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if you are selling day-to-day egos A salesperson or as a small business owner prospecting is the most important sales skill that you can develop for your master prospecting you're going to make some serious serious money why well it's simple if you can book your calendar from top to bottom with sales meetings from outbound sales prospecting it doesn't matter if you suck at sales presentations it doesn't matter if you're terrible at doing demos you've got to be in front of enough of the right people at the right time that nothing else matters you're still gonna get a crapload of deals done a full sales pipeline solves all selling problems and so in this video I'm going to share a quick four-step process to filling the pipeline with self-respecting every single time hi my name is Will and I make selling simple and if you want to grab a free copy of our book selling me simple we'll help you find and close more deals using simple step-by-step Frameworks just head over to salesman.com forward slash book and grab your free copy today okay so there are four steps to building your sales prospecting machine we first got to identify your ICP and I'll show what that is in a second we're going to build an ideal buyer list create a value statement that we can then share with our prospects to book calls and then we need to get them into a sales Cadence so that we can automate some of this and scale our Outreach as well and whilst we're going through this four-step process it's really really important to have a level of discipline as you're doing outbound sales prospecting the sales people small business owners large business owners the people who win the people who drive Revenue do the same simple selling activities day in day out every single day they leverage discipline and complete these activities over time whereas amateurs hacks people who never win leverage motivation of course your motivation goes up and down and all over the place day in day out week on week month on month that means your sales activities do the same and it ends up a mess if you do I'm going to explain in this video day in day out there is no chance that you can't win you'll win every single time so step one identifying your ICP and this is the first step of sales prospecting because your ICP is your ideal customer Persona we need to understand this because otherwise you've no idea who you're actually trying to sell to the quickest way to identify your ICP or ideal customer Persona is to lock all the people you've bought from you recently and then just find more individuals just like them so out of all the prospects that come into your funnel a couple of them will close right identify what those people look like and just add more of them into your sales funnel it's as simple as that and if you want to get even more practical on this we can break down your ICP into seven distinct variables we've got a job title the industry they work and the location that they work at or the location of the company they represent the company size their current goals so what are they trying to achieve this month this quarter this year this decade depending on whether you're speaking to people at the bottom of the food chain of the corporate ladder or towards the top they need to identify what their main pain point is so what's the one thing that's keeping them up at night and do they have a current solution that you're going to try and displace or are they a brand new customer who has this pain point but they don't have a current solution yet if you can identify these seven variables of the people who've bought from you recently and this isn't just anyone who's bought from you these are the the people that bought from you the biggest deals the easiest to close the most pleasurable to work with if you can identify the seven ICP variables of those individuals and then you find more of them which I'm going to show you how to do in a second sales prospecting becomes real simple and easy to pull off so once you've identified our ICP via these variables the next step is to build what we call a buyer list now buyer lists are important and they are what they sound like they are they're a list of potential customers we're going to reach out to there are interest people we're going to put into our sales Cadence the benefit of strategically and routinely again rather than relying on motivation relying on discipline to build a weekly monthly or quarterly buyer list is that routinely and consistently we get to increase the number of people coming into our sales funnel versus what most sales people and small business owners do is they get half an hour here an hour there they'll do it for a month they do it when they're motivated it they'll add random people to their lists if they've even got a list in the first place so many sales people small business owners don't even have a CRM to document any of this but if you've got a CRM you can build your list add them in over time you can see the difference there between the buyer lists going in regularly and then just randomly ad hoc doing this yourself but that leads us to the question where do we find the contact details of our icps to add them to our monthly week or quarterly buyer list well the easiest solution for this is to use two pieces of software LinkedIn sales Navigator and then seamless.ai LinkedIn sales Navigator allows you to search with their Advanced searches for people who have those seven traits of the ICP that we outlined in the step previous just input those and it'll tell you there's 5 000 people in this location and 400 in this location 25 000 people across the planet there are icps now we've got to get the contact information so we can add them to our buyer list and we do that with seamless.ai and there's tons of other tools that do very similar things but seamless is a great product and it's not too expensive either you installed the seamless AI plug into your web browser you just visit the people's profiles you've identified on LinkedIn at this point and it will tell you their contact information it'll give you most of the time their email addresses and a lot of the time they're phone numbers as well and that's it that's all your buyer list is it's a list of 50 100 or 250 people who are your ideal customer Persona that we then add to our Cadence every week month or quarter depending on how many people you need to get through to get the means booked so you can smash your quota so now you know who you're trying to get in front of your ideal customer Persona and you've got a list of individuals to actually go in contact which is your buyers list we now need to know what the heck we need to say to them to get a meeting booked in the diary that's where your value proposition statement comes in your value proposition statement is the Cornerstone of all of your Outreach everything should tie back to