8 months of selling during the pandemic and sadly, many sales reps HAVEN’T modified their prospecting approach.
Here’s what you need to know;
There are 5 things that comprise your prospecting cadence and EVERY one of these has to be redone during the pandemic!
The question mark next to each component is your reminder to step back, rethink, and redo!
Your Message?
The Venue (s) That You Use (Phone, Email, Snail Mail, Text, Drop In, Drop Off, Warm Intro From Mutual Contact, LinkedIn, Etc)?
Spacing Between Attempts To Contact Your “Suspect”?
How Many Overall Attempts You Make?
Duration Of Your Prospecting Cadence?“
This ISN’T optional. You need to do this ASAP!
I can tell you as a business owner (who receives mucho sales pitches), there are some really insensitive approaches, such as;
Continually forwarding the same email, with the old “Didn’t hear back from you on this” or “Wanted to get your thoughts on this”.
My thoughts on this? My thoughts on YOU thinking that I’m not worried about a million other f*cking things right now? My thoughts on hurting your wittle feelings because I didn’t have the decency to reply to the same email you’ve repeatedly sent to me? Dick!
How about the disingenuous, templated, “Wanted to reach out and see how your 2020 goals are coming along.”
Really? How do you think my goals for 2020 are coming along? And furthermore, why do I get the distinct feeling that you really don’t care and that you’ll cut the conversation short once you learn that I’m not in a position to buy from you right now?
Or how about the idiotic scarcity and scare tactics? Not a fan!
Then there’s the almost daily outreach from the same reps thinking that they can annoy me into submission.
Side note: You do understand that aside from being insensitive this makes you look desperate, right?
So here’s the rub . . .
Rethink the 5 components of your sales cadence.
Have everyone on your sales team do this and then discuss, brainstorm, etc!
Dissect it weekly to determine what’s working TODAY and what’s no longer working.
Have the flexibility to modify it, and;
Please stop kidding yourself in thinking that your tried and true approach, pre-pandemic, is still relevant TODAY!
And if you haven’t done so already . . .
Make sure you snag a copy of my Prospecting During Uncertain Times resource!
It’s a download complete with 75+ tactics, 10 email templates, 10 LinkedIn templates, suggested subject lines, phone, and email scripts, that are focused on how to navigate the months 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 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 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 start to finish cadences, complete with templates and instructions.
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 or you can train your ENTIRE team for $999.
Click HERE to gain access or email me by clicking HERE if you’d like to take advantage of the special team rate!
As always, I look forward to learning with you!
