Empower Your Banking Business with B2b Sales Prospecting Tools for Banking

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hey everybody what's going on it's patrick dan here now one of our viewers martin asked how do i get new customers as a development agency or a sas company now i know a lot of you people watching you know you're selling some kind of technical product whether it's a sas or maybe development services or you have some kind of technical consulting and so what i want to do with this video is i want to show you exactly how you can do your sales prospecting specifically for technology products and i'm going to show you step by step exactly how you can find your ideal customer who is going to be willing to buy your product and services i'm going to show you exactly how to find their email so you can actually send them a cold email and we're going to walk through exactly how you can pitch your product or service so you can actually turn that code prospect into a meeting and create an opportunity for you to sell and you want to make sure you watch this video until the end because i'm really going to be showing you a live demonstration on how i would do sales prospecting in today's market and you can follow along step by step so you can mimic my process and use it to sell your own products and services now if you're ready to flood your calendar with booked meetings make sure to give this video a like subscribe and turn on notifications and let's go ahead and get started now the first thing we're going to do is we got to set the scenes now for this particular example i am going to be selling a sas product right software as a service but you would still use the same methodology if you were selling any type of technical consulting or development work but if you are selling sas products you know this is going to be great for you all right so for this particular example we're going to be selling referral candy okay so for those of you who may not be familiar referral candy is basically a plugin that you can plug into different websites like shopify and basically all it is is a referral program for you know ecommerce stores so let's say you're a fashion company and you want to get your customers to refer their friends and you know convince them to buy more of your products right so basically you would use the software and you know plug it into your shopify store and shopify is just like um a platform that many companies use to run their websites so pretty much how it happens is you know customer refers a friend and their friends buy something from the store and then um the store will give a commission to the person that refer the friends so this way you can get your customers to you know spread your brand through word of mouth and you can actually monetize it because you can track exactly how many sales you're getting from who and reward them and then it just creates a cycle where you generate more and more sales so it's a great proposition a lot of companies need this type of software so if we look at the pricing of what referral candy costs uh it's going to cost 49 a month plus commission so you know if you refer a friend they're going to take a cut of the commission or instead of doing commission they can uh a customer can buy the enterprise version which is at a big jump to 3999 let's just call it four thousand dollars a month so you might be thinking okay well how can you actually sell a software for four thousand dollars a month right that's almost uh that's almost 50 grand in us dollars a year why would someone pay that well you know when it comes to shopify store you got to understand that there are a lot of big companies that are using shopify who are generating millions of dollars in revenue every year so if they get a small percentage of their customers to refer a friend and that friend buys a product from their store then you know it generates a lot of revenue because they have so much volume right so they're willing to pay around four thousand dollars for this kind of software because it's essentially free if the program works because they're going to bring in more money than they pay for the software so that's why it's an easy sell for referral candy because basically if you implement the software and people refer their friends then you make more money than you pay us and then you know it's all good so if i was a sales development business developer or even account executive doing my own prospecting i would focus you know one of the ideas i can do is focus specifically on shopify stores who do multiple millions in revenue per year because these are going to be people that can actually afford a 4 000 per month product so now that we set the scene of what i'm selling and who i am selling it to let's go ahead and dive into the next step which is the ideal customer profile before you even sell or send your first cold email you first got to understand who exactly should be a good fit for your product and service and like i said before it's going to be shopify stores who do multiples of millions in revenue per year okay so i'm going to start from scratch so you know it's the exact thought process of how to actually do your sales prospecting right so if you are looking for shopify stores who have a lot of revenue um a lot of times i tell people to just google it and when i say that a lot of people don't really know what i'm saying so i'm on google right now and i can say um top top brands using shopify okay so top brands using shopify if we go down let's let's go to the second one let's say biggest brands and names on shopify okay so 27 of the biggest brands on shopify right uh you got bulletproof coffee which i'm a fan of uh hasbro big company the economist heinz okay so we got a lot of companies right so technically everybody here on this list would be a potential customer for referral candy because you know they generate a lot of revenue and they use shopify they hit two qualifications right um so let's go ahead and just keep scrolling down and let's say gymshark okay so i'm pretty familiar with gymshark um gymshark basically is a clothing company that makes uh athletic wear for males and females right and clearly they use shopify and if you want to double check something like that you can use um an app called wapalizer it's a chrome extension and it kind of just shows you every app or every technology product that website uses and as you can see here ecommerce shopify right so we've verified that gymshark uses shopify and so they become a potential customer so now that you find one person who might be a good fit for your product and service right what you want to do is you want to multiply your efforts so if i've identified that one this person uses shopify number two they got multiple millions of revenue and i know they do because i'm familiar with this brand the next step is to find all the different competitors jim sharp has that use shopify okay okay so now that we identified gymshark what is the next step we gotta clone gymshark and find more people who are similar to them right so we can say top fitness brands using shopify okay and we go to the first link let's say shopee stores right and you can check out all the different links so this website looks like it already did all the work in finding all the stores that you shopify and they're it's ranking them by their search traffic from alexa and um yeah so now we got a bunch of different brands that we can you can reach out to so for example let's say sweat.com let's open that up see what it looks like so sweat.com looks like an athletic brand for women and um you know they got a lot of stuff and let's verify if they use shopify okay boom ecommerce shopify okay cool so now we got sweat.com and we're gonna put it on our prospecting list so if you're going after uh let's say fitness brands using shopify doing multiple millions in revenue well here you go here