Streamline your sales process with airSlate SignNow's Business to Business Prospecting for Sales

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in this video you're gonna get my ultimate sales prospecting guide on how to turn complete strangers into appointments and then close a deal it's gonna be a six-step methodology you can use no matter what product or service you're selling no matter what industry you're in as long as your job is to get a meeting either with someone over the phone or in person and if you want to use code email linkedin or cold calling these strategies will work for you what's going on everybody my name is patrick dang before we get started with our ultimate sales prospecting guide make sure to give this video a like subscribe and turn on notifications if you want to see more videos like this now when it comes to my ultimate guide to sales prospecting right this is going to work if your job is to get a meeting with someone either over the phone or in person and get an appointment to see if they might be a good fit for you to sell your product or services right so these strategies are going to work whether you're cold calling cold emailing or sending messages on linkedin right that's when you're doing outbound meaning you're reaching out to someone who has no idea who you are so no matter what methodology you use the strategy is going to be the same so let's go ahead and dive in now step number one is going to be your sales strategy right so no matter what method you use you still have to come up with a strategy of who exactly do you want to reach out to and this is typically where you develop something called an ideal customer profile meaning who's your ideal customer right what pains do they have what industry are they in what's their revenue that you want them to have to make sure that they can actually afford whatever it is that you're selling so this is the part where you strategize who exactly do you want to reach out to and you want to make it extremely specific right because every campaign that you put out you want to be hyper focused on a specific niche and then when you want to do a different campaign sure focus on another niche but you want to focus on one niche at a time meaning if you want to reach out to real estate companies and you're writing your emails you want to make sure you only write these emails to other real estate companies that are very similar to each other right you don't want to do real estate finance and retail and do all these at the same time because it's hard to manage all these things and each different vertical is going to have different messaging so when you're thinking about your ideal customer profile think of one specific use case on how you can help them and you know focus on that one ideal customer profile at a time so once you got your sales strategy down on how you bring value to the specific niche you want to move into step number two which is list building okay so let's say you have an ideal customer profile of let's say financial tech companies who have 20 to 50 employees revenue of at least 1 million to 5 million per year and they're companies that leverage digital marketing so you know this is very specific for us very specific niche right and so what you want to do once you identify this ideal customer profile you want to find all the companies that fit the bill whether it's using linkedin using google or you know buying lists you want to make a big list of all these companies that fit this ideal customer profile the minimum number of companies you want to reach out to is 20. that's my recommendation you could do more the more is better but you want to do at least 20. the reason why you don't want to do less than 20 is because you want to have enough companies so that when you send your messages you know whether it works or not but if you only have let's say five companies just because they don't respond doesn't mean the niche doesn't work maybe you didn't reach out to enough people so that's why i recommend at least 20 try to do more if you can find more but find 20 companies and find the stakeholders meaning the decision makers at these companies and just make a big list of all of these people now the next step after you find all the companies that fit your ideal customer profile that's when you're going to start doing your outreach right so typically how this is gonna happen is you're gonna find either their email address you're gonna connect with them on linkedin or if you can get their phone numbers then you're gonna make a list so you can dial and make phone calls to all these companies now depending on the company you work at or the industry you're working in you know your different strategies are going to apply for some niches doing cold email works a lot better than cold calling for other initiatives doing cold calls work a lot better than cold email right in other niches well linkedin might be a more viable option right so you really want to look at how other people in your industry are generating meetings and that's typically the one i would recommend when it comes to picking which one you should focus on and i would actually just focus on one at a time because it's a lot of work to send a cold email send a linkedin messages and code call and manage all these different mediums it's really difficult to do all three at once so that's why i would recommend focus on one type of outreach and really master that for that specific niche because you think about it like this if you have one channel that works let's say it's cold email why would you even need to cold call or send linkedin messages when you already have one thing that works so well typically when people say they do cold email linkedin and cold calling and do all these things at once most likely they're not generating as many appointments as they would like because why would you split your attention in three different directions when if one works just go all in on that right so pick the one that really works for you invest your time into it to master it and then start generating those leads now once you start sending out your code emails or linkedin messages or you start doing your cold calls the next step of the sales prospecting cycle is to actually turn that prospect meaning someone you feel might be a good fit for your product and service and you want to convert them into an actual meeting an actual appointment where you're going to talk to them either over the phone or in person and why put this as a step is because sometimes when you send out let's say a message whether it's linkedin or cold email they may have a question they might want you to learn a little bit more about you before they agree to spend 30 minutes on the phone with you right and so that's why you have to follow up with people answer their questions and you want to keep pushing so that they actually take a meeting with you and you're not being pushy you're