Now, More Than Ever, You'll Need To Adjust Your Prospecting Cadence!

There are 5 things that comprise your prospecting cadence and EVERY one of these has to be redone during a time like this!

The question mark next to each component is your reminder to step back, rethink, and redo!

Your Message?

The Venue (s) That You Use (Phone, Email, Snail Mail, Text, Drop In, Drop Off, Warm Intro From Mutual Contact, LinkedIn, Etc)?

Spacing Between Attempts To Contact Your “Suspect”?

How Many Overall Attempts You Make?

Duration Of Your Prospecting Cadence?

A lesson from my son and how he’s opening his cold calls;

In the past, I taught reps NOT to ask “How are you?”, now, it’s downright dickish not to!

My son opens the call by asking how the prospect is and;

He immediately adds “On this end we’ve been adjusting to working from home, dogs barking in the background, How about you?

Then it lets it turn into a conversation, instead of an immediate ASK!

When the conversation tapers off, he transitions into how his software solution actually helps property managers work from home more effectively.

He’s been booking demos this way and aside from the occasional jerk (that existed before the pandemic anyway) he’s been getting great feedback.

I’ve always taught my coaching clients to use what they’ve been given;

Even if it’s a sh*t sandwich.

In this case, we’ve been given an opportunity to talk about something we’re all concerned about.

We can also talk about HOW we’re managing the “work from home thing”.

We can have fun with it by mentioning dogs barking, toilets flushing, or if you live in my house;

The burp someone did the other day while I was on the phone that was so loud;

I think it cracked my prospect’s back!

So today, I’m cordially inviting you to rethink EVERY component of your cadence especially;

Your message!

We’re going to be talking more about your prospecting (especially your message) during our How To Sell During Challenging Times webinar this Thursday.

Have you signed up yet?

Make sure you sign up for this webinar so you can get access to;

10 ways to add value (and be more human) during challenging times.
Two messaging tactics that you’ll need to start utilizing immediately.
5 must have messaging templates for the weeks ahead.
12 things you MUST include in your cadence to “stay top of mind” and overcome obstacles, stalls, and objections.

When?

Thursday, March 26th, from 11:30 am – 12:30 pm EST.

Can’t join us live?

What’s Included?

(1) 60-75 minute webinar

Webinar Replay

(5) Templates

Email Support For Any Webinar Related Questions After The Training

How Much?

$99

Paul Castain's Blog