I had posted a link to my How To Prospect During Covid-19 download the other day and someone responded with;
“Just pick up a phone.”
While picking up a phone is certainly better than tapping out and writing this off as a bad time to prospect;
It implies something that really worries me;
That we should approach our prospects in the same manner as we did pre-pandemic.
More specifically, it implies that we shouldn’t change our message to reflect value to a prospect during challenging times.
It implies that we shouldn’t embrace messaging tactics like how we open a call, email, or even my “one off, one on” approach. How about the use of repetition since our prospects are incredibly distracted right now?
How about tactics to avoid getting a phone objection during a pandemic?
How about changing our tactics to get someone to actually answer their phone?
Have you added components to your messaging that help reduce doubt, skepticism and hesitation to act during a pandemic?
Are you using a softer call to action?
It implies that we shouldn’t change the vehicle we use to deliver our message. For example, more people are flocking to LinkedIn. Direct mail has become more difficult to leverage because of more people working from home. Prospects crave more personal interaction like embedding a video in your emails, etc.
It implies that the sales cycle didn’t just get longer and therefore impacting our messaging, space between messaging, overall attempts, etc.
Have you adjusted the frequency of contact or are you carpet-bombing the sh*t out of your prospects during a sensitive time?
Whoop De Do Castain, But What Does It All Mean???
It means that you’re kidding yourself if you think old ways will open new doors, and;
As a bonus, you might come across as an insensitive prick!
My advice is simple;
Look at each of the 5 components of kick-ass prospecting cadence (message, the vehicle you use to deliver the message, space between attempts, overall number of attempts, how long you will continue to pursue the prospect before calling it a day.
Make modifications based on where we are RIGHT NOW with this pandemic.
Do this exercise with your sales team.
Get out there and take ACTION.
I share my suggestions for prospecting during Covid-19 in this download that’s appropriately titled;
How To Prospect During Covid-19
Have you downloaded it or are you still doing this the way you always did before Covid-19?
Here’s what you could 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 prospect is 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 the 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. Yep, your seventh-grade math teacher is back baby and he’s pissed!
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to secure your spot in this program!
