Paul Castain's Blog

Two Extreme Approaches To Prospecting and Why They Both Suck

Posted June 19, 2018

Having trained over 20,000 sales reps, I’ve seen two prospecting “extremes” that hurt more than help one’s sales efforts.

Extreme #1: Being A Complete Pain In The Ass.

Many times you’ll have a rep suddenly appear and then carpet bomb a potential client with calls and emails.

I’ve witnessed (and been on the receiving end of) reps calling and then immediately emailing and then calling again the next day. Equally annoying is sending an email and then forwarding the same email 24 hours later and then repeating that process every 24-48 hours.

I’ve heard people boast of cold calling the same person 50 days straight.

Persistence is key but it SHOULDN’T be confused with being a pain in the ass!

Forgive me for pointing out the obvious but;

Smothering someone like this is going to condition certain behaviors like ignoring you, deleting you and more often than not, people telling you to f*ck off.

It also gives people the feeling that you’re desperate.

Just to be clear, there’s nothing wrong with actively pursuing a potential client, just make sure your prospecting cadence leaves room for your potential client to breathe. Think longer term instead of “Now or never!”

Extreme #2 Infrequent Prospecting.

Imagine someone, you didn’t know, trying to have a relationship you.

They’re here for a few days working at the relationship and then no effort for 3 weeks. They approach you again for a few weeks and then no effort for a few months.

I don’t know who you are

I don’t know your company

I don’t know your company’s product

I don’t know what your company stands for

I don’t know your company’s customers

I don’t know your company’s record

I don’t know your company’s reputation

Now-what was it you wanted to sell me?

That was the copy from an old McGraw Hill Ad and;

This is exactly what happens to you when YOU aren’t “showing up” regularly.

REMEDY: Try working a “communication map”.

A “communication map” is simple to create . . .

Think about ALL the different types of outreach (phone, email, snail mail, FedEx, drop in, drop off, social networking, traditional networking, warm intro, creative “door openers” etc)

Think about your next 3 attempts to get in touch and how long you will wait until the next attempt.


Attempt #1: Intro email. If no response then 2 two days later;

Attempt #2: Intro call #1 or Intro Voicemail #1 If I connect but they turn me down, then handwritten thank you. If I leave a voicemail and no return call then 1 day later

Attempt #3 Fed Ex or snail mail.

“Communication Mapping” dramatically improves the quality of each interaction because;

  1. It’s premeditated instead of “spur of the moment”as you reach for the phone or your keyboard.
  2. It allows you to set up the next attempt by using my “reverse call to action” technique.

I’ll be talking more about “communication mapping” and the “reverse call to action” technique during our How To Get Your Dream Client’s Attention webinar.

During this 90 minute webinar, you’ll gain access to;

  • How To Dramatically Increase The Odds Of Having A Decision Maker Take Your Call (Did You Ever Wish There Was A Way You Could Get Someone To Actually Pick Up The Phone? Here You Go!)
  • How A Decision Maker Reads An Email and The 5 Email Tactics Your Peers Are Leveraging To Stand Out.
  • 2 Email Subject Lines That Lead To More Opens and Responses.
  • 1 Simple Phrase That Will Capture A Decision Maker’s Attention.
  • 3 Ways Your Peers Are Leveraging “Seasonal Messaging” To Set Themselves Apart.
  • 15 Ways Your Peers Are Using Creativity To Get In The Door (I’ll Be Sending A Really Cool Bonus PDF After The Webinar)
  • 4 Things You Can Do Via Your Social Network To Get Your Dream Client’s Attention (That Pretty Much NO ONE Is Doing!)
  • How To Create A Prospecting Cadence That Helps You Stand Out WITHOUT Becoming A Pain In The Ass!


Thursday, June 28th, at 11:30 am EST.

What Do You Get?

(1) 90 Minute Webinar


Webinar Replay

PDF With 15+ Ways To Use Creativity To Capture Your Dream Client’s Attention

How Much?


Please click HERE to reserve your spot!

… and never miss a beat!
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Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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