Sales funnel development for Security

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how to build a business development funnel there are six critical steps you need to follow to build the perfect business development funnel i'm gonna share all six of those steps with you and at the end of our time together today i'm going to share with you the key to success the one thing you need to do if you don't do this one thing the whole system falls apart so make sure you stay with me all the way to the end of our time together as i share with you the key to success you don't want to miss that okay let's get right into the content right now step number one you want to go to your ideal client and see what qualities that client possesses and then identify other prospects that have those same qualities as your ideal client now these people aren't prospects just yet they're suspects because you suspect that if you can engage these folks they will be the ideal client for you so what you're going to do is you're going to go to your ideal client you're going to look for clients that are easy to work with clients that you have a friction free relationship with clients who make it fun to come to work every day that's the first thing you're going to look for the second thing you're going to look for are clients who are compliant find clients who do what you say they should do find clients who give you everything you need in order to achieve the results they want and the results that will make you successful in the work that you're doing with them so easy compliant and then finally you want clients who are profitable don't look for more clients who are not profitable or only slightly profitable if you're taking all the trouble to build a business development funnel you want clients that are easy compliant and profitable that's step one in this process identify those ideal clients step one in building your business development funnel step number two target these clients in groups look i know you're out there and you're thinking to yourself hey i can go to three networking events a week and at each networking event i can connect with somebody who may be a good client if you signed up all three of those people it still wouldn't be worth your time you've got to use leverage you've got to target clients in groups and here's what you're going to do if you're in the business of business space you're in b2b sales you want to target trade associations you want to target associations where your ideal clients go and they hang out with other people who are just like them and when you target these trade associations you're not targeting them for networking you're targeting them to go and speak to those groups or to create videos just like this one and distribute those videos to those groups as learning and development tools if you're in business to consumer space you market right to consumers you're going to go to groups and associations that are full of your referral sources so when you're targeting groups you're either looking for groups or associations that contain your ideal client or you're looking for groups or associations that contain your ideal referral sources now what do you do when you find these groups you pitch yourself to deliver impactful training seminars even short 30-minute 45-minute speeches are effective why do you want to do that because when you're in front of these groups you're going to enhance your credibility and it's also a lead generation opportunity and how do you generate leads when you're in front of the room i'm gonna share that with you in step three here's step three and how to build a business development funnel you need to engage the people that you're targeting once you get in front of them in groups how do you engage them you offer a honeypot what's a honeypot it could be a free report it could be a white paper it could be a video course it could be a series of videos it could be a ticket to an educational event the idea is that by offering people who are in a large group something for free that's valuable but it's also an educational information product that engages them by offering this to them the people who accept that offer are immediately interested and they go from people you suspect might be great clients to prospects if they're interested they have one of the four qualifying characteristics that you're looking for so once you get in front of them as a group you want to engage them by making an offer of a free information product that's called a honeypot you want to offer your honeypot to this group of people so that those folks who are interested can identify themselves why do we care if in business development we're talking to people who are interested because people who are interested buy and people who are not interested don't buy we only want to talk to people who are interested that's step three engage people using your honey pot step number four qualify the people who opt in so anybody who accepts your offer of a free information product they decide hey listen i wanted to get that free report or i want to opt in to that free video course anybody who does that should get a phone call from you or a member of your business development team and on that phone call you're gonna figure out if they have the ability to make a decision they have to have the authority to spend their budget right they have to have the ability to make a decision they have to have a problem you can solve and they have to have money they have to be able to pay you the ability to make a decision a problem you can solve and money but the fourth thing is urgency so if they have the first three and they don't have urgency i'm going to show you what to do with those folks if they have all four and you're on the phone with them you immediately try to sell them your product which will take away the problem that they have okay they've told you they got a problem you can solve you got to take the problem away from them you got to help them with that problem that's the solution that you have you offer the solution immediately if they don't have the urgency to do business with you now you move on to step five and step five is nurture them so they have money they have the ability to make a decision they have a problem you can solve they're just not ready to buy yet that's fine you're gonna hit them each week with a weekly email newsletter or even more frequently if you want to you can distribute your podcast daily to them or you can share videos with them each day you want to nurture them stay in frequent communication at least each week with them until they buy or until they die nurturing them is critical every fourth or fifth communication you have with them you're going to move on now to step six and that's make a gateway offer what's a gateway offer a gateway offer is a product or service that immediately solves their problem that's very easy for them to opt in for you to use with them so make it easy to do business with them it's the start of your relationship it's not the end you're not selling a multi-million dollar product here you're selling a 3 000 product you're selling a product that immediately helps relieve some of the pain immediately delivers value and it's the beginning of your relationship so that's your six step business development funnel i promised you a key to success now i'm going to deliver that key to success it is you must make this entire process brain dead simple for your business development team to follow and how do you do that you make it a system now i gave you in the last seven minutes i just gave you the six steps but you're thinking to yourself dave i got those six steps but you say those six steps every day dozens and dozens of times a day you know them by heart i don't know what to do i don't know how to implement this with my sales team i've got a gift for you go to revenuerroadmapguide.comrevenuerroadmapguy.com that is a revenue roadmap report that outlines this entire system in enormous detail huge detail then at the end it has a questionnaire you fill in that questionnaire and it customizes the system for you and your team go to revenue roadmap guide right now get your system and that will be your business development funnel you want to discover more information about business development you want to learn scripts tricks tips and tactics watch the next video in this series go right below me right now scroll right down there click on the video right there that you see below click that link right there click that video right there and i'll see you in our next video