Discover the ultimate b2b sales prospecting tools for Communications & Media

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in this video i'm gonna share my top five sales prospecting tips you can use to explode your sales what's going on everybody patrick here before we get started make sure to give this video a like subscribe and turn on notifications and let's go ahead and dive right in now the first tip that i have for you is you're gonna want to leverage the most effective communication channel for your specific industry so when it comes to sales prospecting right depending on what you're selling whether it's a sas product technology consulting services right it doesn't really matter what it is but you have to understand what the best channel is for you right so if you're selling let's say something to real estate agents you might find that cold calling works extremely well or if you're selling marketing consulting services maybe using linkedin is very effective to reach out to let's say small medium businesses or let's say coaches that you want to help market right for other people maybe you're selling a software product and you're going after many different industries and you just want to get your foot in the door on each one cold email might work better because you know you scale a lot faster right every code outreach method has their own strengths and weaknesses and everyone is going to work differently depending on your industry so the first tip i have for you is you need to understand which one actually works in your industry don't do cold calling if everyone else is doing something else and that's working and nobody cold calls unless you've got something unique and you can get results but if not you know don't waste your time trying to fit a square into a circle right and the best way to figure out if a you know prospecting channel is going to work for you is you want to do a little research on google or you know watch different interviews to see how your competitors are generating leads right so you might want to find you know who's the top people in your industry watch interviews on youtube or google it with their ceo or their vp of sales director of sales and try to get a glimpse of how exactly they generate leads because a lot of times you might be able to find all this information you know just from an interview they might spill the beans and you know maybe only like a thousand people watch that interview and you can be one of them and you start understanding like oh they're using cold email i'm gonna do cold email too right so you don't have to reinvent the wheel especially if there are already people that are successful doing it better than you you just gotta follow in their footsteps and find how it can work for you and when it comes to let's say google right like literally just type in what is the best way to generate leads in x industry right and just start with that and you start googling different terms and key terms are variations of that and you're gonna start to see what actually works tip number two is you wanna take ownership as a professional seller so whether you are an entry level sales person or you're someone more experienced or maybe you're a founder and you have to do your own sales no matter what it is you want to adopt the mindset of an owner or even like a ceo even if you are just an entry level salesperson you want to think of it like this like as a salesperson you are a professional seller who represents a company you are the face of that company to your potential prospects right and so you're the person that has to take responsibility over your territory you're going to have to take responsibility over the results you generate and how much sales you generate you don't want to blame it on your boss you don't want to blame it on the market and this and that you are the sole person that should take responsibility and by putting on that responsibility on your shoulders you're being forced into a situation where you have to grow and get better if you're gonna want results now people who make a lot of excuses and they complain those people probably won't get too far especially if they're entrepreneurs you know how many entrepreneurs you know complain and make excuses that got very far in their career probably none same with salespeople right you are responsible for your own success although you know other people can help you think of it like the ceo right you're the ones that pulling resources here and there you're deciding how you want to spend your time and you're deciding which direction you want to go now tip number three that i have for you is you're gonna want to block your prospecting time now when it comes to sales prospecting you're essentially generating meetings right and where i see most people make the mistake is they don't block their time right so meaning you know they should be making calls in the morning they should be you know reaching out to different people but maybe someone schedules a meeting on their calendar at 9 00 a.m right in the middle of their prospecting time or maybe you know another person wants to do this thing over here and they have this administrative work to do so if you let these things kill you it's kind of like a death by a thousand cuts right although these little meetings here and there might seem like very little in the moment over time it really stacks up and sucks your time away from your actual job which is to do sales prospecting right so what i would recommend is you want to time block your calendar so you might say something like a from 12 8 am to 12 pm nobody can bother me all i'm going to be doing is talking to customers if you want to have a meeting with me after 12 and i'd be happy to do it but 8 to 12 this is my block right and whether you are a founder or you're a salesperson you want to do the same thing and if you have a