Prospecting during Covid-19 certainly has it’s challenges;
Let’s talk about how you can modify your approach.
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 Vehicle (s) That You Use To Deliver The Message (Phone, Email, Snail Mail, Text, Drop-In, Drop Off, Warm Intro From Mutual Contact, LinkedIn, Etc.)?
One of the things I’ve been doing to change the vehicle to something more personal is embedding a brief, 59 second, video into my emails. There’s a FREE app that makes this super easy and it’s called Vidyard.
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?
He 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), 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 working from home, reopening, what others are doing in their industry to navigate Covid-19, etc.
We can even have fun with it by talking about how we’ve all become immune to dogs barking, toilets flushing, and kids popping their heads into the background of our Zoom meetings.
One more thing that I would recommend even if we didn’t have the challenges of prospecting during Covid-19;
Reviewing the 5 elements of your prospecting cadence REGULARLY keeps you relevant and;
It keeps it interesting and fresh for both you and your prospect!
How To Prospect More Effectively During Covid-19
Here’s what I have planned for you during this download;
Session I: 7 Approaches To Prospecting That Are Incredibly Relevant Right Now.
Where the “money” is right now and one counterintuitive approach 99% of your competitors haven’t thought of.
A thought process that smart companies utilized during the last recession that changed their results dramatically.
A philosophy American Express pioneered that could work wonders for you right now!
How to REALLY get on your prospect’s radar screen WITHOUT being gimmicky or insensitive.
Session II: Retooling Your Cold Calls.
3 phone scripts designed for prospecting during the pandemic. And yes, I’ll send you the templates.
3 voicemail scripts that are relevant to what your prospect is concerned with, right NOW. What? You’d like the templates? Done!
How to respond to a new wave of phone objections and stalls without being insensitive about it! And just for the heck of it, we’ll have a little chat about what to say when someone gives you hell for prospecting “at a time like this”.
How to create “mental body armor” and avoid burnout!
Session III: How To Utilize Emails and LinkedIn In A Way That Adds Value.
Why emails crash and burn during times like these and what you can do IMMEDIATELY, to change that.
10 emails that have been created to help you communicate more effectively during Covid-19. Will I send you the templates? Hell to the YES!
A PDF With 10 Subject Lines
The hidden LinkedIn tactic that will make you a star with your network, NOW more than ever!
What you should do INSTEAD of putting endless hours into posting content.
10 LinkedIn templates that will help you stand out with your network.
Session IV: Creating A Prospecting Cadence That’s Helpful, Caring, and Incredibly Effective!
The 5 components of your cadence that MUST be adjusted during Covid-19
3, count ’em, 3, pre-made prospecting cadences, complete with templates, scripts, etc.
A tactic that creates anticipation for your next call, email, etc.
When?
Download it instantly and go at your own pace!
What’s Included?
(4) 60-75 Minute Prerecorded Training Sessions
(3) Phone Scripts
(3) Voicemail Scripts
(10) Email Templates
Bonus PDF With 10 Attention-Getting Subject Lines
(10) LinkedIn Templates
Personalized Feedback After Each Session When You Hand In Your Homework Assignment. Yep, your seventh-grade math teacher is back baby and he’s pissed!
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to secure your spot in this program!