this statement this fact this sentence explains how you help the people that you're trying to connect with called emails call calls voicemails videos everything ties into this one single statement and all we're doing throughout a Cadence which we'll cover in a second is just coming out of value proposition statement from different angles over and over again until we find one that hooks the bar in and gets them to book a meeting with us now there are two ways to build your value proposition statements in a really simple straightforward manner I've got one we've got number two the first one is the XYZ method dead simple I help X person solve y Problem by doing Zed think so an example for me selling salesman.com Academy two VPS of sales sales directors people like that could sound something like hey we help B2B sales people find the close more deals in the next 30 days or their money back using step-by-step Frameworks and group coaching we help B2B sales people final Cosmo deals that's the problem in 30 days using Frameworks and unlimited group coaching pretty simple it's straightforward you can definitely build a strong value proposition statement off this Warren process alone if that is too simple for you and you want a slightly overcomplicate the process but maybe get a more effective buy proposition statement from it you can use the four do does Desire online system instead we help these people do this thing which does this solves this problem creates this desire unlike something else so again an example for salesman.com Academy could be we help sales people find and close more deals which helps with job performance and reduces overwhelm unlike traditional sales training that hasn't evolved in the past 20 years with the onset of the internet these individuals haven't sold anything during this period of time and so they don't know really what they're talking about so that would be an example of how you can use four do does desire unlike to create a value proposition State okay so now we'll get to the point where we're going to take action we're going to put some messages out into the marketplace and we're going to do that with a sales Cadence because we now know who we're trying to get in front of we've got a list of the individuals we know what we want to say to them we want to build now a meeting booking a meeting generation machine to automate some of this process and take some of the heavy lifting of sending emails making the calls doing the LinkedIn messages doing all that stuff take it off our hands and use tools software automation to complete some of these tasks now literally what we're doing here is importing our buyer list it goes through the sales Cadence and it spits out meetings the other end and if you're unfamiliar of what a sales Cadence is this is what it looks like right it sells Cadence is a group of plays they're bundle together so this might be day one this might be day two the plays themselves are then bundled together of separate distinct activities so we might send an email and then drop the person a call we might do an email a call then a voicemail that would make up this play on day two and don't over complicate this idea of building a sales case I'm going to show you the one step that no small business owners or sales people put in that refines this itself over time so the acadians might start off not very good results but eventually after a week two weeks three weeks it's spitting out tons of meetings and making you a tournament of money I'll show you that in a second but just to break down this a little bit further these activities there's only seven different types of them you have video we can have social we can have email we can have voicemail and then there's calls there's texts and there's meetings that is it and all you're doing is getting your value proposition statements cutting it up in different ways for different icps different angles for different pain points and just reiterating that across a series of touch points in your sales Cadence each one of these seven to do is when you put them out in your sales Cadence should not be hey we do this for this person instead you should position it of you've got this problem I think we can solve it oh do you have this problem we might be able to solve that or we work with people like you who have this issue does it make sense to jump on a quick call see if we can solve this for you as well that's all you're doing over and over and over until a meeting is booked now the special Source the magic bit of all this that nobody does is to leverage what we call the scientific method it's dead simple don't don't let this Panic you if you sucked in school in science or anything like that you just got to send your messages track the results and then refine them over time so we're going to use our own experience to then create your eye proposition statement to make a hypothesis of the ideal customer service that we're trying to beat in front of and I'm going to make a prediction of who we can help and how we think we can help them we're then going to run a sales kid so a series of messages of touch points to put our hypothesis in front of the buyer and see if they actually care about it if they React to what we've engaged them with if it generates me to things congratulations you keep it in the Cadence if it doesn't generate medians you remove it from the Cadence you take that information you leverage it as experience and you learn moving forward that is it over and over and over again you make a hypothesis you test it you see if it's effective if it is you keep it if it isn't discarded and don't fall into the Trap of discarding something and then doing the same stupid process over and over and over again you've got to take away discarded and plant it into your experience into your brain understand why it didn't work and then try a different approach over and over and over until it clicks and this might not be your first sales Cadence it might be number three it might be number five but it's well worth putting the effort in to make this happen because all you've got to do each week or month or quarter when you want to build your buying list is build your buying List It Takes a morning an afternoon not very long at all you add it to the Cadence you're booked out for the next three weeks how cool is that so that's it that's how you do B2B sales prospecting it's how you build a machine that books as many meetings as you want or even need to smash yourself water and if you want to get deeper into understanding your ideal customer Persona understanding your value proposition the individual steps of the Cadence and best practices check out the book celebrate simple you can download it completely free no catches no shanigans over at salesman.com forward slash book and otherwise if you enjoyed this video why not click the videos on the screen right now and continue making selling simple