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 and a LinkedIn invite (or inmail), and then 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!

As much as it might seem like I just trashed this group of people;

I actually have tremendous respect for them because they’re trying!

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 You’re Saying It!

One more thing . . .

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

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

I’m going to be sharing a prospecting cadence that I’ve not only tested on the thousands of reps who’ve been through my programs;

I use it personally!

I’ll be sharing it during our Prospecting Trifecta Download and you can check it out by clicking HERE.