Do you remember that movie about Facebook called “The Social Network”?
There was this scene depicting the early days of Facebook, where Mark Zuckerberg and Eduardo Saverin explain to Sean Parker, how they were getting so many people to sign up for Facebook.
They would get universities on board within a geographical area and then reference those universities while targeting other universities in the same area.
They basically surrounded their target universities first with smaller colleges and then made their approach.
Sam Parker replied, “It’s called the ‘Little Bighorn’. That’s smart Mark”.
Sir Richard Branson tells a story of how they used a similar approach during one of his first ventures, Student Magazine. When they would sign Coke, they’d immediately get on the phone to let Pepsi know.
People use this on me all the time by referencing other thought leaders who have agreed to do a webinar, write for their publication, etc.
There are two parts of the “Little Bighorn” tactic that make it really effective;
- Peer Pressure and Competitiveness
- Fear of Missing Out (FOMO). This is quite powerful right now with decision makers curious as to how their peers are navigating the pandemic.
Let’s take a look at how you might use this in sales.
Penetrating A Vertical
Once you sell one account in a vertical, go for the next one and reference the first.
Once you get a major account in that vertical, target other major accounts.
Note: We’re obviously aren’t giving away sensitive information here.
Fishing For Whales
Once you land one “whale account” go after another and reference the first one.
Penetrating An Existing Account
Once you get one division, one location, one product manager;
Approach the next one referencing how other divisions, locations, product managers are on board.
Don’t ever underestimate the competitive nature of a C-level contact and their need to;
Keep up with the proverbial “Joneses”
Stay informed and up to date and;
Their fear of missing out.
How To Prospect More Effectively During The Pandemic
If you’ve been looking for a few fresh prospecting ideas for prospecting during Covid-19.
If you’ve been struggling with WHAT to say at a time like this.
If you’d like to provide value during these challenging times WITHOUT giving away the proverbial store, and;
You’d really like to get in front of MORE opportunities!
You should dig into my Prospecting Download.
There are templates, phone and voicemail scripts, suggested subject lines, assignments and feedback, and over 75 tactics to help you prospect more effectively in the weeks ahead!
Here’s what you’ll gain access to;
Session I: 7 Approaches To Prospecting That Are Incredibly Relevant Right Now.
Where the “money” is right now and one counterintuitive approach 99% of your competitors haven’t thought of.
A thought process that smart companies utilized during the last recession that changed their results dramatically.
A philosophy American Express pioneered that could work wonders for you right now!
How to REALLY get on your prospect’s radar screen WITHOUT being gimmicky or insensitive.
Session II: Retooling Your Cold Calls.
3 phone scripts designed for prospecting during the pandemic. And yes, I’ll send you the templates.
3 voicemail scripts that are relevant to what your prospects are concerned with, right NOW. What? You’d like the templates? Done!
How to respond to a new wave of phone objections and stalls without being insensitive about it! And just for heck of it, we’ll have a little chat about what to say when someone gives you hell for prospecting “at a time like this”.
How to create “mental body armor” and avoid burnout!
Session III: How To Utilize Emails and LinkedIn In A Way That Adds Value.
Why emails crash and burn during times like these and what you can do IMMEDIATELY, to change that.
10 emails that have been created to help you communicate more effectively during Covid-19. Will I send you the templates? Hell to the YES!
A PDF With 10 Subject Lines
The hidden LinkedIn tactic that will make you a star with your network, NOW more than ever!
What you should do INSTEAD of putting endless hours into posting content.
10 LinkedIn templates that will help you stand out with your network.
Session IV: Creating A Prospecting Cadence That’s Helpful, Caring, and Incredibly Effective!
The 5 components of your cadence that MUST be adjusted during Covid-19
3, count ’em, 3, pre-made prospecting cadences, complete with templates, scripts, etc.
A tactic that creates anticipation for your next call, email, etc.
When?
Download it instantly and go at your own pace!
What’s Included?
(4) 60-75 Minute Prerecorded Training Sessions
(3) Phone Scripts
(3) Voicemail Scripts
(10) Email Templates
Bonus PDF With 10 Attention Getting Subject Lines
(10) LinkedIn Templates
Personalized Feedback After Each Session When You Hand In Your Homework Assignment.
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to gain access!
