Action Plan For The Holiday Week

by Paul Castain on July 3, 2015

 

It’s no surprise that the next week, here in the states, is going to be really unproductive for many a sales rep.

That’s why I created this short list of things  to do to help you keep the momentum going while your competitors slack!

1) Make a list of people you plan on calling after July 4th and then dive in for some serious pre call planning! Take the time to really research both the company and your contact. You now have no excuse since you have all this time.

2) Make a list of people in your social network (virtual network too) that you really need to get to know better. Actually, there are probably some you don’t know at all so why not take this week to schedule sort of a “getting to know you” call. Now there’s a good chance that the timing might be bad for them now but at least you set the wheels in motion. I go into great detail in how you can set these calls up in this free report.

3) Exploratory Calls: An “exploratory call” is a call you make when you don’t have a contact name. The purpose is to get the name of the person who would typically buy your product or service so the next time you call, you don’t sound like a telemarketer. So instead of calling and saying “Can I speak to the person who ______________” you’re saying “Good morning, Joe Jones please” The way I suggest getting this info is telling them you want to get some information out to the person who would be in charge of ____________ and was wondering who you should send it to.

4) Email Your Database: This is a “Uncle Paulism” to the highest degree in that I beat this one to death with you guys. Your competitors will be asleep the week leading up to and the week after July 4th so there will be less noise! But there’s more . . . You’ll get a ton of those handy/dandy “out of office” responses! Those responses contain direct lines, cell numbers and additional contacts (in many cases better contacts)

5) Do a “Drive By” I know, my New York is really shining through! A “drive by” in this context would be for those of you who serve a local area. Take that recording app on your smart phone and jot down the names of the businesses you want to contact and then get the phone numbers etc once you return to your office.

6) “Drive By” Part Dos: Go to a multi tenant building and use the camera on your smart phone to take a picture of the building directory. As many of you know, I like to hum the theme to James Bond while I do this because I’m bad ass like that. Once you get back to the office, look up the phone numbers etc.

7) Get involved in a discussion! Again, many of you feel you are too busy to get involved in a community discussion on a network like LinkedIn or Facebook. Now’s your chance to finally jump in! While you’re at it, like us on Facebookor come join us on LinkedIn!

8 Take this time to get smarter! For once, you don’t have the excuse “I’m too busy to learn” (which we both know is complete bullsh*t) so why not use this time to hone your craft. To help you, I have 150 free audio sales lessons waiting for you if you click HERE and all kinds of on demand training resources if you click here.

And by all means, take some time off of work if that’s what you want to do. Recharging is an awesome thing but don’t you dare go into work and wander around the cubicles complaining that the whole world is on vacation this week.

Kicking Your Competitor’s Ass Has Never Been So Much Fun!

If you haven’t taken a moment to look at the great content we’ll be sharing starting July 15, now might be a really good time!

I have 6, all caps AWESOME sessions designed to help you stand out and generate more leads!

Here’s the plan . . .

In Session 1 We’re going to talk about brand YOU! I’m going to take you step by step, through an exercise to help you clearly define how you want to be viewed by the world. You do know that they judge you, right?

In Session 2 We’ll discuss the various platforms and how you can attract potential clients. I’ll show you several plays from my own playbook as well as several examples of how your peers are leveraging things like LinkedIn, Twitter, Google+, Instagram, YouTube and Facebook just to name a few!

In Session 3 I’ll share how you can use “Social Listening” to learn about important buying signals as well as conversation starters. We’ll discuss how you can gather competitive data that you absolutely need to leverage!

In Session 4 We’re going to dive, head first into how you can approach potential clients, via social channels without the conversation getting “salesy” or weird! I’ll take you through my Communication Mapping process and show you specific examples of how I leverage this process to hunt and secure new business!

In Session 5 I’m going to show you how to do something that 99% of your competitors SUCK at! It’s a little something called “Transitioning online connections to offline clients” We’ll talk step by step action plans, suggested templates and as a bonus, it won’t be salesy or spammy!

