So there you are, with phone in hand, calling potential clients.
The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . .
You actually get through to someone!
They listen to what you have to say and you actually have a dialogue. Things are looking good, there’s some degree of interest but for whatever reason, you still don’t get the appointment.
Bummer. Right?
And now the really sh*tty part;
They’ve probably forgotten about you within seconds of that call!
Just think about all the things that are going on in their world.
They are dealing with internal and or external customers.
Lots and lots of work!
How many more calls and voicemails will they deal with that day alone?
According to Radicati Group they will send and receive an average of 121 emails.
According to Experian Marketing, they will send and receive anywhere from 16-75 text messages. eMarketer tells us that they will spend an average of 55 minutes per day texting but then again, they haven’t met my kids who are now becoming decision makers in their prospective businesses 🙂
Media Dynamics says they will be exposed to over 362 sales messages each day.
They will be interrupted an average of 7 times each hour according to Wendy Cole from Time Magazine.
They will consume approximately 34 gigabytes of information according to University Southern California at San Diego. That’s 100,000 words or the equivalent of reading War and Peace every few days.
Whoop De Doo Castain . . . What Does It All Mean?
It means they’ve probably forgotten about you . . . mighty quick!
How will you stay in touch and hopefully . . . Top Of Mind?
Here are a few ideas.
First, say thank you! Seriously, send them a card (not an email)
Do that one step alone, and you immediately stand out.
Nobody ever thanks someone who doesn’t buy from them and that’s why you need to do it! And no, I don’t think you should send it to EVERY person who tells you to p*ss off, just the ones who were helpful.
Note: Was an assistant helpful or instrumental in any way with regard to you getting a chance to speak with a potential customer? Might want to thank them too!
Next is the part where the average sales rep really screws up, because the only thing they will do (out of mucho options), is make a note to call back.
Way to sound like everyone else!
I mean, definitely schedule a call back, but what will you do in the interim?
How about an invitation to connect on LinkedIn?
How about mailing them something or even FedExing or dropping something off?
Is there a resource you could send them?
Do you have anything in your arsenal that educates people on how to buy your product or service? No? Well why the heck not? Here’s a sample of something I send out to potential coaching clients.
How about a funny greeting card?
How about a “blank card”?
How about a greeting card sent on non religious holidays. I like to send New Year’s cards because nobody sends them and there’s way less noise!
How about an invite to a networking event?
Invite them to a webinar your company is hosting. What’s that, your company DOESN’T host webinars? Maybe you could? I mean its a great way to establish your authority and expertise, right?
How about using your creativity to stay top of mind?
Here’s the long and the short of it gang;
They’re gonna forget about us the moment they hang up!
How cool would it be if we anticipated that and;
Were fully prepared with a killer “Stay In Touch” campaign?
HOW TO GET A BUYER’S ATTENTION
I have 150 tactics, 30 templates, 13 PDF’s, and 3 eBooks I’ve put together in a really cool download.
It’s all part of our Rock Star Academy Program and it’s all prerecorded so you can go at your own pace.
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 every Monday after that. Go at your own pace!
What’s included?
(13) 45-90 Minute Pre-Recorded Sessions Delivered Once Per Week
Worksheets For Each Session
Homework Assignments
Templates (Actually A Ton Of Templates)
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?
Normally, it’s $799 but early registration ends TODAY and there’s a really cool $100 discount, so let’s call it $699.
Please click HERE ASAP to secure your spot in this program.
