B2b sales development for customer service

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prospecting prospecting prospecting now if you ever been in sales you know that prospecting is one of the most difficult and grueling jobs that you can do a lot of times you might be sending out emails cold calling people and nobody is really responding or even if they do respond they just tell you to stop go away and never talk to you again and I see a lot of new salespeople out there say something like oh it's all about a numbers game you just gotta keep reaching out to people but in fact if you're doing this the wrong way nobody is going to respond no matter how many people you reach out to so what I want to do in this video is share with you of some of the best and most effective ways to prospect get meetings but for real customers so that you can eventually close deals and you want to make sure that you watch this video until the end because if you don't know how the prospect properly you can just end up wasting months of your life and just trying to reach out to people that just don't care about what you have to offer so that's it if you want to know how you can take your prospecting game to the next level make sure you give this video a like subscribe and turn on the notification well alright so when it comes to prospecting we're gonna use something called the scientific method now for those of you who you know learned this in school essentially it's how scientists do very basic experiments and we're gonna use the same exact process to do our prospecting now the first thing when it comes to prospecting is you have to have a hypothesis so essentially when you have a hypothesis all you're really asking yourself is who is gonna be a good fit for my product or service you don't actually know who's gonna be a good fit you just have to have a educated guess based on your experience and research so let's go ahead and give you an example let's say you're selling some type of software and you're selling to small medium businesses specifically your hypothesis you might be you want to sell software to companies in California and you want to sell - let's say yoga studios [Music] with twenty or less employees okay so this right here is an example of a hypothesis you have a product or service right let's say in this case a software and you're basically making a guess and you're gonna say okay I think that California businesses who are yoga studios who have 20 employees or less might be a good fit for my product or service now the thing is it's a hypothesis you don't actually know the answer to this yet but you're willing to put in the effort to test it and that's where the cold emails and everything like that comes in so let's go ahead and put this in the box that is your hypothesis so once you have your hypothesis what is going to be the next step well you could reach out to a one yoga studio but if that person says no you don't really know if your hypothesis is correct or not you actually need more numbers right so for example if this is your hypothesis you want to reach out to these people you got to find at least twenty companies or people depending on what you're selling who fit your hypothesis and twenty it's not really a huge number but you need some kind of statistical difference right obviously if you can do like 50 that would be more accurate to the numbers but a lot of times you may not have a lot of time and energy to do this so you want to make sure you start with at least 20 so find 20 companies who live in California who have yoga studios and have 20 employees or less and you reach out to these people all at once using the same type of messaging so the next step is how do you reach out to these people well there's a many different ways like code email LinkedIn cold calling before our example today we're gonna use cold email so you got the hypothesis you got 20 companies you make a list you can just do it on excel sheet or Google sheets whatever is easier for you right because you want to just keep this simple in the beginning so now what you want to do is you want to craft your email right so if you're sending an email to these people it's right so it's 20 emails going to 20 different companies you basically can write the same thing and send it to all 20 companies and the reason is because your hypothesis is that this type of demographic will be a good fit for your product or service and usually if you believe this there's some kind of pain that they experience that you can solve so it doesn't matter if you have one yoga studio over here one yoga studio over there they all experienced the same problem based on your hypothesis and that's why you can literally copy and paste your exact same messaging to 20 different companies and nobody can tell the difference so once you do that 20 companies you send 20 emails you want to make sure you send it in the morning so I will you recommend 6 a.m. to 7 a.m. from my experience you actually get a higher open rate with this when it comes to cold email and that's because people check their emails first thing in the morning and if you're there in their inbox they're gonna check it so once you send these emails some people are gonna respond some people aren't going to respond right so let's go ahead and categorize this so some people are gonna say stop spamming me I don't want to read your email I'm not interested right and they don't like whatever it is you have to offer and that's okay because when you make this hypothesis and you make this list you don't know who's interested you don't know who is not interested right and you just have to try it out so some people they're gonna say don't bother me and that's totally okay that's actually very normal other people are neutral they might be kind of interested maybe they asked a question over email but they don't really follow up or maybe they don't take a meeting with you and that's okay too because maybe in the future you can reach out to them now here's what you're actually looking for you're looking for the people that are very interested in what you have to offer right assuming your hypothesis is pretty decent you wrote a pretty good email and you sent it at the right time you're gonna get some people that actually are interested in what you're selling and so these people are the people you're going to schedule a meeting look and you can do that via email and you know a follow up with the next step so how you want to think about this is that most people why they're fall in this camp they won't be interested or they're neutral a small percentage might fall into this camp where they're they're gonna take a meeting right so if you send out 20 emails okay and let's say you got five meetings out of that that's actually pretty good now when it comes to percentages of like what should be the response rate every industry is going to be different right and it really depends on your campaign and what you're selling you know but but you know in general if you're getting 5 calls per 20 emails that you sent that's actually extremely good because if you want to get more meetings and sell more of your products and services all you got to do is find more companies that fit your original hypothesis and you just keep going from there all right so what's gonna happen next well for the people that actually took the meeting with you you're gonna move into the next step right so you're gonna actually get into the meeting and so when you talk to your prospect over the phone right you're basically asking them questions to see what their pains are and how you might be able to help them so in that meeting you will find that either they are interested in moving forward and buying your product or service or maybe they're not and if they're not you have to ask why why exactly you know they took the meeting for a reason meaning they're somewhat interested but if they don't want to buy you have to figure that out so that when you do another meeting with the next customer you can change up your pitch so that it tailors towards what people actually need and once you do a couple meetings and you close a couple of deals from this process now it's time to repeat this cycle right so you got some results you basically got some data from this and you got to think okay what can I do to improve my hypothesis so that when I send my emails more people will respond and more people will buy my product or service and essentially when you repeat this process over and over and over you're gonna understand your customer so well and you're gonna know how to craft your message and you're gonna know how to pitch your product or service in such a specific way that appeal to this demographic that your likelihood of actually selling dramatically increase compared to where you start but again if you're starting now you gotta start out with one idea right usually the first one is not gonna work and that's totally ok you try it out get some data learn what your customers like and learn what they don't like and you try it again and if you're a salesperson you this is basically your job is just to generate leads close deals generate leave close deals and the psycho constantly repeats now once you get this cycle going and you know your closing deals and it's working if you want to take it to the next level all you have to do is just scale it up because if you have a good hypothesis and you you really narrow down like who exactly is gonna buy your product or service all you got to do it expand so in this example I said let's go for the people in California start in one state but if you find that any yoga studio might be a good fit for your product or service then you might say okay now let's go to New York let's go to Texas and you basically go to all the different places that fit your original hypothesis so it's actually much easier to scale once you get a good hypothesis going but if you try to go for everybody all at once whether they're in New York or California it doesn't really matter because if you don't understand why people are buying you can't scale so you want to start small get something working get it going and then scales up from there and once you get it going and you know how to sell your product or service then you can just go to the moon and so with that said those are gonna be these simple steps that you can use to start prospecting more effectively right no more just reaching out to random people and hoping that they take a meeting with you you gotta come up with a hypothesis collect that data get that feedback and just do that again so that's that if you enjoyed this video make sure you give it a like subscribe turn on notifications and if you're looking to take your sales game to the next level I got a free training for you all you got to do is click the link in description and it's gonna take you there so with that said my name is Patrick dang and I'm gonna see you guys in the next one