Paul Castain's Blog

3 Types Of Prospecting Flight Plans EVERY Sales Rep Should Using

Posted August 8, 2019

Earlier this week I wrote about a terrible prospecting decision many reps make.

Today, I want to go a bit deeper and offer the 3 types of prospecting”flight plans”, “cadences”, or as we call it in my sales coaching program;

“Communication Maps!”

The first type is the;

Intro Flight Plan: This is where the initial communication takes place and you are hoping the recipient is familiarized with you and how you might help them.

Your job during this phase is to show up differently in both your messaging and the “vehicle” you use to deliver that message (phone, email, snail mail, FedEx, video, drop in, drop off, LinkedIn, text, traditional networking, warm intro/referral, something creative, etc)

The next type is the;

Continuing Flight Plan: This is where you continue to reach out with the hopes of creating a sense of propinquity.

Pardon the cut and paste but;

Your job during this phase is to show up differently in both your messaging and the “vehicle” you use to deliver that message (phone, email, snail mail, FedEx, video, drop in, drop off, LinkedIn, text, traditional networking, warm intro/referral, something creative, etc)

The final type (for now) is the;

Wind Down Cadence: This is where you begin to taper off the attempts with the idea that you will heat things back up in the future.

Pardon the cut and paste (again) but;

Your job during this phase is to show up differently in both your messaging and the “vehicle” you use to deliver that message (phone, email, snail mail, FedEx, video, drop in, drop off, LinkedIn, text, traditional networking, warm intro/referral, something creative, etc)

Most reps f*ck this part up by using cliched “break up” style emails that fail everyone because they close the door instead of leaving it open.

Here’s a tough question for you;

Do you have a formalized;

Intro, Continuing, and Wind Down Flight Plan when it comes to prospecting and;

Do you vary the messaging and the vehicle?

Pardon my NY sarcasm but don’t worry if you don’t because no one will ever notice.

Yep;

No one will ever notice and;

Maybe that’s the problem?

For the last few weeks I’ve offered a special download that can help.

Have you downloaded it yet?

It combines cold calling, email, and LinkedIn to help you get in front of MORE opportunities.

It includes suggested call and voicemail scripts, email templates, and a LinkedIn communication plan that also includes templates.

Here’s what you’ll gain by downloading this ASAP; 

Session 1 Cold Calling

  • 30 ways to find potential clients who have a higher probability of needing what you sell TODAY.  
  •  How to research quickly and efficiently so it doesn’t become your life’s work.  
  • 33 ways to approach a potential client. 
  •   Creating a prospecting cadence that maximizes exposure while limiting something experts refer to as “Becoming a pain in the ass”.  

Session 2 Cold Calling  

  • How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.  
  • How to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!  
  •  A 3 step formula for responding to 95% of the objections you get on a regular basis. 
  •   A simple formula to generate, at least, 3 new phone appointments, each week!  
  • 4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates. 

Session 3 Email

  • 4 ways to get email addresses WITHOUT spending a dime on email lists. 
  • 50 different types of emails that I’m personally using to get results for my business. Oh, and I’m also going to send you the templates! 
  • 12 subject line mistakes that you need to avoid. Keep making them and you’re hosed!  
  • 12 BETTER subject lines that get your email read. 
  •  12 ways to head off skepticism, doubt and objections. 
  •  One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.  
  • A really simple, 4 step messaging framework that gets results. 
  •  2 Psychological techniques that work like a charm! 
  •  How to dramatically increase your response rate 

Session 4 LinkedIn

  • What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
  • How to position yourself apart from your competition.
  • How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! 
  • How to create a referral machine . . .Even with people who’ve never bought from you!
  • How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
  • How to dramatically increase your response rates via LinkedIn.
  • How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
  • How to do this all on a tight schedule.

Go at your own pace!  

Review each session in its entirety or break each session up into smaller increments. Binge watch them back to back. I won’t tell anyone! 

When?

Download it now. Work on the modules at your leisure.

Here’s What You’ll Get;  

(4) 90 minute Pre-Recorded Sessions (with over 100 ACTIONABLE ideas to help improve your prospecting efforts!) 

(4) Sets of Worksheets.

(1) Opening Statement Template

(1) Objection Buster PDF

(4) Voicemail Templates

(35) Cold Email Templates

(15) LinkedIn Templates

(1) Bonus E-Book  

Access To Secret Resource Page With Bonus Content, PDFs, Etc.  

What’s The Investment?  

$375

THIS PROGRAM IS ONLY AVAILABLE UNTIL AUGUST 30TH AT 5:00 PM EST!

Click HERE or the button below to download this training today!

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Castain Training Systems
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Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

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