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sometimes when you're doing sales prospecting whether it's code email linkedin or cold calling people just don't respond and a lot of times it's very difficult to understand why it's not responding if you don't know why they're not responding then how are you gonna fix it so in this video i'm gonna give you my special framework that you can use step by step to figure out exactly why your sales prospecting is failing and i'm gonna show you how to fix these mistakes so that you can start generating more meetings whether you're doing code email linkedin or cold calling [Music] what's going on everybody it's patrick inc here before we get started make sure to give this video a like subscribe and turn on notifications if you want to see more sales training videos like this and if you want to take your sales training to the next level i actually got a free training link in the description if you want to check that out but with that said let's go ahead and get started all right so the first thing we're going to do is start out with the high level strategy of how to fix your sales prospecting right so the strategies we're going to talk about it's going to work whether you're doing any code emailing linkedin or cold calling doesn't matter what way you're reaching out the foundations of how to understand why people respond and don't respond are going to be exactly the same so there's three key elements you gotta understand when you're doing any type of sales prospecting and that's number one who number two what and number three offer okay it's gonna be your who what and offer so essentially if you nail these three things down you can figure out exactly how to get more prospects to respond to any of your outreach and if any one of these three elements are broken in your sales prospecting well not many people are going to respond so you got to make sure you nail all three so the first one we're going to talk about is your who right and essentially you're who is who are you targeting who are you trying to reach out to right some people might call this a niche a market or even a ideal customer profile you know no matter what you call it is essentially the same it's who you want to actually reach out to now the problem most people have is that when you are starting out any type of sales prospecting your who is very broad right so someone might say oh you know my ideal customer is startups tech startups okay okay that's that's a direction but tech startups is so broad like what kind of tech startup are they well funded how many employees do they have you know what industry are they in are they in marketing finance real estate healthcare you know who exactly are you reaching out to right you can't just say tech startups because that can mean so many different things and if you're trying to sell to everybody you're not really for anybody especially in the beginning because you may not have product market fit meaning you don't know who exactly should buy your product and service so when you are really thinking about your who and who you should reach out to i would focus first on your industry the company size that you're reaching out to whether it's small medium business or enterprise level whether or not these people have money to buy your product and service is very important right a budget so if they're a small startup can they afford a 20 000 per month software probably not but maybe an enterprise might be a better fit right so the budget is very important as well and the most important thing in my opinion is actually the pain right what problem does your ideal customer have that you can actually solve with your product and service so when it comes to the who right you got to really break this down and be very specific on who you're trying to reach out to the more general you are like saying oh i you know reach out to real estate agents right okay what kind of real estate agent high end low end middle uh successful real estate agents real estate agents are just starting out their first year right there's so many different ways to break down a niche essentially and the more deeper you can go the more likely people are going to respond to any type of prospecting you do because you're really speaking their language and you really have empathy for their current situation so that's the first step you know when it comes to sales prospecting if people are not responding really think about your market who are you reaching out to and are you reaching out to them in a way that's too general and that's why they're not responding and if that's so narrow it down and get very niche right and your your poor people you can sell to get smaller and smaller but at least you got to get some sales um before you start going for the big fish right so start small get some results and then expand from there so now the next element you have to understand is the what what type of product or service are you actually selling right so if you're solving a problem for a specific market or a specific niche there's many different ways creative ways to solve a problem right for example are you let's say creating some kind of software to solve a problem do you offer consulting services or maybe you are an agency and you actually provide the service and you do all the work for the person or maybe you don't provide the work or do the work but you just give them advice as a coach and you coach them through it so they can do it themselves right so you know whether it's a product or service or whatever it is you have to understand how you're actually delivering on the goods right are you doing it for them are you selling an online course are you selling a product or maybe a software you know how are you delivering on the goods so let's say you're doing sales prospecting right and you're let's say offering coaching services and you want to coach people and you want them to do it themselves and you just want to give them advice you might find that that particular market doesn't want coaching and maybe they just want somebody to do it for them right and maybe they're willing to spend a lot of money to hire an agency to do all the work because they don't want coaching they don't got time maybe they just want to hire you to do it for them right and so sometimes you might have to just switch up you know what you're delivering to fit the actual market if you find that your market doesn't want coaching at all and they hate coaches then you got to switch it up maybe agency model works better or maybe