Sales funnel explained for facilities

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hey what's going on everybody it's patrick here so in this video we're going to talk about how to turn code prospects into paying customers specifically for sas and tech sales you want to make sure you watch this video into the end because if you're someone who needs to sell technology and you want to close deals fast even though nobody knows who you are this is going to be exactly what you're looking for 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 go ahead and dive in so if you want to sell sas and you want to be successful at it the first step is actually to define your customer and the rule i always have and i've said it in many of my other videos if you're selling to everyone you're not selling to anyone so you want to be as niche as possible because if you're selling a software that's expensive well the only people that are going to pay a premium price for that is people who have a serious problem that you are able to solve generally if you're selling to kind of everybody no one's going to be willing to pay a lot of money for your product and service because they kind of need it but not really you need to find the people that really need it and they really need it right now because those are the people that gonna buy quickly and they're gonna be the people that will spend a lot of money with you so define your customer be crystal crystal clear who this person is because the clearer you are the easier every other step of the process is going to be and that's from cold emailing cold calling and actually selling to them over the phone but defining your customer is gonna make everything easier so make sure you do not skip that important step and the next step to the process is to pre-qualify your prospect so this means that when you're sending out your code emails you shouldn't just be like oh i'm gonna send email to every business in california because you're not pre-qualifying your prospects right you have to find a way to distill your data your list of people that you want to reach out to in a way that will increase your odds of success meaning that if you're selling something very specific to a very specific type of person you need to ask yourself is there a way to get information on who will actually be interested in buying my product and service so it could be something like this it could be like repair shops in california specifically in the los angeles area who are already running facebook ads and do over a hundred thousand dollars in revenue now we're talking very specific pre-qualifying your customers and making sure let's say they're in a specific area they have a certain revenue they're doing per month usually that revenue correlates to being able to afford your software then you're pre-qualifying if you're going after let's say auto repair shops that are only doing 10 000 in revenue per year they have no money to buy your product and service right so you need to find a way to filter out the noise and find the right people and how do you actually do that one is you can call them up and find out but that's going to be taking a lot of time the other way is to actually just pay for the data you can use products like dnb zoom info and there's all these other companies that have you know strengths and weaknesses on what they do but you got to find the data somehow and don't make excuses and from there once you pre-qualify your prospects you're gonna send a code email you're gonna and then you're gonna talk to them on the phone and you're actually not really selling anything to them quite yet instead what you're doing is you're qualifying them once again so sales especially in technology and sas it's all about qualifying qualifying qualifying so that the only people that will actually hear your pitch are the people who should be interested in your product and service you don't want to be going doing a pony show as i say meaning that you don't want to go to every single person and try to pitch your product in service instead you should qualify them first and get them to want to hear your pitch have them like jump through all these hoops before they have the opportunity to hear how you might be able to help them the more work you put on them the more you qualify them the easier it is for you to sell and the moment you find out somebody is not qualified to buy your product and service well that's when you cut it off like if somebody doesn't have the budget well they literally can't pay money to buy your product and service so you can just cut them off and be like hey you know does it make sense for us to work together now but hey maybe in the future you can hit me back up and you move on to the next person so whatever it is you're selling you might have specific qualifications that you're looking for whether it's like revenue size employee size future plans of the company make sure they hit all the check marks before you actually do your pitch to save yourself a lot of time if you're pitching everybody you're just going to be exhausted frustrated that no one's buying it's just a waste of time so make sure you qualify before you pitch so now that you qualified your customers you still want to sell your software the next step is actually doing the presentation so for the presentation because you qualified them so much you understand all their pains and you know for sure that they should buy your product and service well your presentation is all about representing that so a presentation is not really like you're just hardcore pitching them a presentation is just saying like hey guys you told me that you have these problems i made sure that you checked all the boxes before we even got to this step what we're going to do for the presentation is we're going to solve all your problems one by one and we're going to show you