How To Build An Effective Prospecting Cadence

The problem with most reps, is that they typically decide on what they’re going to say, as they are either reaching for the phone, or reaching for their keyboard.

And before you think I’m this judgmental ass, please know, that for years, I did the same thing too!

Please read on . . .

So even if the rep is brilliant in those instances (and most aren’t), that “touch” pales in comparison, to communication that was “mapped” and premeditated.

So what the heck is this “mapping our communication” thing?

When we map our communication, we do a few things . . .

1) We consider ALL the types of outreach available to us in our tool shed. Hint:There’s a whole world of options available to us besides phone and email.

2) We consider all the types of messages within the various forms of outreach.Hint: Not every touch needs to reek of “I want to sell you something”.

3) We think a few moves at a time (I teach my clients to think 3 moves ahead). We also think about how much time will transpire between each move. Doing so, allows you to think out ways where each move supports another.

Example: I might leave you a message telling you to watch for a cool FedEx I have coming your way tomorrow. Inside that FedEx I could have a DVD with a really short video with me addressing you by name. At the end of that video, I tell you a specific day and time I’m going to attempt to reach you again.

That’s one of an infinite amount of possibilities with my mapping process.

The results my clients are seeing are off the charts! Why?

Because the quality of their communication is better than that “seat of your pants” stuff they were doing prior.
Their “courtship” with potential clients is more interesting because they aren’t saying the same tired message via the same form of outreach.
They aren’t boring, predictable and positioning themselves as just another “me too” sales rep!
They create a cadence that keeps them top of mind, without becoming a total pain in the ass.
They’re enjoy their prospecting at a much higher level now since they can mix up their touches vs making 7,000 calls in a row. When they enjoy it, and they see the results, they stop avoiding the hunting portion of their job.

I would expect you would too, no?

There are all types of ways you can use my process of mapping and there’s really a lot more to it.

I’ll be sharing 50 ideas to bring YOUR Prospecting Cadence to the next level during our 50 Ways To Prospect Differently In The Fourth Quarter webinar.

You’ll gain access to;

10 Places Where You Need To Start Looking For Business.
How To Find Potential Clients With The Urgency To Buy NOW vs January.
10 Fourth Quarter Specific Messaging Tactics. Said Another Way “How To Leverage The Fourth Quarter Instead Of Being Challenged By It!”
3 LinkedIn Prospecting Tactics That Work Like A Charm.
The 3 Snail Mail Tactics That Will Help You Stand Out Immediately!
My Updated 4 Step Messaging Framework That Works With Emails, Cold Calls, Snail Mail, LinkedIn, Etc.
How To Capture Your Dream Client’s Attention In The First Sentence Of Your Emails, Cold Calls and Voicemails.
My 5 BEST Sales Email Templates.
10 Subject Lines That Capture The Recipient’s Attention.
How To Create A Really Effective Phone Script WITHOUT Sounding Scripted. I’m Also Going To Send You The Template.
7 Voicemail Scripts (With Templates) That Will Help You Stand Out.
A “Call To Action” That Actually Inspires ACTION!
A Very Different Prospecting Cadence That Mixes Phone, Email, LinkedIn, Snail Mail, Etc.

When?

This Thursday, October 25th, at 11:30 am EST

IMPORTANT . . .

Can’t make it this Thursday? Sign up anyway and I’ll send you the webinar replay and all the goodies listed below!

What Do You Get?

(1) 90 Minute Webinar

Webinar Replay

Worksheets

5 Email Templates

1 Phone Template

7 Voicemail Templates

How Much?

$99

Paul Castain's Blog