One of the most common questions I get about prospecting is this: “Is there a way to warm up my cold calls?” My answer: Focus more of your prospecting energy on your online and offline network! There aren’t any “gatekeepers” there and; Once you build a relationship with them; They’re going to be quicker to buy … continue reading »
When I decided to launch Castain Training Systems back in 2011; I had no pipeline! I was armed with three bank accounts that I knew wouldn’t be enough to carry a family of 5. And just to make things more interesting, I had medical bills from my wife’s bout with breast cancer and a son who was … continue reading »
The only thing worse than doing absolutely nothing with your online and offline network is; Ignoring Them When They Reach Out To You! They reach out to you with a question and you forget to get back to them. They ask a favor and you ignore them. They are between jobs and ask if you … continue reading »
One of the WARMEST calls you can ever make is to your network (online and offline). And the best part . . . There aren’t any “gatekeepers”! Seriously . . . There aren’t any “gatekeepers” on LinkedIn or in your offline network. Aside from a WARM call with them; They can facilitate a warm intro … continue reading »
As someone who’s struggled with shyness the better part of his life; I can relate with those who are a bit out of their element at networking functions! This week on The Sales Playbook Podcast we talk about; A few simple things to ease your nerves BEFORE an event. A really cool thing you can … continue reading »
There are 2 HUGE networking mistakes that nobody ever talks about and yet; These 2 mistakes will hurt more than any other mistakes! I go into full detail during this FREE audio sales lesson. Click the handy/dandy player below and enjoy! Download this episode (right click and save) Would You Like My Networking Communication Plan … continue reading »
How do you transition that networking contact you just made to a client? How do you transition your LinkedIn “connections” to clients? Two Really AWFUL Approaches The first one is to immediately pitch someone once contact is made. The other approach really ISN’T an approach but sadly the majority of people embrace this one. It … continue reading »
It’s really important that your network, your prospects, and clients see you as valuable! When people see you as valuable; They continue to open your emails Take your phone calls Buy from you and; Refer you! There’s a simple email, that I’ve been sending and; Pretty much every time I send it, the recipients are … continue reading »
If you look at the bulk of the “social” advice making the rounds, you’ll notice it centers on creating a great profile and/or how to use the various LinkedIn features. That’s awesome but in the spirit of bottom lining it; There’s something more productive you should be focused on; Especially when you find yourself in … continue reading »
I’m going to wear my “New York” on my sleeve today and get right to the point! The absolute BEST time to build your network is BEFORE you need to! If you wait until your sales suck or you’re between jobs; You limit your results! Why? Because you’ve built zero relationship equity! Don’t get me … continue reading »
I look forward to hearing from you!
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