Paul Castain's Blog

Fess Up . . . Are You Making These Prospecting Mistakes?

Posted January 16, 2023

In 2011 I began to really see the world of prospecting quite differently!

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 10 years of receiving cold calls and emails, I noticed 3 very typical flaws in the prospecting cadences, that;

Pretty much screwed the SDR trying to book an appointment with me.

The Frequency Of Contact Is Initially “Hot and Heavy” and Then Nothing!

The typical pattern seems to be 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 carpet bomb me with communication and wonder why I haven’t responded, then;

After 3 whole weeks;

You give up?

They Kept Repeating The Hell Out Of The Initial Message, Word For Word!

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;


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 reached out to me 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?

Would you like a 60 minute prospecting webinar, (10) Cold Call Opener Templates, (4) Voicemail Templates, (10) LinkedIn Templates, (10) Email Templates. and a PDF With My 10 Best Subject Lines?

Then you absolutely MUST join us for our prospecting webinar on January 26th!

Here’s what we’ll be discussing:

  • The 10 Email Subject Lines That Work Best
  • How To Capture Your Dream Client’s Attention In The First Sentence Of Your Emails, Calls, and Snail Mail.
  • The 3 Email Templates That Consistently Generate Appointments. 
  • 10 Opening Lines To Use When You Cold Call.
  • The 2 Types Of “Pattern Interrupts” You Absolutely MUST Use!
  • How To Use The FOMO Tactic To Generate New Opportunities.
  • 2 Simple Tactics That Help You Approach A Decision Maker From “The Inside”
  • How To Convey A More Credible Message.
  • 3 Things You Can Do On LinkedIn To IMMEDIATELY Stand Out With Decision Makers. I’ll Even Throw In 10 Of The Email Templates I’m Using On LinkedIn.
  • 4 Voicemails (With Templates) That Will Help You Stand Out.
  • How To Create A Prospecting Cadence That Mixes Multiple Forms Of Outreach.

When? What’s Included? How Much?


January 26th at 11:30 am EST.

You’ll Also Get These Extras;

Aside from the 60 minute training, you’ll also get;

(10) Cold Call Opener Templates

(4) Voicemail Templates

(10) LinkedIn Templates

(10) Email Templates.

PDF With My 10 Best Subject Lines

Email Access To Help You With Any Webinar Related Questions

How Much?


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Company Contact Information

Castain Training Systems
(631) 455-2455
Paul Castain, Founder & CEO

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