Paul Castain's Blog

How To Find The Time To Prospect (Especially During The Fourth Quarter)

Posted October 19, 2021

Sometimes, finding the time to prospect is a challenge and a half!

You have clients who need attention, fires to put out, administrative tasks, meetings, and then;

There’s also all the fun and games that go with the fourth quarter and trying our best to “finish strong”!

How can you possibly find the time to hunt under those circumstances?

Here are a few things you can do to get and keep prospecting on your calendar;

Embrace A “10 Before 10” Mindset: Whether you do it daily, twice a week, etc, commit to making 10 calls before 10 am. If you do this daily, you’ll have 2500 calls under your belt by this time next year.

Think In 25 Minute Increments: The “Pomodoro Technique” is a really cool approach where we set a timer for 25 minutes and focus on one task.

The key to kicking ass with this technique is to only focus on the task at hand. So if you’re making calls, only make calls. Don’t check email, don’t check your phone, don’t take inbound calls, no chit chatting with co-workers, etc.

The other thing that makes this a powerful prospecting technique is that you’re more likely to prospect 25 minutes than trying to find the time to prospect for a few hours. You can still prospect for a few hours but, you’ll be doing it 25 minutes at a time which is much easier to do.

Leverage The Power Of “2,2,2”: Every morning, while you’re having that first cup of coffee, send out 2 emails to 2 people you’d like to do business with. Once you do that, send out 2 pieces of snail mail, to 2 people you’d like to do business with. Later that day, call 2 people you’d like to do business with. Do this daily and you’ll have attempted to reach 6 people. Weekly, 30. Yearly, 1500.

We’ll be talking more about how you can be more productive during the fourth quarter on October 28th.

The webinar is called Overcoming Obstacles, Stalls, and Objections During The Fourth Quarter and;

Here’s what I’m going to discuss;

  • The 3 BIGGEST fourth-quarter mistakes and how to avoid them!
  • How to generate 30 additional phone appointments by year-end.
  • The email tactic you must do right before Thanksgiving and again between Christmas and New Year’s.
  • The absolute BEST sales activity you can do the day before a holiday week/weekend.
  • How to get an additional 3 days of prospecting on your calendar (BEFORE year-end) WITHOUT working 1 extra minute!
  • How to respond to the “Call me back after the holidays” stall.
  • The one thing to be on the lookout for between now and year-end.
  • How to protect yourself from getting beaten up on price. 

When?

Thursday, October 28th, from 11:30 am to 12:30 pm EST.

Can’t join us live?

Sign up anyway and I’ll send you the webinar replay.

Here’s What You’ll Get;

(1) 90 Minute Training Webinar

Webinar Replay If You Can’t Join Us Live Or You’d Like To Review Again

Personalized Feedback From Paul Castain Once You Hand In Your Assignment

Email Access To Paul Castain To Answer Any Webinar Related Questions After The Training Session

How Much?

$99

Please click HERE to reserve your spot!

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Company Contact Information

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

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