Prospecting: An Unpopular Opinion

“If you want to get better at sales, stop cold calling. It’s 2024, not 1985”

Someone posted that on LinkedIn, but that isn’t an unpopular opinion. In fact;

The majority of this person’s comments agreed with his statement, but one comment stood out;

“I disagree, cold call because it is 2024. Break through the noise and start having meaningful conversations on the phone and be part of the small percent still calling”

I couldn’t agree more, in fact, I can tell you that as a business owner, I don’t receive many cold calls!

The phone is quickly becoming the LEAST noisiest prospecting channel and that can be a good thing for you!

Here’s the problem with the way most people approach prospecting;

They see it as one vs the other as in cold calling versus cold email or LinkedIn.

That type of thinking limits your options and kills opportunities!

A compromise to consider;

Instead of writing off cold calling, why couldn’t it be one of several prospecting activities?

Bonus points if you utilize several prospecting channels and have them work in unison!

Oh, and because it’s 2024 you don’t have to cold call all day, or jump into the LinkedIn vortex for hours on end, nor do you have to become the human equivalent of a cold email bot!

Are you using a well-balanced “sales mix” that includes the phone?

How To Prospect MORE Effectively

I created our new prospecting program to save you time and the heartache of all the trial and error required to develop FRESH prospecting tactics.

I’ve included suggested cold call openers, cold email templates, a LinkedIn communication plan complete with templates, and;

75 tactics to help you up your prospecting game!

Here’s a brief overview of the pre-recorded sessions;

How To Create An Effective Prospecting Plan

How To Get (And Keep) Prospecting On The Calendar Even When You’re Crazy Busy
How To Dramatically Increase Your Sales Productivity
How To Add Another 16-32 Selling Days Each Year WITHOUT Putting In Overtime
Creating An Effective “Money Hours/11:30 Plan”
The 3 Obstacles To Your Sales Success and The Remedy To Get You Back On Track

20 Ways To Find (And Create) Sales Opportunities

10 Places Where Reps Forget To Look For Opportunities
An Incredibly Counterintuitive Place To Hunt For Business
How To Triple Your Referrals
How To Find Decision Makers With The Urgency To Buy NOW

Meticulous Pre-Call Planning

How To Do Your “Homework” WITHOUT Falling Into The Research Vortex
The 4 Things You Should “Google”
A Website You Probably Aren’t Using That Should Be Included In Your Research

How To Avoid and Overcome Phone Objections

10 Cold Call Openers That Can Dramatically Reduce Phone Objections
5 Phrases To Avoid At All Costs
How To Master The Art Of The “Pattern Interrupt”
The 3-Step “Objection Buster” Formula
How To Respond To Typical Stalls (“Send Me Your Info”, “Call Back Next Month”, Etc.)
How To Respond To Typical Objections (“Not Interested”, “Already Have A Vendor”, “No Time”, “No Budget”)

10 Email Tactics That Will Get A Decision Maker’s Attention

The 3-Touch “Promise” Sequence (Plus 3 templates)
14 Ways To Establish Credibility (Plus 5 Templates)
The Email I Send When Someone Is Using My Competitor (Plus 1 Template)
2 Types Of Referral Emails (Plus 2 Templates)
The One Type Of Email The C-Level Can’t Resist (Plus 1 Template)

How To Generate More Opportunities Via LinkedIn

Why posting lots of content on LinkedIn can be a HUGE waste of time
How to use LinkedIn Polls as a lead generation tool
How to leverage “LinkedIn Trigger Events” that are right in front of you every day
The 3 Touch LinkedIn Sequence and the extended 12-month communication plan
How to dramatically increase your response rates and set more appointments via LinkedIn
How to use ChatGPT to save time and improve the quality of your messaging

The 8 Tactics To Use When Potential Clients Aren’t Returning Your Calls

The “Prove It To Me BEFORE I Speak With You” Sequence With 5 Email Templates
The AI Prompt That Will Quickly Make Your Sales Messaging More Relevant To A Decision Maker
The “Ghosting Repellant” Tactic With Email Template
Tactics That Will Increase The Probability Of A Prospect Taking/Returning Your Call
Two Ways To Use “Multi-Threading” To Get In The Door And Stay There

How To Prospect With ChatGPT As Your Sidekick

How To Use AI To Target Your ICP (Ideal Customer Profile)
Creating a Hyper-Personalized Multi-Channel Prospecting Sequence with ChatGPT
Customizing Your Cold Calls, Voicemails, Emails, and LinkedIn Templates Like a Pro – Your Style, Your Voice
25 ChatGPT Prompts That Will Supercharge Your Prospecting Game

What’s Included?

(8) 60-75 Minute Pre-Recorded Training Modules

75+ Actionable Tips and Tactics

10 Cold Call Openers Templates

Objection Buster Templates With Suggested Responses

30 Cold Email and LinkedIn Templates

12 Months LinkedIn Cadence

“Prove It To Me BEFORE I Meet With You” Sequence With Templates

25 ChatGPT Prompts For Sales Reps

Email Support For Any Course Related Questions

How Much?

$299

Paul Castain's Blog