Unlock Your Potential with the B2B Sales Masterclass People Focused Selling

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- Hey everybody what's going on? It's Patrick Dang here. Now it doesn't matter how great of a seller you are, or how great your product or service is, if you can't actually find your dream customers and reach out to them and get a meeting, you basically don't have a business. So what I wanna do in this video is show you exactly what B2B sales prospecting is, or business development prospecting. I'm gonna show you exactly what it is, how to do it and the most effective ways to reach out to your dream clients. And the reason for why you should watch this video until the end is because if you don't know what's in this video, then you're gonna waste your time running around chasing clients, when actually if you had the right strategies, you can just implement it and start getting results right away. (upbeat music) So before we go ahead and get started, make sure you give this video a like, subscribe if you haven't already and turn on notifications. All right, so as we go ahead and get started with this video, the first question I have for you guys is, what exactly is sales prospecting, right? Whether you're a salesperson or you do business development, it's pretty much the same thing, and let's go ahead and answer that right here. So how is this gonna work? Well, let's go ahead and draw a little circle. This is gonna represent a company, right? (upbeat music) So some of you guys out there, you are a salesperson or a business development person working at a company, and that's totally cool. Other you guys are you maybe you start your own business, you're a solo entrepreneur, and you have to do your own sales, right? Whether you work at a company or you got your own company, it's the same thing. You have a company right here. And what's gonna happen is the company usually has a sales representative, right? Someone who does the sales for that company. So let's say this is sales, right? Or if you're not doing traditional sales, and you're doing more business development, sometimes this role is called business development, okay? So the have that person, right here. You have one person doing this or you can have a whole team of people doing this. So you got the company, the salesperson, what's next when it comes to prospecting? Well, you have to find your dream customers, okay? So how is this gonna work? Well, when it comes to sales and business in general, you're gonna have people that might be a great fit for your product or service. So you got all these people here, and who are these people gonna represent? These are all prospects. (upbeat music) Now, to give you a clear definition of what a prospect is, all it is, is really just someone who might be a good fit for your product or service. They might be a good fit, or they may not be a good fit. It's the salespersons job to figure out if they're qualified to buy your product or service. So what the salesperson is gonna do is they're gonna reach out to all these different people and say, hey, do you have a problem that I can solve? How may I be able to be of service of to you, right? And if the prospect realizes that, hey, maybe this person is selling something that actually benefits them and helps them in their life, then they'll go ahead and move forward with the deal. So essentially, what prospecting is, is you're just the person between the company and the other company, and you're making that transaction happen so that they can give you money, and in exchange, you give them some sort of value as a product or a service. All right, so the next question that I have for everyone here is, how do you exactly know who these prospects are, right? Because the thing is, a lot of people believe that they can sell to everybody, but if you're trying to sell to everybody, you're not gonna sell to anybody. So let's get a little more specific on how this all works. Now, there's this thing called an ideal customer profile, right? Ideal customer profile, also known as ICP. That's essentially just who exactly would be a really good fit for whatever it is you're selling. Now, there's gonna be two ways, I'm gonna show you how to do this, right? The first one's a little more traditional, but it is necessary. And that is, you basically kind of draw a box, okay? So it's like, you know, who is this person? Well, what age are they? Where do they live geographically? Things like what's their company size? (upbeat music) Or it could be something like industry. And why this is important is because when you go out looking for your ideal customer, you have to use different tools to filter out who you wanna talk to you, right? For example, if you are looking for customers on LinkedIn, you can filter it out by maybe not age, but you could do it by geographical location, company size or the industry, right. So it's gonna be a lot more easier to filter through a list. Also, if you run any type of advertising, you also have to filter your companies by this as well 'cause you got to be more specific. Now essentially, this is the traditional way to do it, you're drawing a box and you kind of freezing this frame and saying, okay, this is people who are likely to buy what I have to offer. But the main thing you really wanna look at beyond just this little box over here is looking at the person's pain, right? So I'm gonna write it down over here. So why is this gonna be important? And the reason is because just because they fit a certain demographic it doesn't mean they want to buy your product or service, right? Because when people buy it's a very emotional need. And the thing is people buy emotionally and they're gonna justify their decisions logically. And the best way to sell somebody something, and I've said this many times in