is a list on shopy stores that will fit your needs right so basically you would just take all these companies and add them to your list right this is your prospecting list so now you turned one ideal customer and you multiplied it maybe a hundred fold and you found maybe you know this is a list of hundreds of people so you can add all these people to your list and you know to verify whether or not they're actually doing well you can use um similar web and you kind of see their search traffic right so this is a quick way to do it it doesn't necessarily tell you revenue but you can see that every month you're getting hundreds of thousands of visits and most likely if a company can generate that much traffic they can probably convert it into sales so you know that they're making money right so if you look at let's say uh jim shark jimshark.com what's going to happen well if we go to alexa and we look at the traffic okay they're doing millions of visits per month per month so obviously i mean gym talk is a huge huge company right so you can't really compare the two but if someone's generating hundreds of thousands of visits they're probably making some money so now that you identified all the companies you want to you know work with how do you find the emails of these people right so i'm going to give you an example of how you can use linkedin to do this so if you go gymshark over here boom okay so if you go on linkedin you go on gymshark and you search by their employees and you could on you know obviously you can use like more filters to filter this down but i'm just going to give you a quick look on how this works we got 554 employees working at gymshark right so i'm using a tool called apollo apo apollo.io and essentially what you do you press the little button it's a chrome extension and what's going to happen is it's going to populate all the people you see on linkedin and it's gonna they're gonna pop up on the right side over here so when you click on the people that you are wanting to talk to let's say the founder uh general manager head of customer support and let's say ce and the ceo of gymshark and what you can do is um prospect for clients boom okay so four contacts have been added so pretty much in apollo which is you know the website it's gonna save all these people's emails so you can just go through the list and find all the people that you want to work with and save their emails like that so apollo is one i could recommend i don't get paid by them um you know there's no affiliate link it's just a tool that i found to be working really well in today's market right so apollo works really well you can also use um like hunter.io which is another one so you press hunter it's another chrome extension and you know it shows all the emails over here of the people that work there right so i like to use linkedin just to get so i make sure that i know who i'm talking to and then i get their email then i would then send an email to them um you know asking for a meeting and let me know in the comments if you want me to go more in depth on the different strategies on how to find people's email and show you step by step i just want to give you a quick overview of how that works and just to give you a taste of what sales prospecting is all about all right so now that you have found the emails of the people that you want to reach out to what i would recommend is you find basically three to four people that you know who might be the right decision makers right you want to make sure you mult you email multiple people at one company okay and then you basically would write an email saying like hey you know i'm looking for the person who handles referrals or who handles marketing and you basically give your pitch about you know who you are you're a referral candy and what you can do is you can help them create an ambassador program so the best way to pitch it is you know you go through your list of all the people that you want to work with you check their website it takes a little bit more manual work but it will increase your response rates by a lot so you go on their website and you check to see if they have a referral program or not okay if they do not have a referral program they are a very hot prospect for you because they fit all the categories and they don't have the thing that you sell and because they're missing it they're missing out on so much more revenue because your customers right the people that buy your product are your best uh marketing right they're the ones that are going to give you free marketing free word of mouth and generate you more sales so if you pitch your product right referral candy in a way that positions yourself as free and helps them make money by mobilizing there are customers that they already have well they're going to take a meaning to you know learn about how exactly you know you can help them right and you know they may buy they may not buy but i think because the pitch is so strong their the curiosity is peaked and they're going to take a meeting with you just to learn more about what you do now that's if they don't do not have a referral program if they do have a referral program right let's say they're already working with a competitor well you can kind of analyze that competitor and see what their weaknesses are right is it you know is their program actually that good is their software too expensive do people you know what bad things do people have to say about that software right and if you know that the software they're using is bad then you kind of you know share that you can make those problems that they experience with the current vendor go away right if that if they're not 10 out of 10 happy there's a possibility they will take a meeting with you and make that replacement although this is difficult it's not impossible to replace your competitor if your competitor is not good with that pitch i would send that email to three or four people at the company and then i would follow up if they don't respond three to seven days apart and i would follow up two to three times okay usually i do three so total your email sequence is going to be the the first email and then three more follow-ups uh spread over three to seven days after every follow-up and if someone doesn't respond after four emails well usually what i do is i let it go and then i wait a few months maybe half a year maybe a year later and i would reach out to them again with a different angle to see if they would be interested and a lot of times even if you email someone you know one day six months later they probably totally forgot who you are and so when you email them again it's like a fresh new email but you want to make sure that you don't spam people and that your emails are highly relevant right like in this example you know a lot of people they send code emails and they don't get responses and the reason is because they don't do this type of work to get so detailed on you know who their customer is what pains they have checking their website um and really pre-qualifying the person before they even send that first email but if you do that work and you know why someone should buy your product and service and the pitch is just so clear then it's a lot easier to get response rates and you know to get feedback on whether or not your product is good so with that said that's pretty much how you do sales prospecting for technology products if you enjoy this video make sure to give it a like subscribe turn on notifications if you want to see more sales and prospecting videos like this and let me know in the comments what's your biggest challenge when it comes to lead generation or sales prospecting and i will make a video to help you out and if you want to see more videos on lead generation make sure to check out my other videos here so that said my name is patrick dang hope you guys enjoyed this video and i will see you guys in the next one