Paul Castain's Blog

A Different Type Of “Call Burst”

Posted August 16, 2019

When we talk about “call bursts” in prospecting, we are referring to a predetermined number of consecutive calls we are going to make before setting the activity aside for a bit.

So the “burst”, in this context, is really referring to the number of consecutive calls.

From a productivity standpoint this is a fantastic approach, but;

There’s actually a way to make it MORE productive!

What if you were to refine those “bursts”?

2 quick examples;

Location

Vertical

So if I know I’m going to be calling Houston Texas today, I can look up things that are going on in the area, the weather, I can take a quick trip over to LinkedIn to see if there’s a hot, local, topic people are discussing in the InHouston group, I can have some local examples of work I’ve done for Houston companies, perhaps a relevant story, a local testimonial ready to be emailed at a moments notice, etc

I can use the same approach if I’m doing a “Vertical Call Burst”.

I can change the language of my opening statement to reflect industry language. I can ask more targeted questions since I’m focusing on the industry instead of 20 calls, 12 different industries.

I can have industry specific testimonials, analogies, stories, examples, stats, studies and lots of industry specific “evidence”.

So not only can I be more productive by making a predetermined number of calls;

I can save a ton of time by focusing my tactics instead of being all over the place geographically and vertically.

Make sense?

100 Prospecting Tips and Tactics

I share 100 of my best prospecting tactics as well as 35 cold email templates, phone and voicemail scripts, 15 LinkedIn templates, etc in a download you can access by clicking HERE or the handy/dandy button below!

Better hurry, it goes away later this month!

Questions?

Contact me by clicking HERE

Do NOT follow this link or you will be banned from the site!
SIGN UP FOR OUR FREE TIPS
… and never miss a beat!
Your Information will never be shared with any third party.
Could Your Sales Use A Little LOVE?
LOOKING FOR ANSWERS?
Ready To Hunt For New Business Differently?
It's Time To Bring Prospecting Into The 21st Century!

Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO
paul@yoursalesplaybook.com

Copyright Information

© 2017 Castain Training Systems
All rights reserved.

Website Design by VanHove Design