Paul Castain's Blog

Nobody Ever Does This After A Cold Call and That’s Why You Absolutely Should!

Posted February 21, 2024

So there you are, cold calling away.

Somewhere between the voicemails, and the “Not interesteds”, are a handful of calls that actually went well but;

Didn’t result in an appointment.

What happens next?

For most sales reps, its an alarm set in their CRM to call back again.

There’s something more immediate and impactful you should be doing after that call.

Send an embedded video email.

This is when you shoot a short (as in less than a minute), video that embeds right into the body of the email.

I use the vidyard app for this. It’s easy to use and it’s free.

During this short video, you should thank the prospect and;

Reiterate an important point from your research, from the discussion, etc.

Why?

Because;

Nobody Does This!

Why else?

Because it allows the prospect to step back and reconsider your “ask”.

How?

Let’s say that I spoke with Tina about my sales training programs.

During that call, she told me how several of her reps aren’t making quota but the call resulted in a stall and not an appointment.

My video to her could go something like this;

Hey Tina,

Thanks for taking the time to talk with me today.

I share your concern about reps not making their quota, in fact, that’s a huge reason why companies typically turn to me for help.

The good news is that I have the solution!

I’m going to give you a call again in about a week to hopefully schedule a quick appointment to discuss a few ideas that might help.

Thanks again and I look forward to speaking with you.

This video accomplishes several things;

  1. It brings her concern and the possibility of a solution, front and center; something that was lost the moment she hung up the phone.
  2. I use a “potato chip” (“discuss a few ideas that might help”) to make her “hungry” for the call I promised to make.
  3. I just positioned myself for a second chance.
  4. I’ve humanized the experience by including the video. It’s a bit harder to say no to someone when you’re looking into their eyes. My dog could teach a master class on this.
  5. When I call her I’ve removed some of the “cold” from the call and now I can say “I’m calling you like I promised I would”.
  6. Did I mention no one else does this? I’m pretty confident that Tina isn’t going to say “Lovely video Paul, I’ll just put it in the pile of all the other videos I received this week!”

Give it a try and see for yourself!

Join Us For Our Cold Calling Webinar This Friday

During this 60-minute webinar, you’ll gain access to;

  • 6 Ways To Optimize Your Calling Time
  • How To Warm Up Even The Coldest Of Cold Calls
  • 5 Email Templates That Position You For A BETTER Call
  • How To Get Someone To Answer Their Phone WITHOUT Being Deceptive
  • How To Capture A Decision Maker’s Attention Within The First Few Seconds
  • How To Utilize “Pattern Interrupts” To Subtly Gain Control
  • My 3-Step Objection Buster Formula
  • 3 Exercises That Will Build Your Cold Calling Chops

When?

This Friday, March 1st, from 11:30 am – 12:30 pm EST

Can’t join us live?

Sign up anyway and I’ll send you the webinar replay and all the goodies listed below!

What’s Included?

(1) 60 Minute Webinar

Webinar Replay

(5) Email Templates

(5) Phone Template

Bonus PDF With Responses To Typical Phone Objections

Bonus PDF With Prospecting Exercises To Build Your Cold Calling Muscles

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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