my videos is that you've got to find the person's pain. What problem do they have, that they're willing to pay money and invest time to solve, right? And hopefully you have a solution that they are willing to buy to make that problem go away. So essentially, yes, draw the box of who this person is, but also identify what pains they have. And I'll give you a quick example. So let's say you are selling into dentist offices, right, like people that do braces and the fixed cavities and things like that. For these kind of people, obviously, a lot of times they need more traffic. Meaning they need more people to come into the door so they could make more money, right? So they need more revenue. So the pain is, in some situation is maybe there's too many dentists in a certain location like California, and they need more customers in the door. So if you can solve that problem, whether it's with Facebook advertising, or some kind of promotional services to get more people in the door, they're gonna be willing to pay you money to do that job. And so that's essentially an one idea of pain. And if they try to do it by themselves, and they can't figure it out you're gonna be more painful because they feel like a failure. So if you are their savior, and you're the one that is able to help their business grow, then they're gonna buy from you. So again, understand the box of the ICP, but also understand what pains they have, and how you can make those pains go away. So that's essentially how you define who your ICP is. So now that you understand the ICP, what is the next step? Well, we already understand how prospecting works in general, we understand that you have to create ICP, ideal customer profile to understand what problems these people have, how you can solve it, and you know where these people are. So what is the natural next step? Well, how exactly do you reach out to these people? Now there are gonna be three different ways to do this, right? There are many ways to do it, but when it comes to B2B sales, and business development, they're gonna be three main ways are probably the most common and most effective, right? The first one we're gonna talk about is cold email. So the reason why cold email is so effective is because it's really easy to find someone's email. All you gotta do is go on the company website and find the email of the person that you wanna talk to. Or you can go on LinkedIn and use certain tools to find their email as well. And there's many tools to find people's email. So that's really easy and it's also free to send an email. So that's why it's one of the most cost effective ways to do it. The next one is LinkedIn. So as you know, LinkedIn, LinkedIn, I just almost spelled that wrong. So LinkedIn, essentially is a social media network for business people, right? Basically, you can find who you wanna talk to, find these companies, reach out to them, connect with them and send them a cold message. And you might be thinking, why would anybody respond to a cold message, especially if they don't know who you are, what you offer, why should they respond to you? And that goes back to the first point and that is pain. So if you're able to identify the customer's pain, and you reach out to them and you say, hey, you know, I know that a lot of people in your industry experiences pain, this is how I help these certain people. Do you wanna have a meeting? If you kind of position it like that, it makes it a no brainer for someone to wanna take a meeting with you, because you're solving their problems and you understand them, before you even have a chance to talk to them, right? You're really just doing the research ahead of time to really get into a psyche and get them to respond. Now, the last way to do it is by cold calling. Now for my experience personally, cold calling does work, but it's the least scalable, why? Because you physically have to pick up the phone, find the person's phone number, dial them and then try to get up them on the phone. A lot of times they don't pick up the phone. So that's why it's in some cases it may be ineffective. But in other cases, let's say in the real estate industry where if you wanna sell to real estate agents, they're always on their phones. So that might be a more effective place. So a lot of people ask which one is the most effective? which one should you use? Because each one does require certain skill sets and a lot of time to figure it out. And my answer to that is, is really just depends on your industry. So the best way to figure out which one you should do is you just Google based on your industry, how other people are finding their leads, and getting more prospects and getting more meetings. And whatever you find is the most common, that's the one I believe you should try and figure it out. But once you get one working, all you gotta do is scale it up. Meaning if you send 20 emails, and you know one person responds, or maybe five people respond and you get a couple meetings out of it, all you gotta do is send more emails to get more meetings and close more deals, right? So once you find one thing that works, there's no need to try to do everything at once. Just get that one thing to work and just scale it up and you'll be able to prospect and get more customers in the door. So with that said when it comes to B2B sales and business development, that's gonna be prospecting in a nutshell. Now if you enjoy this video, make sure you give this video a like, subscribe if you haven't already and turn on notification bell. And if you really wanna take your sales game to the next level, I actually created a free in depth training on how exactly you can sell anything to anybody. So if you wanna learn more about that, the link is in the description. So with that said, my name is Patrick Dang and I'm gonna see you guys in the next one.