Enhance Your Legal Sales Efforts with B2B Sales Prospecting Tools for Legal

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sales prospecting for b2b sales and business development that's what we're talking about today join me for the five keys to getting more prospects in the door and closing more deals and then at the end of our time together i'm going to share with you a best practice the one thing that if you do this it's going to change everything in b2b sales for you you're not going to want to miss this best practice so stay with me till the end of the show my name is dave lorenzo and this is the inside bs show all right let's talk about the five steps to sales prospecting for b2b sales and business development step number one find your ideal client now you may have heard me say this before if you've watched a lot of other videos here on my youtube channel you may have heard me say this before your ideal client the selection of your targets is 90 of the battle here's the reason why bad client good client it takes you the same amount of time to find them to hunt them down and to close the deal so you might as well go after the best possible client in big ticket consulting where i work the industry that i work in we spend a lot of time talking about the effort we're putting out to attract people to us i don't go out and cold call i don't knock on doors and say hey do you have any problems i can solve what i do is i do education-based marketing we do a lot of speaking we do youtube videos like this i have over 750 right now as you're watching this there's probably even more than that i do webinars i write a lot of articles i even write books i've written three books so far bestsellers award-winning books i do all kinds of education-based marketing to attract people to me and then when they come to me i filter them i sift i sort i screen and i look for clients that are just like my best client why because i'm going to spend the same amount of time with a good client as i'm going to spend with a marginal client or a crappy client so i'd much rather work with people who are ideal so your focus in step one of this sales prospecting for b2b sales system the sales prospecting system for business development step one look for ideal clients step number two use lead generation leverage there are a lot of you watching this today or if you're listening to me on the podcast there are a lot of you out there listening to this you're going out and you're trying to take down prospects one at a time and that's not the way to do it what you need to do is exactly what i outlined in step one you got to go for leverage you got to get in front of groups of people 10 or more people who look just like your ideal client so what do you do you go to industry trade associations that your ideal clients belong to that your best client belongs to and you offer to educate them you offer to do a one-hour speech or a half-day seminar everyone who comes to that speech or that seminar is a good prospect for you because they invested their time and in some cases they invested money to hear you talk to have you educate them that is the best way to do it use lead generation leverage to round up people who look just like your ideal client educate them and then once you educate them all you need to do is continue to stay in front of them continue to follow up and they will come to you all right step number three is offer them an engagement device so you're doing your speech and at the three-quarter point of your speech at 75 percent of your speech you stop and you go oh before i forget i need to tell you about the special offer that i have i'm going to make an offer to you and if you take me up on that offer you'll get my free report or you'll get my free course or you'll have a free consultation with me all you need to do is pass your business cards to the center aisle all you need to do is enter your contact information to this website and once you do that you'll be able to download the free report or you'll get the free video course that's an engagement device i call it a honeypot and in b2b sales prospecting or prospecting for business development purposes offering that engagement device means everything because if you're speaking to a room of 100 people and 20 of them say yes i want your free report or i want your video course those 20 people are asking you to sell to them they're begging you to help them with a problem that ask for the free device is a way for them to raise their hand and show that they're interested in who you are and what you have to offer so that engagement device is critical offer them a report offer them a video course offer them a free consultation anyone who takes you up on that you can sell to them with confidence because they have a problem you have a solution and that's what sales is it's solving problems in exchange for money the fourth thing you need to do once people opt in and they get that engagement device the first thing out of your mouth needs to be qualifying questions so what brings you to me today what's your problem what problem do you have that i may be able to solve for you so the four things you're looking for problem that you can solve money they have to have the ability to pay you decision making authority they have to be a decision maker and urgency mr prospect if you don't solve this problem right now what's gonna happen if they say nothing's gonna happen everything will be fine they don't have urgency if they say oh my god dave if i don't solve this problem now my whole business is going to fall apart that's urgency oh geez if i don't solve this problem now i'm going to get fired my boss is going to fire me that's urgency so you're looking for money you're looking for a problem you can solve you're looking for a decision-making authority and you're looking for urgency those are the qualifying aspects of this that's step four remember at the end of our time together today i'm going to share a best practice with you you don't want to miss that stay with me to the end of the video all right step number five is nurturing so if they have money they can afford you they have a problem you can solve they have the ability to make a decision they're an authority in their company but they're not 100 urgent dave listen i like what you have to say your your service is a little bit more expensive than we can afford right now let's stay in touch i know we're going to do something together if not now down the road that to me is not a no that's just a not now and what you need to do is nurture them so sign them up for your weekly email newsletter continue to stay in touch give them a call once a month send them direct mail information from time to time invite them to events invite them to seminars do not lose touch with them nurture them communicate with them at least once a week that's your email newsletter it should go out weekly and the reason is because you never know when the timing is going to be right only they know when the timing is going to be right so if you nurture them if you continue to follow up with them you'll be there when the timing is right you'll be ready willing and able to help them when they need it most okay now we're at the point in our session today where i'm going to share that best practice what i want you to do is take the five things that i outlined in this sales prospecting b2b video and i want you to turn that into a system and you can make the system work for you on autopilot now if you don't know what i'm talking about or you don't want to put in the work to create that system i've got the solution i want to offer you my system i want you to take it and i want you to use it in your business i've used this system to sell private jets i've used this system to sell country club memberships i've used this system in big ticket consulting in a b2b setting i've used this system to sell everything from corporate housing to large companies to selling cars in a car dealership this is called my revenue roadmap and you can download my revenue roadmap guide here's what you need to do go to revenuerroadmapguide.com revenuerroadmapguy.com that website enter your contact info and you can download my entire system for free everything that we talked about today in this session you can download it for free revenuerroadmapguide.com it's your sales prospecting for b2b system it's your business development system it's foolproof get it right now once you get that system if you want more videos on how to use it on how to make things happen in your b2b sales process all you got to do scroll down there's another video filling in right below me right now that's the next session i will see you there and i can't wait to hear about your success join me for the next video