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hey John crostini here online marketer and tech entrepreneur and I'm gonna be going over what is prospecting sales and how do you do it in this lesson now I've done a lot of sales in my time my first job ever was actually doing sales and I'm gonna be talking about prospecting which is the very basic thing it's getting leads and what the definition of prospecting is if you actually just want to look it up is when you make outbound calls or send emails to basically find leads to find people who are interested to create opportunities for yourself prospecting is the first step generally it goes the way things go is you do you prospect for a lead you find you you find somebody who's interested which is called lead and then that lead is pitched or sent to a closer to close a deal right so we have three stages of sales here and everything starts with getting finding people that are interested everything starts with finding people that are interested in talking to you and eventually buying the product or service and what I'm gonna be going over in this video is what sales prospecting is how to do it how I would go about it how I've gone about it to be much more effective than what they traditionally teach you in sales organizations so let's get into it [Music] now generally how sales prospecting is done is sales reps will send out a bunch of emails or a bunch of calls to find people who are interested in their product or service so let's say I was selling nut butter you know I would just call up a bunch of people and say hey you know you interested in getting more fats in your diet you know and I get no no no no no and I get a couple people on the keto diet like I am that are like yeah that's prospecting call a hundred people find the few people who are interested in nut butter right now that's I think that's a highly ineffective way to go about prospecting that's what's taught in most sales organizations the way to go about prospecting let me know by the way if you work in sales type and I work in sales and but I'd also love to hear if you type also how do you be prospecting how do you get leads does the company just give them to you or do you do your own prospecting now the way I would go about it to do sales prospecting is first off I would talk to the other salespeople and I'd figure out what everybody else is doing for prospecting are they using the leads that the company is giving them are they doing their own prospecting how do they go about I talk to a lot of salespeople and it also talked the salespeople the other people in the organization you're working with or that are out outside sales people that are selling on their own I talked to them and then asked them information about the customer the people who end up buying I asked him tell me about some of your deals tell me about the people what are they interested in are they interested is she I'd get into everything what sort of car do they drive what do they watch what you talk about I get whatever information I could glean from other sales people about how they prospect and also who buys and I talked to preferably the top sales people and I try to get a dip I try to understand what the top sales people are doing that's working so well are they doing something different with prospecting or are they not it also talked to the weaker sales people and asked how their prospecting now I'm sure I'd be surprised by the results I'm sure some sales people they don't prosper they just use the company's leaves and they're just better at sales than the next guy other people they you know might have a really interesting system for finding out interesting in people that will become leads doesn't matter talk to the salespeople talk to other people selling the same product you are and for those of you that follow me an affiliate marketing that prospecting is very similar to targeting talk to other affiliates if you can do competitive research figure out your customer now the next step I would do is I'd get really creepy super creepy I get unbelievably creepy but and I'd go direct to the source I'd look at I'd figure out the people who have bought whatever you're selling I don't care if you're selling Salesforce or if you're selling kitchen appliances or if you're selling interior decorating you know consultations get creepy the people who are actually buyers people who are actually using the product or service I'd look at their Facebook profile I'd look at their Instagram profile I'd look at their you know I'd look them up on Google I'd look them up on everything that I possibly could I'd look up where they live I'd google their address I'd google their phone number I'd see if their phone number correlates to the place they live or if maybe their phone number is from another state and they move I'd go on Facebook I'd look at their interests I'd look at what they've liked and look at what they watch look at what videos they've watched recently I'd look at everything about the person I'd I'd reverse-engineer what age they were I try to find where they went to high school I want to know everything about the customer okay everything about the customer and I do this for many customers if you work for a sales company or if you do marketing get creepy on your customers okay get creepy folks seriously because the creepier you get the more information you'll learn about your customer you'll start learning things that other sales people don't know you'll start learning about what events they attend you'll start learning what things do your customers have in common and what don't they have in common maybe all of your customers have some weird interest maybe they're all survivalists right maybe all of your all of the people who buy the products you have are randomly but just complete coincidence gun owners or business owners or you know they're all from a certain background or they're all immigrants whatever it is get creepy on your customers know the customers more than anybody else in your organization because once you start connecting the dots you can do a lot of things you can you can work in certain things in your sales pitch let's say all most your customers were born in the 50s talk about disco right talk because all of if your customers were born in the 50s they probably like disco too reminds them of their their younger days so now you know talk about disco talk about Led Zeppelin talk about stuff like that right or you could you know you have so you have conversation topics you also have targeting topics you also have a better feel of if somebody is going to eventually be a buyer so get super-creepy number three is I would buy lists okay so I I am Not Afraid to buy lists to buy data to get more information to get leads that are better than other people's leads if I for instance know that all of my customers all the people that buy products from the company I work for are you know six 70 year old Republican seniors living in non coastal states then I have a much better idea of who I should be talking to than the next guy and I'm able to do a lot better business so get creepy by lists and as always the way I would go about prospecting is just try out new things always be trying out new things okay because you never know if you don't just go next I would say always test test new messaging and also measure everything you do so if you talk to a hundred people from that or let's say Republican seniors and a hundred people that are democratic seniors you'll get a good sense and feel of what market works better okay and that'll help you get more sales it'll help you get better leads it'll help you work better areas instead of just going with the leads or the lists that your company gives you know the customer better than anybody else and you will succeed if you'd like to learn more about how to do marketing how to make money how to do sales check out my you know make sure you subscribe to my channel I talk about this every single day literally five days a week give it a subscribe hit the notification bells so you're aware of my question the answer sessions I'm always doing are sometimes doing question and answer sessions live but you can only learn about them if you if you're notified and leave a comment below if you have any questions if this helped out let me know what helped out the most was the advice on just talking to your fellow salespeople was it advice I'm getting creepy or was it advice on buying lists so let me know in the comments below looking forward to speaking you soon if you want to interact with others feel free in the links in the description you could check out my training course and also join one of our communities we have a reddit sub forum we have a Facebook group and we also have a discord chat channel if you want to talk sales and marketing talk to you soon bye