Revolutionize your b2b sales development for building services

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let's talk about prospecting for b2b sales but first let's start with the definition what does that mean and why is it important well prospecting means being able to go out and find potential customers for your business this video is brought to you by email 10k learn how to book meetings with billion dollar brands and take your company to the next level at email10k.com so for instance when we're selling to agencies at x27 where we offer marketing services to all sorts of b2b companies not just agencies but i'll use them as an example because that's what we talk about a lot on this channel let's say we're going after agencies prospecting would be the process of finding those companies what email address is the right email address to send to is our phone number what company are we even going to that is the prospecting process and it's hugely important for businesses because if you're emailing the wrong people you run the risk of getting mark to spam and if you don't even know how to prospect you don't know who the right people might even be then you run the risk of complete business failure if you're unable to find your customers what are you even doing here so that's why prospecting is important when we were first starting x27 and me and robert decided that we wanted to go after agencies we built as massive of a list as we could we found 3 000 contacts in the agency space and i actually did an old video where i showed myself emailing like 100 of those guys and we made 10 000 bucks off the first hundred cents which is pretty good that's pretty good results but we wouldn't be able to get there if we didn't build the list so we went out there and we identified the target we built the list and that's the prospecting process so let's go through the prospecting process here are four ways that you can prospect for your business based on what we've done personally number one is start building your inbound channels with content marketing that means creating youtube videos creating blog posts and making content not just so that clients can find you that's the typical thing online is like make blog content then people will find you but really you should be making content like we made on this channel things like the agency tear downs we used to do or the cold email teardowns where you go and you create a very specific piece of content that shows your expertise and then email it to people like that person so for instance we went out and we made a video for the agency fueled back in the day and i emailed it to the ceo of fueled and we ended up getting a consulting contract right off of that email in the video i did basically what i would have done in a proposal where i just went through broke down their site talked about how i could generate more leads and instead of just keeping that private we published it for free on the youtube channel and because of that we got more leads that we normally would not have been able to get if we had just sent it private via a cold email that is what i'm recommending you to do if you're trying to create content it's got to be very specific right it's it's content where you're actually showing your expertise you're doing tear downs you're doing what you'd normally do in a proposal and in order to keep it less vague and less general when you're starting out i would actually do it through the lens of a specific business exactly what we did when we were starting out so look at a potential client maybe even look at your lead list that you built look at a potential client improve their site or do your thing if you're a social media guy talk about how they can improve their social media and write a few posts for them for free if you're a sales guy talk about how they're selling maybe go through their sales process and talk about what they're doing wrong if your cold email guy writes some cold emails for the business do what you would normally do if you're a consultant but for free and in public and that's the best content strategy i've ever found second and final piece of advice on content strategy right now is also tell a story you were watching this video notice how i'm not one of these guys that's just like here's five tips and tricks based on what you know that's what i'm always thinking based on what so i'm always making sure that when i'm giving you a tip or trick it's based one on our personal experience but two i'm telling you why it's based on our personal experience through either a story or an actual example from the real world and that'll help your content actually be more interesting and make more sense to people by the way if you want to just hit the like button that would be amazing just go down there and hit it it really helps the channel thanks so much so that's the first channel you ever blog post you have your youtube videos now let's talk about number two which is my personal favorite which is outreach to people using cold email this is exactly what we talked about on this channel we've generated millions of dollars in sales using this method which is basically identify who you want to talk to find their email address using what we talk about in our course email 10k we talk about this in full write an email sell to them make money it's that simple you make a list of people you want to talk to they can be your dream clients i recommend going after clients between five and 150 million dollars in revenue that way they can afford you but they're not too enterprise so they can still buy from you email those guys work with those guys and that's that it's that easy that's what i really like about cold email you don't have to worry about your fear of being on camera you don't have to worry about anything all you got to do is type out some emails and follow the email 10k scripts that we provide and that's it you're off to the races you're off to a good start doing that the third thing you can do is get a foot in the door with cold email that means reaching out to not just super cold contacts but friends of friends or companies that you've been big fans of so i would actually have two different lists here and that's why this is a different topic and this isn't just part of number two number two is cold contacts that you would love to work with but you don't have any relationship with number three is cold contacts that you would really love to work with so these are your dream companies so for instance when i made that video of fueled they were one of the dream companies when i was working at the old agency in new york city they were one of the top competitors over there and i really wanted to get in there and see what they were about so the real dream companies everyone has these right like you've got your companies that you would kill to work with those are the ones that