opinion.

I’m seeing more and more sales reps setting up an email auto response that lets everyone know that they only check email twice a day. The email includes a phone number for people to call if it’s urgent.

From a time management perspective, I understand this completely.

From an “I give a sh*t about my clients” perspective, I think we might be missing the mark.

I truly see both sides of this and that’s why I thought I’d put this out to The Sales Playbook Community!

What Do You Think?

Is this a good time management tip or is it disrespectful to the client?

Please take a moment to weigh in with your thoughts!

Thanks in advance for your valuable input!

How’s The New Year Treating You?

On January 20th, we’re going to be talking about how you can crush it this year and truly own 2015!

We’re going to be talking goals, game plans and those pesky obstacles that try and keep us from kicking ass!

Click HERE or the banner below (with the guy getting kicked in the ass) to learn more.

3d render of character kicked in the rear by another

 

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5 Examples Of How “Creating A Difference” Paid Off

by Paul Castain on January 13, 2015

standing out 1

True or False: People buy difference?

I bet you’ve heard that one before,right?

I bet you heard it so many times that you go out of your way to position yourself as “different” with regard to your competitors.

If we were all in the same room together, most of you would have broken eye contact with me after reading that last sentence.

Buyers today (thanks to all this crazy online stuff) have pretty much heard it all and I would venture to say that to them, you sound like every other person trying to get their business.

Sadly, I bet many of your own clients might even think that.

Earlier today, I sent out a free, audio sales lesson where I shared 5 examples of people who are not only different, but in many ways, have chosen to “break the rules”. Not in a bad way, but in a way that helps them create a perceived DIFFERENCE!

If you haven’t done so already, take 18 minutes out of your life and listen to it.

Too busy? Then download it and let me ride shotgun with you while you’re taking care of business!

Download this episode (right click and save)

It’s Time To Hunt For Business More Effectively!

If you want different results when it comes to bringing in new business, then perhaps its time to try something different!

Click HERE to check it out!

Mixing it up - Copy

 

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