In Session 6 I’m going to show you how to put it all together into a manageable daily, weekly and monthly routine. Oh, and I’m going to give you several options too! Some of you have the time to go all out with my lead generation system others only have a few minutes a day. My plan is to give you a system based on how much time you can dedicate to it. Fair enough?

Click HERE or the ginormous orange button below to learn more!

learn more sc 2015

{ 0 comments }

Why Holidays Suck For Sales Reps

by Paul Castain on July 3, 2015

If there’s one thing that really gets my panties in a bunch, it’s the ridiculous amount of time people will milk out of a holiday.

I see it during Christmastime (and I wrote about it quite a bit on this blog) For many this represents a 3-4 week abuse of what really should be more like a week.

I see it with July 4th when we take a simple 3 day weekend and turn it into a 10 day sabbatical.

I see it with the summer selling season when people take slowing down to “stalling out” levels.

Don’t Get Me Wrong . . . We All Need To Slow Down!

I’m not one of these “always hustling” types of aspiring sales rock stars. There are divorce courts and cemeteries filled with their kind.

Slowing down is a really good thing but these extended stay mental checkouts are limiting your results!

You’re losing more time than you’re probably aware of!

3-4 weeks at Christmas

The bulk of the summer

Festivous?

Groundhog Day?

Next thing you know, you lost 3 months to the old “Mental Checkout”.

3 Months none of us can afford!

3 Months of your competitor eating your lunch and . . .

3 Months you’ll probably wish you had back when you take your final lap at year end!

In the words of the immortal Gordon Gekko (and the message I see each morning when my alarm clock goes off)

This is your wake up call pal . . . get to work!

FYI

 

If you haven’t taken a moment to look at the great content we’ll be sharing starting July 15, now might be a really good time!

I have 6, all caps AWESOME sessions designed to help you stand out and generate more leads!

Here’s the plan . . .

In Session 1 We’re going to talk about brand YOU! I’m going to take you step by step, through an exercise to help you clearly define how you want to be viewed by the world. You do know that they judge you, right?

In Session 2 We’ll discuss the various platforms and how you can attract potential clients. I’ll show you several plays from my own playbook as well as several examples of how your peers are leveraging things like LinkedIn, Twitter, Google+, Instagram, YouTube and Facebook just to name a few!

In Session 3 I’ll share how you can use “Social Listening” to learn about important buying signals as well as conversation starters. We’ll discuss how you can gather competitive data that you absolutely need to leverage!

In Session 4 We’re going to dive, head first into how you can approach potential clients, via social channels without the conversation getting “salesy” or weird! I’ll take you through my Communication Mapping process and show you specific examples of how I leverage this process to hunt and secure new business!

In Session 5 I’m going to show you how to do something that 99% of your competitors SUCK at! It’s a little something called “Transitioning online connections to offline clients” We’ll talk step by step action plans, suggested templates and as a bonus, it won’t be salesy or spammy!

In Session 6 I’m going to show you how to put it all together into a manageable daily, weekly and monthly routine. Oh, and I’m going to give you several options too! Some of you have the time to go all out with my lead generation system others only have a few minutes a day. My plan is to give you a system based on how much time you can dedicate to it. Fair enough?

Click HERE or the ginormous orange button below to learn more!

learn more sc 2015

{ 1 comment }

How Sales Professionals Are Limiting Their Results

by Paul Castain on June 30, 2015

Money on the table Facebook

Everyone has their preferred venue of communication and yet, many of you, continue to cling to the phone and email without embracing additional forms of outreach.

Some of you continue to cling to the phone and email because it’s what YOU prefer.

Your prospect doesn’t care what YOU prefer!

Some of you continue to cling to the phone and email because you get results that way.

