Paul Castain's Blog

The Little Bighorn Prospecting Tactic

Posted December 6, 2017

Do you remember that movie about Facebook called “The Social Network”?

There was this scene depicting the early days of Facebook, where Mark Zuckerberg and Eduardo Saverin explain to Sean Parker, how they were getting so many people to sign up for Facebook.

They would get universities on board within a geographical area and then reference those universities while targeting other universities in the same area.

They basically surrounded their target universities first and then went in for the kill.

Sam Parker replied “It’s called the ‘Little Bighorn’. That’s smart Mark”.

Sir Richard Branson tells a story of how they used a similar approach during one of his first ventures, Student Magazine. When they would sign Coke, they’d immediately get on the phone to let Pepsi know.

People use this on me all the time by referencing other thought leaders who have agreed to do a webinar, write for their publication, etc.

There are two parts of the “Little Bighorn” tactic that make it really effective;

  1. Peer Pressure and Competitiveness
  2. Fear of Missing Out (FOMO)

Let’s take a look at how you might use this in sales.

Penetrating A Vertical

Once you sell one account in a vertical, go for the next one and reference the first.

Once you get a major account in that vertical, target other major accounts.

Note: We’re obviously aren’t giving away sensitive information here.

Fishing For Whales

Once you land one “whale account” go after another and reference the first one.

Penetrating An Existing Account

Once you get one division, one location, one product manager;

Approach the next one referencing how other divisions, locations, product managers are on board.

Don’t ever underestimate the competitive nature of a C-level contact and their need to;

Keep up with the proverbial “Joneses”

Stay informed and up to date and;

Their fear of missing out.

I devised an email template (called “The Little Bighorn”) to help you. I will be sharing during our 20 Sales Emails (and templates) That Get Opened Read and Responded To webinar. Details HeRe.

Was This Tip Helpful?

Then come join us for our 30 Ways To Get A Buyer’s Attention webinar on December 14th, at 11:30 am EST.

Here’s what you’ll discover by joining us . . .

  • 1 simple phrase that will capture someone’s attention whether it be in an email or by phone.
  • How to dramatically increase the probability of getting through to your potential client. Did you ever wish you could get someone to pick up their phone when you call? This tactic will help!
  • 2 voicemail messages that will set you apart.
  • 2 psychological tactics that will compel people to respond to you (without positioning yourself as a jerk)
  • 2 email subject lines that will get a potential client’s attention.
  • 2 different ways of reaching out to a potential client that 99.9% of your competitors aren’t doing.
  • 4 things you can do via your social network to get more appointments with decision makers.
  • 3 things you can do at your next networking event to stand out.
  • How to use “Communication Mapping” to get on the radar screen and 5 sample “Maps” to help you stand out!
  • 10 examples of how your peers are using “Creative Door Openers” to set more appointments.

What Do You Get?

(1) 90 minute webinar with over 30 tactics


Webinar Replay

A really cool PDF with over 40 ideas to help you get your potential client’s attention.

What’s The Investment?


Can’t join us on December 14th?

Purchase the webinar anyway and I’ll send you the replay,worksheets etc later that day. View it whenever you’d like.

Please click HERE to secure your spot now.

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Castain Training Systems
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Paul Castain, Founder & CEO

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