not forcing them to do anything you're just kind of handling the objections to say the right things in order for them to get curious enough to take a meeting with you and you want to think about like this the only goal of any type of outreach activity whether it's cold email linkedin or cold calling is to set an appointment right you're not trying to sell somebody during an email they're not gonna buy because they read your email they're gonna buy after they actually meet you in person or if you talk to them over the phone especially if you're selling something that's a little more high ticket something that's over a thousand dollars right so typically your only goal when it comes to outreach is to get a meeting right so you want to hyper focus on just scheduling an appointment you just want to keep asking them does it make sense to talk you know who's the right person to talk to you want to keep asking these questions until they actually decide to take a meeting with you and then that's when the selling process actually starts and once they actually agree to a meeting they're going to book an appointment right on your calendar or they're going to tell you a time when they want you to call them and what will happen during this first call is that you're not even selling at this point because you're still in the sales prospecting stage what you're actually doing is you're qualifying the customer to see if they are fit to buy your product or service a lot of times if you reach out to someone maybe they're not a good fit maybe the timing is wrong maybe they don't have a pain that you solve or maybe they don't even have the budget to pay for your products or services right so that's why the first initial call instead of selling somebody and telling them that hey we're so great you should buy a product or service you will first want to identify if they can actually buy and if your product or service is actually something they need in their business and in their life because if there's no real need there's no real pain you shouldn't be selling something to someone that they don't actually need right instead you want to qualify them see if they are good fit to buy your products and services if they are then you could start pitching your products or services maybe in another meeting right or maybe you can pitch it at the end of the call but you don't want to start pitching until you qualify the prospect and i know for some of you guys you might be working at larger organizations where you have a sales development rep or and you have account executives and they split these in two different roles so if your job is to just generate meetings qualify the person and then schedule another meeting with an account executive who will actually close the deal then obviously you got to do a good job and making sure that this customer is worth your time right because a salesperson's time is very valuable don't think yourself as little right meaning that you're all please buy from me it's not like that your time as a salesperson whether you're a sales available rep business development rep or an account executive your time is extremely valuable so you don't want to waste time with people who are not serious about buying so you want to qualify them see if they are allowed to buy from you right reverse the situation qualify them to see if they can even buy from you if they are then you continue down the sales process and help them make a buying decision and the last step when it comes to sales processing is you want to review everything that you just did right when it comes to your sales strategy building the list the type of outreach you're doing uh how many appointments you're setting and how the qualification goal actually went right so when you're analyzing your prospecting activities you want to find the pieces that you can actually improve so a lot of times the sales strategy is the thing that most people need to fix maybe they went after the wrong niche maybe the wrong type of companies maybe all the companies that they reached out to don't have enough revenue to buy their products and services so then maybe they have to go more up market and find more companies that actually have more money to spend on your products or services right so you definitely want to review your process and sometimes maybe you did everything right except the qualification call isn't going well where maybe you're not doing the right things to qualify them not asking the right questions to see if there might be a good fit and so you start changing your sales script in order to qualify them better right so every sale situation is going to be different there can be anything any of these pieces can be broken but you just want to look at your sales process objectively and see like okay what part can i actually improve then when you go back and repeat the process you're going to do the same exact thing that you did except you're going to switch out one part and you're going to replace it with another and hopefully that will get your sales process more efficient and you get more results at the end meaning you book more appointments and you close more deals but if you don't review everything that you're doing then how can you actually improve right so you want to make sure especially in the beginning of your sales career especially when you're starting to do sales prospecting you're always improving every time you send a campaign you should be getting better response rates more qualified meetings and you know more people should be interested in your product or service theoretically you should be getting better every step of the way and so from a high level strategy perspective that's going to be the ultimate guide when it comes to sales prospecting and lead generation no matter what type of outbound activity you decide to do the strategy is exactly the same so if you need to re-watch this video to really get a better understanding of it make sure to rewatch it because these are the foundations if you want to be successful at sales prospecting and if you enjoy this video make sure to give it a like subscribe and turn on notifications if you want to see more sales prospecting videos like this and let me know in the comments what some of the challenges you have when it comes to sales prospecting so i can help you guys by making a video about it and you know sharing what i know it hopes to solve some of your challenges and if you want to get more in-depth training on how to get a meeting with anyone and sell anything to anyone i got a free in-depth training click the link in the description to get access to that free training now and if you want to see more videos about sales prospecting make sure to check out my other sales prospecting videos the link is going to be somewhere on this screen so that said my name is patrick dang hope you guys got a lot of value out of this video and i am going to see you guys in the next one