This one is misleading because on the surface, it looks like you’re doing the right thing but below the surface, there’s a whole world of additional opportunity you’re missing . . .

Because you settled and then closed your mind off to additional forms of outreach.

Things Have Changed!

With almost 3 Billion social networking accounts worldwide

200 million + blogs

The average person consuming 100,000 words of content each day (that’s a novel and a half by the way)

The average person checking their smartphone 150 times each day

It’s pretty safe to say that your buyer’s attention is moving way from the days when it was just about the phone and just about email.

It’s also REALLY safe to say that they are leaving clues, that you are missing . . .

Simply because you aren’t willing to show up where they’re showing up!

And its REALLY REALLY safe to say that because they’re showing up on the various platforms, and you’re not;

You’re missing opportunities to turbo charge the heck out of that phrase we all like to beat to death.

You know . . .

People like to do business with people they know, like and trust

I want to be clear about something that’s really misunderstood.

Nobody is telling you to stop calling and stop emailing.

I just think it’s time for you to increase your opportunities!

What Are You Going To Do About It?

The challenge for many of you is that you’d like to start using platforms like LinkedIn and Twitter but you just don’t know how.

In just about 2 weeks, I’m going to answer that question (and offer over 100 tips) in our online Social Selling Camp

Here’s the plan . . .

In Session 1 We’re going to talk about brand YOU! I’m going to take you step by step, through an exercise to help you clearly define how you want to be viewed by the world. You do know that they judge you, right?

In Session 2 We’ll discuss the various platforms and how you can attract potential clients. I’ll show you several plays from my own playbook as well as several examples of how your peers are leveraging things like LinkedIn, Twitter, Google+, Instagram, YouTube and Facebook just to name a few!

In Session 3 I’ll share how you can use “Social Listening” to learn about important buying signals as well as conversation starters. We’ll discuss how you can gather competitive data that you absolutely need to leverage!

In Session 4 We’re going to dive, head first into how you can approach potential clients, via social channels without the conversation getting “salesy” or weird! I’ll take you through my Communication Mapping process and show you specific examples of how I leverage this process to hunt and secure new business!

In Session 5 I’m going to show you how to do something that 99% of your competitors SUCK at! It’s a little something called “Transitioning online connections to offline clients” We’ll talk step by step action plans, suggested templates and as a bonus, it won’t be salesy or spammy!

In Session 6 I’m going to show you how to put it all together into a manageable daily, weekly and monthly routine. Oh, and I’m going to give you several options too! Some of you have the time to go all out with my lead generation system others only have a few minutes a day. My plan is give you a plan based on how much time you can dedicate to my system. Fair enough?

At the end of the program, you will have a powerful lead generation system!

Here’s What You’ll Get . . .

(6) 60 minute online sessions

Between sessions you’ll get a recap of the sessionCastainBanner - Copy (2)

The recording from the session (slides and all)

Worksheets

Templates

2 Bonus eBooks on Personal Branding and Social Networking

Email access to me during the program to answer any questions, bounce ideas off of etc!

When?

We kick off on Wednesday, July 15th at 11:30 AM EST. We’ll meet every Wednesday for 6 sessions.

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! Enjoy the program from your favorite chair! Or since it’s summer, join us from your favorite beach chair!

How?

There’s nothing worse than listening to some boring ass trainer drone on with stupid acronyms and useless theory.

Having trained over 10,000 sales reps, I know a thing or two about how to keep my audience engaged.

You’ll laugh, you’ll have some fun and most importantly, you’ll learn a lot of useful things!

How Much?

$495

And yes, I discount (and offer special extras) when you enroll 2 or more. Email me for special pricing paul@yoursalesplaybook.com

I hope you’ll join us!

Social Selling Early Registration

You don’t have to have a PayPal account to pay with PayPal. Simply select “Pay with a debit or credit card or Bill Me Later” after hitting the “Buy Now” button! If you’d rather pay by check, email me paul@yoursalesplaybook.com for details.