specifically how we're going to solve your problems better than anybody else in the market does that sound good with you everybody here and they're going to say yep sounds good and then you go through your presentation now in the presentation what you really want to do is just kind of have like in the beginning have an agenda for the bullet points of what you're going to be talking about and those bullet points typically will be pain points right so it's like pain number one pain number two pain number three and then through the whole presentation all you're doing is hey guys so for our first point is you told us that you have no way to book appointments with your customers well let me go ahead and share with you how we're gonna be able to help you do that and then you go into your software and you know show them exactly how you saw that pain after you solve that pain from a high level perspective you say okay guys so for the second point we're gonna talk about is pay number two which is x y and z so you one by one just solve every single problem that the customer told you that they had and you know they have that because you pre-qualified them and then you qualify them once again over the phone only then you actually gave a presentation so all our presentation is is just going through each step one by one and then at the end you would be like okay great seems like we solve all your problems do you guys have any questions or was there anything else that you know i might be able to help you with and they will say nope we're all good that's exactly what we need or they might say oh that's really interesting patrick but i had a question about x y and z can you help me understand that and then you just kind of go back and forth with that q a and by the end of the presentation you what you want to do is you want to have clear next steps for what will happen sometimes people can close right away sometimes it takes a little more nurturing and negotiations before that happens but you want to make sure you know everyone's clear on what the next step is at the end of the meeting okay so for people that don't close right away this is the process called nurturing because some people maybe they don't have the budget today but they'll have it in the future maybe some people it's not the best timing for them to work on a certain project million different reasons for why someone doesn't buy like right there so what you want to do is you want to keep the relationship intact and you want to nurture that lead right so if you know their problem is that they need a software to handle booking appointments for example every once in a while you check up on them and be like hey we just launched this feature that allowed barbers to book appointments so much easier and here's a customer success story of someone just like you who use our software they were successful and these are the type of things that the customers want to see you don't send them random articles and be like hey i read this on the wall street journal check it out because it doesn't provide any value the content that you send to people has to directly solve their problem and make them feel like oh dang like i remember i did this meeting with patrick i definitely need to jump back into this because this problem is getting too out of hand so every piece of information you need to send them needs to agitate the problem and show them that you actually solve the problem and yet to nurture the lead over time sometimes it takes a long time depending on your sales cycle sometimes it's very short it really just depends but just whatever it is that you're saying and whatever it is that you're sending make sure it is of quality and the prospect actually cares to read it and see it or watch it so the last step of the process when it comes to selling sas is really closing the deal after you qualify the customer you show them the product and service and you they understand like why they should buy all you gotta do is say hey based on everything that you've seen so far is there anything else you need to see before moving forward let's for example if they say no you know we're not really assigned today and i'll say okay well great thanks for telling me that well you know just curious you said that you seen everything you need to see to move forward and it seems like you do want to move forward but you don't want to sign today so i'm just curious right if you already want to do it is there any reason for what's stopping you or is there any questions that i might be able to help you with and they're going to tell you any hesitations that they have any objections that they have that's where they're going to tell you now if you don't ask the question they'll never tell you the objection and if they never tell you the objection then you can never handle that objection don't be afraid of notes expect notes to happen expect people to give you a reason for why they need to delay a deal just make sure you understand why they are delaying the deal and what you can do to unblock them so that it makes the buying process so much smoother the way i look at sales is you don't have to force someone to buy something you really you're just helping them buy so it's not like you're selling them you're helping them buy totally different mindset all you're doing is helping them get to where they already want to go removing all the friction that stops them from buying and once they buy it's going to change their life and make their life so much easier and so that's the perspective that i have when it comes to selling software especially if you don't want to come off as sleazy or slimy and so that said that's everything for this video if you enjoyed it make sure to give it a like subscribe and turn on notifications if you want to see more videos like this what i said my name's patrick dang and i'll see you guys in the next one