In 2011 I began to really see things differently with regards to prospecting.
That was the year I started my business and it’s also the year that I started to receive calls and emails from people trying to sell me stuff. Yep, the hunter became the hunted!
So during the last 9 years of receiving cold calls and emails, I noticed 3 very typical flaws in the cadences that;
Pretty much screwed the SDR trying to get me to hear them out!
The Frequency Of Contact Is Initially “Hot and Heavy” Then Nothing!
I’ve been noticing an influx of mostly emails, a few times per week, for about 3 weeks.
Then they go away;
Never to be heard from again!
Can you say “Shortsighted”?
I mean, holy sh*t, you smother me with communication and wonder why I haven’t responded, then;
After 3 whole weeks;
You respond by giving up?
They Kept Repeating The Hell Out Of The Initial Message That Was Typical At Best
Many companies are automating their emails to automatically advance to the next email in the sequence when there isn’t a response.
Brilliant, right?
It actually can be if you don’t keep forwarding the last email you sent with a “Didn’t hear back from you.” or “Wanted to circle back on the last email I sent.”
You need to understand something;
If your first email doesn’t get a response;
You need to make the next one different and;
If you continually send the same recycled email;
You’re conditioning the recipient NOT to open your email in the future!
They Very Rarely Used More Than One Form Of Outreach In Their Cadence And When They Did It Was Always Email and Phone.
I never received communication via LinkedIn or Twitter.
Time Out! You might be thinking “But I don’t use those platforms.”
But your potential clients DO, and you should meet your potential clients where THEY want to meet.
I never received snail mail or FedEx.
Nothing creative.
No warm intros from mutual contacts.
Just the same tired email and/or the exact, same, voicemail.
I’ll leave you with two things to ponder;
First, are you making any of these mistakes?
Second, What are you going to do about it?
We talk more about various forms of prospecting AND;
Creating a kick-ass prospecting cadence in our Virtual Sales Camp Program.
It’s only going to be available for a short time so;
If you’d like to sharpen your prospecting skills;
You better hurry!
Otherwise, here’s what you’re about to miss;
Session 1 How To REALLY Get A Decision Maker’s Attention
- The one phrase that will immediately set you apart from your competitors.
- How to dramatically increase the probability of a decision maker taking your call. Did you ever wish there was a way to get someone to actually pick up their phone? Here you go!
- 5 email tactics your peers are using to stand out.
- BONUS PDF: 10 email subject lines that lead to MORE opens and MORE responses.
- 15 ways your peers are using creativity to get in the door. BONUS PDF with 20+ additional ways you can use creativity to capture a decision maker’s attention.
Session 2 Multi-Channel Prospecting
- 4 LinkedIn tactics EVERY sales rep should leverage.
- 2 ways to create WARM Calls instead of cold calls.
- 2 referral sources you’ve completely neglected.
- 5 ways to use snail mail to set yourself apart.
- 2 email tactics that generate appointments.
- BONUS: 50 cold email templates.
- 5 ways to use a “reverse call to action” to create interest.
- How to devise a “3 touch mini campaign” and a multi-channel prospecting cadence.
Session 3 Maximizing Account Potential
- The one mistake that hurts your clients and your paycheck!
- A 3 step questioning technique that helps safeguard your accounts, generate more opportunities, testimonials, and referrals.
- How to get the inside track on new opportunities.
- How to get access to additional stakeholders WITHOUT offending your contact.
- How to expand to other locations, divisions, etc.
- How to add value via ideas, surprises, and resources.
- BONUS PDF: A stay in touch cadence to help you stay “top of mind” with your clients.
Session 4 Expediting Your Deals
- How to take immediate control of your deals WITHOUT being controlling or manipulative. BONUS PDF: How To Take Immediate Control Of Your Prospect Meetings.
- 8 ways to safeguard your deals and keep them moving forward.
- How to leverage the “theme and variation” tactic.
- How to preempt and respond to obstacles, stalls, and objections.
- 3 tactics to use if you feel you’ve been “ghosted”.
- BONUS PDF: 100 sample questions to ask your prospects.
When?
You’ll receive the entire course immediately, but by all means;
Go at your own pace!
Where?
Your computer screen.
What’s Included?
(4) 60 minute pre-recorded sessions with over 75 actionable tips
Worksheets
50 email Templates
5 Bonus PDFs
(4) Assignments and individualized feedback from Paul Castain
Access to secret resource page with additional PDFs, articles, etc
Email access to Paul Castain to answer any questions related to the course material
Note: Since this was previously recorded over the summer, you will hear a few references to summer (maybe 10% of the program) but ALL the tips can be utilized year round!
How Much?
Sign up BEFORE January 23rd at 8:00 pm EST and the investment is only $300. After January 23rd, $375.
Please click HERE to join us for our 2020 virtual sales camp!
