Paul Castain's Blog

The Two Extremes To Prospecting and Why They BOTH Suck!

Posted February 14, 2019

I’ve always felt that there are two radical extremes to prospecting.

Extreme #1: Those Who Attempt Contact Way Too Frequently.

I’ve come across articles from well respected thought leaders who lay out prospecting cadences that cross the line of being a pain in the ass.

Things like leaving a voicemail, immediately sending an email, then a LinkedIn invite (or inmail), and;

Calling back again in 24-48 hours.

As a business owner who’s been on the receiving end of that, I can tell you its not only annoying (and desperate);

It distracts from their offering in that the focus of the recipient now becomes one of EVASION; Instead of interest!

Extreme #2: Those Who Attempt Contact Sporadically.

Imagine someone, you didn’t know, trying to build a relationship with you.

They approach you and then disappear for a month and a half.

Then they approach you again and disappear for 3 months.

They approach you again after that and then disappear again for 5 weeks.

Would that relationship stand a chance?

Could you even call it a “relationship”?

Sounds like the obvious answer might be;

“Are you kidding me?”

And that’s the obvious answer when you prospect that way!

When we think about phone objections, we often think about them in the context of RESPONDING.

Many times objections are created by WHAT we’re saying, HOW we’re saying it and;

HOW OFTEN We’re Saying It!

So when you ponder the question;

How often should I contact a potential client?

Think about the two extremes I outlined in this blog post and understand that;

Trust ISN’T easily given to those we don’t know or;

Those we know who are annoying the hell out of us!

Maybe our answer lies somewhere in the middle?

I share several ways to prospect as well as the cadence I personally use in our 2019 Sales Program.

It’s a go at your own pace download that includes 150 tactics,  phone and email templates, etc.

Here’s what the program looks like;

Session 1: Creating An Effective Prospecting Plan

Session 2 : 20 Ways To Create Opportunities

Session 3: Meticulous Pre-Call Planning

Session 4: Cold Emails That Get Opened, Read, and Responded To

Session 5: A Cure For The Common Cold Call.

Session 6: Social Selling Tactics

Session 7: Network Like A Pro

Session 8: How To ROCK Your Referrals

Session 9: How To Get Your Dream Client’s Attention

Session 10: Creating A Kick-Ass Prospecting Cadence

Session 11: How To Take Control Of Your Prospect Meetings

Session 12: Presenting Your Solutions With IMPACT!

Session 13: Negotiate Like A Pro

When? 

You’ll get your first prerecorded session immediately and then a new session will arrive each week for 13 weeks.

What’s included?

(13) 45-90 Minute Pre-Recorded Sessions

Worksheets For Each Session

Homework Assignments

Templates (Actually A Ton Of Templates)

3 Bonus e-Books

Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments.

What’s the investment?

$799

Please click HERE ASAP to secure your spot in this program.

You don’t have to have a PayPal account to purchase this program. Once you click on the button, select the “Pay with a debit or credit card” option.

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Company Contact Information

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

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