Enhance your customer prospecting process for facilities with airSlate SignNow

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in this video you're going to learn the fundamentals of sales prospecting and how you can use it to turn total strangers into paying customers and you want to make sure you watch this video until the end because if you are doing any type of sales prospecting and you are missing out on these strategies no matter how many cold calls you make linkedin messages you send or code emails you send you're not going to get any results so if you just take a couple minutes to learn these strategies it's going to dramatically increase your success rate what's going on everybody it's patricking here before we get started make sure to give this video a like subscribe and turn on notifications if you want to see more videos like this and let's get started now the first thing we got to do is we got to get an understanding of what exactly sales prospecting is now sales prospecting is generally the act of looking for people who might be a good fit to buy your product or service right in a way you're kind of hunting for customers and how it works is you just make a list of people that you want to sell to and you reach out to them either with cold email linkedin or cold calling so now that you understand generally what sales prospecting is let's dive a little deeper on exactly psychologically why it works now when it comes to sales prospecting there's going to be three key stages that somebody will go through before they actually become a customer what you want to do is you want to look at this like a funnel okay and the first step of the funnel the three-step process is that you're talking to somebody who is unaware that they have a problem now when it comes to making any type of sale before someone can actually make a buying decision they usually have to recognize that they have some type of pain right the pain has to be bad enough for them to want to pay money to make that pain go away similar to how you would go to the doctor you have a stomachache you're willing to spend money ask for advice and buy medicine to make the pain go away selling pretty much anything is the exact same thing now most people that you're going to talk to are going to be unaware that they have a problem so let's say for example you are selling a software to accountants right and for accountants maybe they're going about their business and every day they're doing their accounting work and everything works but it could be better but they don't even realize they have a problem so if you are let's say reaching out to them with a cold call for example and you ask a question like hey just curious how exactly are you handling all your administrative work and they might say oh you know we just you know i put it on excel and we have print out all the paperwork and stuff like that and it works and you can ask more questions and say okay that's pretty interesting you know i'm just curious how come you guys haven't automated this process yet you know there's software where it can take care of 80 of the work you're talking about and they might say oh really what kind of software can do that right so basically for these accountants maybe they're doing something a current way and it works but they don't realize how much time they are wasting and how much money they're wasting doing it the old way and that's why you want to give them the new way which is purchasing your software and now suddenly you turned a latent pain a pain someone doesn't realize that they have and you turn it into a realized pain and suddenly the prospect or the person you're trying to sell to is aware of the pain and they're more interested in buying your product and services so when you are doing any type of sales prospecting whether it's cold email linkedin or cold calling the first job is to understand if the prospect even realizes they have a pain and if they don't realize it quite yet it's your job to make them aware of these pains now the next step of the sales process is once the prospect is actually already aware of their pains either you have educated your customer on what these pains are and they you know see what problems they have or maybe they already realized they have a pain but they didn't know a solution existed either way they are aware of the pain and it's now your time to ask more questions and make that pain really hurt and what i mean is that you don't want to solve their pains right away you want to really make them realize why that pain is so strong and why they should actually do something whether it's to pay money or invest time to make it go away and invest in your product and services so for example if you were selling let's say accounting software you could say how many hours a week do you spend on accounting you know how much money is that costing you to do it manually have you tried anything to fix it yet and as you ask these questions the prospect is going to realize wow actually i've been doing this thing the hard way for the longest time why haven't i found a solution sooner right you're getting the prospect to think and you're getting them to try to solve their own problems but in the end they're going to realize that they can't really do it by themselves or maybe they don't want to do it by themselves and you happen to be the expert who can help them solve their problems better than they can do it by themselves now although this might seem like a very basic concept it is actually quite advanced and not that easy to do basically you're taking someone who has no idea who you are and they don't know what your products and services do and you are trying to convince them that hey you have a problem and this problem is really bad and you should buy my products and services to make those problems go away right that's like true selling now it's very different from let's say you know a sales rep working at the apple store right because in the apple store you know the people who are working on the sales floor selling iphones and ipads and things like that they do not get commission for every phone or computer that they sell because apple does such a great job in their marketing and branding people come in and they just ask a couple questions and the products essentially sell themselves when they get to that point so the reason why sales people get paid commission especially when it comes to prospecting and closing deals is because you're doing something difficult in that you're you know selling something and convincing someone why they need your certain product and service even if they don't even know what it is now the whole goal when it comes to you know getting people to become aware that they have a problem is that you're gonna want to position your product and service as the solution to their problem that way it's a very natural cell right you're not really forcing anything on a person it's like hey you already have a problem i might be able to help you you want to hear about what i do and they're going to say sure tell me all about what you do and you earn the permission to pitch now the last step of the sales cycle is to get the prospect to make a decision and usually this is going to be a purchasing decision on whether or not they buy your product and service so you know before you even get to the point where the customer is ready to say yes or no you have to understand this you identify the customer's pain you make them really realize why that pain is so powerful and then from there you position your product and service as the solution to their pains from there the prospect is going to make a decision on whether or not they should buy depending on what you told them now you have to understand that even if they have a payment and even if your product or service is the perfect solution most of the time they will actually say no right and that's basically sales there can be an infinite number of reasons for why someone says no maybe they don't have the budget or maybe they're working with a competitor or maybe it's important to them but there are other things that are more important right now and maybe in the future right it can be an infinite number of reasons so you have to understand that even if you do every step of the process right people can still say no however by doing this process you increase your odds of people saying yes so when it's a good fit to work together you want to get that yes now a trick here is that when it comes to getting the prospect to make a decision you either want two things you want a yes which is great or no which is okay too because people say no for different reasons but you never want a maybe right because maybe means what does that mean does that mean they're gonna buy later they're gonna buy now what is the situation either they know they want it or they know they don't and you want to clearly articulate it and clearly get them to say yes or no if they say no that's okay but you have to understand why so you can improve your sales cycle and sales process for the next person if they say yes great you generated a sale but if you get a maybe you don't even learn from it you don't know why they didn't buy and you can't improve so again get a yes get a no but you never want a maybe and so what i said those are going to be the three steps to sales prospecting first the prospect is going to be unaware then you make them aware and then you get them to make a purchasing decision if you enjoyed this video make sure to give it a like subscribe and turn on notifications if you want to see more sales videos make sure to check out my other videos and let me know in the comments what's the number one takeaway that you got from this video because i'm always interested to hear what you guys think so that's it my name is patrick dang and i will see you guys in the next one