When you get your contact on the phone, remember to come from a place of service. We are here to help! And take notes! Say you've been thinking about her/him and are glad you can catch up. Ask how she/he is doing amid the coronavirus outbreak. Ask about how their business or organization is managing in general. Ask if they are moving some or all of their organization's activities online. [...]

Chuck will then: create a quick personal video in which he'll respond to each of the prospect's concerns. The idea is to introduce your prospect to one of the folks who created the training, thereby gaining more trust while simultaneously responding to the prospect's challenges. he'll email that video to you, and you can forward it to your prospect with a message like: As I mentioned, I passed your video [...]