For the last few weeks, I’ve taken the side of the sales rep who’s chosen to prospect during the pandemic.
I even wrote a post about some of the bullsh*t shaming I witnessed at the beginning of this whole mess;
Today, I want to call out 3 tactics that in my opinion are dickish to begin with, and are;
Even more so when we consider everything that’s going on in the world right now.
Ready?
Dickish Prospecting Tactic #1: The “Double Tap”: The “double tap” occurs when you call someone, get their voicemail, hang up, and immediately call back again.
“Experts” will tell you that you increase your connects dramatically this way, and I bet they’re right, but;
Imagine being a decision maker, knee deep in trying to stay afloat, trying to avoid layoffs, trying to plan for life after Coronavirus, and;
Someone interrupts you from that, TWICE within seconds, only to slap you with a sales pitch?
How would that make you feel?
Dickish Prospecting Tactic #2 The “Trifecta”: The “trifecta” occurs when you leave a message and then immediately email and then send a message via LinkedIn.
Again, let me repeat;
Imagine being a decision maker, knee deep in trying to stay afloat, trying to avoid layoffs, trying to plan for life after Coronavirus, and;
Someone interrupts you from that, THREE TIMES within minutes!
Dickish Prospecting Tactic #3: The “Bump Email” This is a type of email that you can set up via an app, a chrome extension, etc that you take an email you’ve sent, and program and automated forwarding of the same message a few days later.
These messages usually include a “Wanted to circle back and get your thoughts” “Wanted to give this a friendly bump to the top of your inbox” and even “I didn’t hear back from you on this”.
This process usually repeats twice which means;
You’ve not only sent the same sh*tty email 3 times, you’ve also inadvertently said;
“Hey dumbass, how about a response?”
These types of emails reek of self imposed entitlement and;
They completely neglect the fact that the recipient is knee deep in their own sh*t right now.
Here’s the thing;
These tactics also make you look incredibly needy and desperate, and;
Quite frankly that ISN’T a good look for you if you want decision makers to take you seriously!
So if someone doesn’t take your call or respond to your email;
By all means, try again, and try again after that, but;
Put a little space in between and;
Stop forwarding the same message.
How To Prospect Differently During Covid-19
“What should my sales messaging look like during the Covid-19?”
I believe there are two extremes many of you have embraced, and I’m really NOT a fan of either one!
One extreme is to go all salesy and bombard your prospect with messaging. Definitely NOT the time for that!
The other is to sit it out and AVOID selling which is a fabulous way to go broke!
So how can we create a prospecting communication plan that’s respectful and helpful without being insensitive?
That’s what we’re going to discuss during a special download I’ve prepared for you.
How To Prospect More Effectively During Covid-19
If you’ve been looking for a few fresh prospecting ideas for prospecting during Covid-19.
If you’ve been struggling with WHAT to say at a time like this.
If you’d like to provide value during these challenging times WITHOUT giving away the proverbial store, and;
You’d really like to get in front of MORE opportunities!
You should dig into my Prospecting Download.
There are templates, phone and voicemail scripts, suggested subject lines, assignments and feedback and over 75 tactics to help you prospect more effectively in the weeks ahead!
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 prospect’s 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 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!
