9 Ways To Change Up Your Prospecting During The Fourth Quarter

Want a cool way to stand out when you prospect during the fourth quarter?

Think about all the holidays that occur during the fourth quarter and then use them to change your sales messaging.

Here are 9 quick and easy ways for you to make it happen!

1) How about sending out a funny card for Halloween?

2) One of my sales reps and I went out one Halloween, with treat bags filled with candy, a business card, a pen, and a little note. We not only generated interest, but in several cases, we had a quick face-to-face (and got to eat some candy with them . . . I can think of worse things to do).

3) Make it a point to call all your clients and thank them for being your client this Thanksgiving. Once you do that, make a note to remember that every day is Thanksgiving when it comes to our clients.

4) Call all your clients, current prospects, and (in some cases) former prospects that rejected you. Suggest an end of the year (or if you prefer) beginning of the year “Check Up”. This is your opportunity to go back and do another needs analysis and bring them up to date on the awesome ways you’ve been helping other companies. Things change, right?

5) Send out New Year’s cards. While everyone sends cards during the holidays, hardly anyone sends them for New Year’s. Great way to stand out and capitalize on all that New Year’s energy that lasts for like 30 seconds every year.

6) Year-end is a great time to ask some of those people you’re calling what their goals for 2023 are. That’s better than “Calling to check in”, right?

7) For Halloween . . . Poke some fun at something scary like deadlines, poor quality, bad service, etc. Perhaps their current sales rep has been “ghosting” them? People in business can be wound a tad too tight. How can you inject a little holiday themed humor?

8) Seasonal Resources: This time of year your prospects are trying to stretch their budgets until year end. They’re also working on their budgets for next year. What can you do to help? This time of year, my prospects deal with the old “Call me back after the holidays” stall so I created a free guide. What challenges/opportunities do your prospects face this time of year? What can you create or share to help them?

9) Holiday Cheer: Run to the dollar store and get a bunch of holiday mugs. Fill them with candy, perhaps an inexpensive promotional product, and your business card. Stop by and spread some holiday cheer with your local prospects this Christmastime.

So there you have it, 9 really simple ways to utilize holidays in your sales mix.

Here’s something else that can help you during the fourth quarter . . .

I put together a resource to help you utilize a more thorough prospecting approach, close your opportunities quicker, and maximize your account potential.

There are all sorts of cool extras like templates, bonus PDFs, etc.

And the best part is that it’s prerecorded so you can go at your own pace!

Have you downloaded it yet?

Here’s what the program looks like;

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.
How to leverage “summer messaging” to stand out.
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 get immediate access. View at your leisure.

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

How Much?

$375.

Paul Castain's Blog