I’m hoping that you’ll invest in yourself and learn a few new approaches!

Perhaps it’s time?

 

 

{ 0 comments }

A Quick Tip To Start The Week STRONG!

by Paul Castain on June 28, 2015

stronger week

This week, I’m going to offer something really cool (and FREE) and it’s so cool that I’ve only ever offered something like this one other time . . . And I’ve been blogging since 2008!

I’m hoping you’ll give this week’s quick tip a listen and then take FULL advantage of the FREEBIE I have waiting for ya!

Seriously, do it now before I come to my senses and change my mind :)


Download this episode (right click and save)

One Way To Generate Additional Leads!

We’re just about 2 weeks out from the launch of our first ever, virtual Social Selling Camp.

Here’s the plan . . .

In Session 1 We’re going to talk about brand YOU! I’m going to take you step by step, through an exercise to help you clearly define how you want to be viewed by the world. You do know that they judge you, right?

In Session 2 We’ll discuss the various platforms and how you can attract potential clients. I’ll show you several plays from my own playbook as well as several examples of how your peers are leveraging things like LinkedIn, Twitter, Google+, Instagram, YouTube and Facebook just to name a few!

In Session 3 I’ll share how you can use “Social Listening” to learn about important buying signals as well as conversation starters. We’ll discuss how you can gather competitive data that you absolutely need to leverage!

In Session 4 We’re going to dive, head first into how you can approach potential clients, via social channels without the conversation getting “salesy” or weird! I’ll take you through my Communication Mapping process and show you specific examples of how I leverage this process to hunt and secure new business!

In Session 5 I’m going to show you how to do something that 99% of your competitors SUCK at! It’s a little something called “Transitioning online connections to offline clients”

In Session 6 I’m going to show you how to put it all together into a manageable daily, weekly and monthly routine. Oh, and I’m going to give you several options too! Some of you have the time to go all out with my lead generation system others only have a few minutes a day. My plan is give you a plan based on how much time you can dedicate to my system. Fair enough?

At the end of the program, you will have a powerful lead generation system!

Want to learn more?

Click HERE!

learn-more-button

{ 0 comments }

Free Webinar From Paul Castain

by Paul Castain on June 23, 2015

woman chatting on the phone, pop art illustration

There’s one question that I get from my readers at least 3-5 times each week and it goes something like this;

Paul, between hunting business, servicing accounts, trying to grow the business, administrative stuff and travel, I really don’t have the time to go on LinkedIn,Twitter etc. I know I should be showing up in these places, I just don’t know how to do it when I’m so busy.

I came up with a way to respond to this and I can tell you, it’s something I pretty much NEVER do;

Give everyone a 30 minute training session . . . On The House!

Yep, No charge!

During this training you’ll learn;

A 5 point checklist of things you really need to do on a daily basis and the best part is that in total, it will only take you 15 minutes a day.

How to get social selling on your calendar with my “11:30″ system!

Will I Try To Sell You Something During This Training?

Hell yes! I’m in sales, that’s what I do but . . .

Of the 30 minutes I spend with you, you’ll get 28 minutes of content, I ask for 2 minutes at the end to tell you how you can get additional ideas, tips and tactics!

When?

Thursday, July 9th at 11:30 am EST and no I’m not going to be recording it so if you snooze, you lose!

Super Important . . .

Even though I’m sending this to over 30,000 people, I’m going to limit the amount of participants to 200.

Why?

First, to create a little urgency on your part and you sign up immediately. Sometimes we procrastinate ourselves out of an awesome resource.

Second, I want the number of attendees to be manageable so I can easily answer ALL your questions and even follow up questions via email after the webinar.

Where?

Your computer screen!

Reserve Your Free Seat Here!

PS If finding the time to work Social into your schedule has been challenging you, then you really must set aside the time for the this free training!

Get your free seat for this important training now

{ 0 comments }