I’ve always felt that there are two radical extremes to prospecting.
Extreme #1: Those Who Attempt Contact Way Too Frequently.
I’ve come across articles from well respected thought leaders who lay out prospecting cadences that cross the line of being a pain in the ass.
Things like leaving a voicemail, immediately sending an email, then a LinkedIn invite (or inmail), and;
Calling back again in 24-48 hours.
As a business owner who’s been on the receiving end of that, I can tell you its not only annoying (and desperate);
It distracts from their offering in that the focus of the recipient now becomes one of EVASION; Instead of interest!
Extreme #2: Those Who Attempt Contact Sporadically.
Imagine someone, you didn’t know, trying to build a relationship with you.
They approach you and then disappear for a month and a half.
Then they approach you again and disappear for 3 months.
They approach you again after that and then disappear again for 5 weeks.
Would that relationship stand a chance?
Could you even call it a “relationship”?
Sounds like the obvious answer might be;
“Are you kidding me?”
And that’s the obvious answer when you prospect that way!
When we think about phone objections, we often think about them in the context of RESPONDING.
Many times objections are created by WHAT we’re saying, HOW we’re saying it and;
HOW OFTEN We’re Saying It!
So when you ponder the question;
How often should I contact a potential client?
Think about the two extremes I outlined in this blog post and understand that;
Trust ISN’T easily given to those we don’t know or;
Those we know who are annoying the hell out of us!
Maybe our answer lies somewhere in the middle?
I share several ways to prospect as well as the cadence I personally use in our 2019 Sales Program.
It’s a go at your own pace download that includes 150 tactics, phone and email templates, etc.
Here’s what the program looks like;
Session 1: Creating An Effective Prospecting Plan
Session 2 : 20 Ways To Create Opportunities
Session 3: Meticulous Pre-Call Planning
Session 4: Cold Emails That Get Opened, Read, and Responded To
Session 5: A Cure For The Common Cold Call.
Session 6: Social Selling Tactics
Session 7: Network Like A Pro
Session 8: How To ROCK Your Referrals
Session 9: How To Get Your Dream Client’s Attention
Session 10: Creating A Kick-Ass Prospecting Cadence
Session 11: How To Take Control Of Your Prospect Meetings
Session 12: Presenting Your Solutions With IMPACT!
Session 13: Negotiate Like A Pro
You’ll get your first prerecorded session immediately and then a new session will arrive each week for 13 weeks.
(13) 45-90 Minute Pre-Recorded Sessions
Worksheets For Each Session
Templates (Actually A Ton Of Templates)
3 Bonus e-Books
Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments.
What’s the investment?
Please click HERE ASAP to secure your spot in this program.