you want to send more detailed warmer emails to apart from the ones in point two which is more of a i don't want to say a spray and pray approach but let's say number two you have 5 000 leads this one these warmer cold emails you might have 50 or 60 leads or even less just companies that you'd kill to work with and that's another way to get started with your prospecting think of who would actually close who do you know and who do you kind of know that would buy your service that run businesses that maybe they're a friend of your boss maybe they are your old bosses that's number three here are prospects that would actually buy your thing right now that you might actually know and then sending them an email and throwing yourself and trying to sell to them and then the third way to prospect is to keep an updated presence on social media and i'm a big believer in social media right most of our leads come through youtube and we also have a blog we have twitter we have all these other channels we have linkedin i am a huge believer in running one social media channel taking that as far as you possibly can and then maybe outsourcing the rest the people on my teams disagree there i know robert x 27 likes having a corporate social media as well i think personally i don't run that because i think that's kind of a waste of time it's soft branding which i'm not a big fan of i typically like to do lead generation focused branding which is if our twitter channel is not making sales there's no reason for us to have a twitter channel that's the way i'm thinking about it if you're going out and you're making your social media channels for prospecting i would think about it like that if you're going to create a linkedin account what are you actually posting on that linkedin account not just for soft marketing but for sales are you commenting an hour a day on other people's content are you posting detailed videos directly on linkedin what are you doing for linkedin same with youtube how are you creating videos that are actually going to lead to sales and not just videos that are going to lead to likes or views so this is pure social media prospecting so here are my tips here are alex's tips for good prospecting tip number one is keep it consistent yes i know last week was amazing you closed 10 deals good job you better still be sending out hundreds of cold emails because if you're not doing the work consistently then you will have dry spells so i always recommend doing a consistent amount of work if you notice even on this youtube channel we're always doing three videos a week sometimes even four videos a week but we're never doing one video a week all right consistency is really the only thing that matters in terms of hitting your goals over a long period of time another tip is personalize the touch points so some businesses when you get to scale like we do at x27 we don't personalize with custom first lines for x27 but when you're just starting out and you're learning copywriting like i teach our students at email 10k or if you don't have a very specific lead pool and if you don't know what that means then you need to personalize your touch points to an insane degree that means custom first lines that means making sure that your lead pool your leads are as tight as possible and i'll talk about that in a future video the more closely related or more similar your leads are the less customization you actually have to do in the emails but at first make sure you personalize as much as possible and it'll avoid you spamming and it'll help you because you won't be burning an entire list of 3000 you might burn or embarrass yourself in front of 20 people instead of 2 000 people third tip is use tools to scale faster we talk about all the tools in email 10k but there are lead databases out there like uplead and there are email sending tools like mailshake and lemlist that will allow you to automate a lot of the cold email outreach process and there's the same for social media like tubebuddy or hootsuite is what our corporate social media uses for our twitter account so there are different tools you can use to automate this stuff and don't be afraid to do that there's no reason if you post three youtube videos a week there's no reason you have to actually film them all on the day they're posted you could film three at once and then post them over time same with cold emails you can write 100 first lines today and then have them send out 20 a day over the week or 3 000 and have them send out over a month there's no reason you shouldn't be taking advantage of the tools that are available and if you want all of our tool recommendations hop in email 10k it also comes with a private community where you can talk to me directly the fourth tip is focus on quality over quantity when we're doing email outreach recently for bot views which is our chat bot service i wanted to go after companies that had a certain software installed hotjar because i knew if they had hotjar they were probably focused on conversion rate now when i went to make this list i made sure then that everybody on the list had hotjar and then i was able to write an email that didn't even use custom first lines but it was able to say something like hey notice you had hotjar installed huge fan of your company and that means you're a conversion rate person like me i could say that and it seemed like a custom first line because everybody had that specific criteria so if you focus on quality of your contacts and similarity between your contacts it really allows you to avoid a lot of the hassle of cold emailing and number five is the goal should be getting to the meeting if you're selling a four to twelve thousand dollar a month service like we sell at x27 marketing then your goal is not to sell them via email yes if you're selling a smaller thing like we do with bot views if you're selling like a 45 a month thing you can sell over email and not on a call but as the deal sizes get bigger it makes sense to instead of trying to sell via email just try to get them on the phone and then you can sell on the phone so just keep that in mind when you're sending your cold emails this video is brought to you by email 10k so you don't have a business idea huh do you want to know what the best business to start is regardless of market conditions check out the free presentation at email 10k.com we have over 200 students that are crushing it using this business strategy even during this time so check that out email 10k.com thanks for watching the video be sure to subscribe for more content like this like this video to encourage this type of content on youtube and subscribe we have all of these past videos about sales and marketing and entrepreneurship that you can check out and i would love to be here for your journey your growth as a salesperson or as an entrepreneur thanks for watching i'm alex berman