There’s obviously a lot of uncertainty right now with the pandemic, and;
That means that you’re going to have more decision makers delaying everything from a simple “meet and greet” to discovery calls, and ultimately the decision to move forward with your solution.
What can you do to EXPEDITE the sales cycle during a pandemic?
For starters, you should offer social proof. Social proof is powerful because it comes from the peer level and answers the question “How do other people, similar to me, feel about this solution?”
One example of social proof would be a testimonial. Make sure the testimonial mentions YOU specifically and the timeline of the pandemic so your prospects can understand how you’re helping people during these challenging times.
Here’s an example from one of our How To Prospect During Covid-19 course participants;
I have seen many programs and Paul’s is the first to adapt to the current COVID-19 pandemic. His use of cadence and pacing to adapt to a new normal is brilliant. I highly recommend him and his service. In a world full of “trainers” Paul stands out as a real pro. Investing in his knowledge and expertise will provide incredible leverage.”
Kevin G. Saunders, President, KGS Studios
Use stories highlighting how you helped people just like them during the pandemic.
Offer facts.
Provide examples.
Offer samples, not only of your work, samples that make the intangible things you provide, more tangible!
Provide your bio to demonstrate your expertise. I mean, they ARE buying YOU, right?
Demos
“Potato Chip Demos” This is where you record a super brief Webex highlighting a feature/benefit your prospect expressed interest in. Make it 5 minutes or less and just like eating a potato chip, it won’t fill their belly, it will make them hungry for more.
Embed a video in an email reiterating a point that resonated with them.
Use repetition to continue to reiterate important points with your prospect.
Virtual Tours
Use analogies to help your prospects truly understand your value prop. Here’s how Sprint did it in a fun, memorable way.
There’s obviously more to this but the most important thing for you to understand is that;
We want to offer these forms of “evidence” proactively, as in BEFORE we get to the point where hesitation is sensed or voiced.
How To Prospect During A Pandemic
I put together a Covid-19 prospecting resource that includes tactics and templates to help you get in front of MORE opportunities.
Have you downloaded it yet or are you hoping this pandemic thing will blow over by tomorrow?
Here’s what you’ll gain access to;
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 prospects are 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.
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to gain access!
PLEASE CLICK HERE TO CONTACT ME.