you can provide a software as a service i don't know it really just depends on your market so it's important to understand what okay what are you actually offering and a lot of times if you're doing any like cold email or outreach well sometimes you just change your what and suddenly people become more interested because they like the way you're delivering on the goods and the last step of all this is going to be the offer right so let's say you got your market you know who you're targeting and you also have your what is as in you know how you're going to deliver on your product or service now it comes down to the offer how are you positioning your product and service in a way where people are actually receptive to it right that can come down to what features you offer uh what pricing you offer or how long it takes for the customer to actually get the result you are promising in return for money how easy it is to actually get the result does the person have to work hard at it or is it really easy for them to get a result right these are all things are packaged into an offer also it can be things like any type of promotion discounts or any type of bonuses that you're going to offer as let's say an incentive for someone to make a decision sooner rather than later so you can always position your offer in ways that will entice people to make decisions a lot sooner so for example let's say you are selling marketing services right like you're selling you know advertising services whatever so you might say okay you know we charge like 2 000 bucks a month for you know our fixed fee and then we're gonna take 20 of your ad spend right so if you're doing like that you know what else can you offer somebody to entice them even more right maybe they need advertising services but they're just not you know pushed over the fence yet you might say something like okay so if we don't get you you know xyz result then we will actually give you a full money back uh guarantee refund uh because we didn't get you the result so then now the customer has more peace of mind um that you know they will get their money back if the agency doesn't deliver on what they promise right that's a way to position your offer or you can say something like this if you're selling software i used to do this all the time when i worked in enterprise sales and we would say like hey you know this is going to cost 20 000 but if you can make a decision by the end of the quarter we can give you let's say a 25 discount and you know we're gonna charge you fifteen thousand dollars instead of twenty thousand dollars but you have to make a decision by this certain day otherwise we're going to go back to the regular price so in that way i'm positioning an offer as a discount and i'm i'm basically encouraging the customer to make a decision sooner by a certain date to get that discount right so i'm doing them a favor by giving them a discount and they're doing me a favor by closing on a certain time especially valuable if you're trying to hit a certain number for your quota for the quarter or for the year i give you another one let's say you're selling a coaching program right and you promise a certain result after 12 weeks well maybe people don't have 12 weeks to actually go through a coaching program they say hey i want results now and so you say okay fine um i can charge you it's going to be more expensive but we can do all this in one month right so that's like uh three times faster to get the result but you have to pay a higher price and people might say oh you know it costs more money but it saves more time so it's actually worth it for me and so they might move forward with a deal like that so it's like you know you can offer the same exact thing to somebody change you know one element like price how long it takes to get a result and things like this and actually people might be more receptive to that offer but typically when it comes to your offer this is gonna happen when um you actually talk to the person on the phone and you're actually trying to close them but when it comes to sales prospecting you know the main important thing when it just when it comes to getting that first meeting to even pitch your offer is understanding who you're going after what you're offering and and what pains they have and putting that in your outreach whether it's called email linkedin cold calling so that they are more encouraged to actually book a meeting with you and if people are not booking meetings with you and you're like why aren't people responding you got to look at these three things you know are you going after the right market if not switch it up or maybe your offer or their product or service that you're you're offering isn't that great and that's not what people want that's not what the market wants so you have to switch that up or maybe it's your offer and how you position whatever it is that you're selling when you're on the phone that could also be the case right so essentially there's three elements right who what an offer and you want to switch out one thing at a time if you know things aren't working right so if i was doing sales prospecting and people weren't responding i might say okay i'm gonna do keep everything exactly the same the cold email exactly the same except i'm going to switch who i target instead of small medium business i'm going after enterprise and let's see how that works right and so basically you do one switch at a time and then each campaign is going to focus on let's say 20 companies that fit that uh those three elements and then if it doesn't work switch one thing like the who what or offer and then try again and eventually you do it over and over and over you start improving your results because you know you kind of do it incrementally um kind of like a scientist in a sense right like the scientific method right so that's essentially what i would do if i was doing sales prospecting and it wasn't working i would switch one thing at a time until something did actually work so if you enjoyed this video make sure to go ahead and give it a like subscribe turn on notifications if you want to see more videos like this let me know in the comments what's your number one takeaway that you got from this sales prospecting video and if you want to take your sales game to the next level i got a free training on how to sell anything to anyone link is in the description if you want to check that out and level up your skills so with that said my name is patrick dang hope you guys enjoyed this one and i'm gonna see you in the next