Some Bad News For Those Of Us Who Prospect (And Some GREAT News As Far As What We Can Do About It)

Last week, I mentioned that according to the folks at MailChimp and ConstantContact, 82% of our sales emails aren’t even opened.

Just when you booked your first therapy session to deal with that one, here’s some more bad news;

According To An IBM Study, 98% Of Cold Calls Fail!

For the optimists reading this, LeapJob did a similar study and found that it was more like 97%!

So you can have the best product, service, company, or heck, you could be trying to give it away for free, but;

Your prospect would NEVER know, because they NEVER opened your email or they just never heard you out when you called!

If I were to offer ONE suggestion that leads to more emails opened, read, and responded to, (and more calls where potential clients hear you out and grant you more appointments), it’s this;

Lead with something about THEM, instead of something about YOUR company, solution, etc!

In an email;

Make the subject line about THEM.

Make the opening statement about THEM.

When you call;

Make your opening statement about THEM.

I teach a really simple, fill in the blank, sentence to include in your opening statement that goes something like this;

“I noticed that ___________”

Then fill in the blank with something you discovered in your pre call planning research that’s relevant.

Examples From My Hunting Efforts;

“I noticed that you’re hiring several new sales reps”

“I noticed that you have a new product launching in July”

“I noticed that you were just promoted to Vice President of Sales”

Here’s the secret (Don’t tell anyone)

Everyone has a favorite subject and that subject typically ISN’T YOU, so;

If you lead with something about THEIR favorite subject, you capture their attention.

This is actually step #1 in a 4 step communication framework that I share during our Prospect Like A Pro download.

Have you downloaded it yet?

During this download you will discover;

30 ways to find potential clients who have a higher probability of needing what you sell TODAY.

How to research quickly and efficiently so it doesn’t become your life’s work.

33 ways to approach a potential client.

3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.

Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.

15 email templates that get opened, read and responded to.

How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!

How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.

12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!

A 3 step formula for responding to 95% of the objections you get on a regular basis.

3 really cool tactics to use when someone asks you to send them information.

4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Here’s What You’ll Get . . .

(2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts!

(2) Sets of worksheets (one for each session)

15 email templates

1 opening statement template

4 voicemail templates

Email access to me to answer any course related questions

Go At Your Own Pace

Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone!

What’s The Investment?

$199

Paul Castain's Blog