boss who may not like it you got to communicate with them and say hey look i want to get results for you i want to do good for the territory let me block out this time and anything we need to do outside of that like admin work meetings let's do it after but let's make sure we generate the sales and if you come from that perspective it's hard for people to say no they you've you know they respect your hustle they respect that you want to put in the time they respect that you're willing to block out this time out of your calendar so that nobody can bother you and that's how you're going to get results time block the things that are extremely important and do the rest of the stuff at later at the end of the day or some time else on the weekend but not during your best prospecting hours tip number four is you want to focus on finding and solving pain now as a sales prospector it's your job to find these companies who might be a potential fit to buy your product and service now how you want to do that is you don't want to just go in the phone book and just start dialing a to z because how do you even know that the people you're trying to reach out to have a problem that you can solve so even if you reached out to them will they even buy probably not so when you're doing your research and you're coming up with different ideas different campaign ideas of who you should be reaching out to the first step of making this process work is identifying a problem that someone probably has you don't know 100 that they have that problem because you haven't talked to them yet but you want to you know have an educated guess based on your research online and seeing maybe what software they use and things and that and seeing do they maybe have a problem and you want to start there people who have a problem you know have a certain pain and the people who have pain are more likely to buy because people want to escape pain and they want to move towards pleasure so if your product or service gets them away from pain and moves them to pleasure they're a lot more likely to take a meeting with you they're a lot more likely to buy from you but without that pain there just isn't a sale how many people do you know buy an expensive product or service for no reason nobody right there has to be a reason for someone to buy and the easiest way to identify what that reason is is what problem do you have you know what are you facing on a day-to-day basis that you wish would just go away and you're trying to match your product or service as a solution to their pain how can you solve their problem and you know if you communicate that through your cold outreach whether it's on the phone through email linkedin whatever it is that is what you want to communicate in your message to you know increase the chance someone is actually going to book a time to talk on your calendar and tip number five is don't be desperate now you know people have this second sense or maybe it's just your subconscious and they can feel when a salesperson is desperate right you don't want to be that salesperson you know who's at the end of the week end of the quarter and you're like oh my god i need to hit my number hit my number and oh do you want to buy you want to buy you one buy it's like take a step back and relax right don't number one don't let a number rule your life and don't let a number deem your worth as a human being right whether you hit your quota or not who cares you are who you are the quota is just you know of reflection in numbers but just because you don't hit your quota doesn't mean you're not a good person right you just separate the two first of all second if you even want to hit your quota you want to hit your certain sales goals you want to make sure you don't come off as desperate because typically the more you want something a lot of times the less it actually happens because people feel like oh my god this guy's pushing he's coming on too strong like something must be weird maybe he's trying to rip me off or maybe he's trying to do something shady and people can't feel that they may not you know get their finger quite on it but they feel something is off and they feel like you know something doesn't feel quite right when somebody's too desperate it's the same exact thing with dating right when someone's pushing too strong you're just like whoa whoa whoa what is going on calm down so same exact thing so whatever you are selling don't act too desperate and the best way to remove that sense of desperation of like oh my god i want to close my deals and you know hit my number is you're going to want to fill your pipeline with a bunch of new opportunities right so think about like this if you are a salesperson and you just got people lining out the door ready to talk to you on the phone to buy something why would you be desperate you're not going to be desperate at all because there's no reason for you to be desperate that situation because if someone doesn't buy move on to the next one that person doesn't buy you move on to the next one if you got a line out the door of people waiting to buy from you well you got nothing to worry about right and so that's why sales processing is going to be so important so if you follow all these tips you should have a pipeline full of opportunities so that you don't become desperate and you can just keep going through these prospects qualify them and eventually get the sale so that said those are going to be my best tips when it comes to sales prospecting if you enjoyed this video make sure to give it a like subscribe and turn on notifications if you want to see more videos like this and i got a free training about how to sell anything to anyone so if you're looking to start and accelerate your sales career make sure to check the link in the description to check that out my name is patrick dang and i will see you guys in the next one