Streamline sales lead qualification for personnel

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Let me ask you some questions. Do you ever look at your calendar and realize that you just don't have enough appointments? Or how about ever feeling like you need to close every single opportunity because you have so few in your pipeline in the first place? Or how about just about being willing to hop on calls with prospects that you know are complete tire-kickers, but you did it because you're thinking, "Well, what else am I going to do?" Maybe you're also just looking to just generate a little bit more in the way of appointments in order to ultimately improve your sales number. Well, no matter what I just mentioned, if you relate to any of those issues, the real problem that you're likely facing is that you're ultimately going to feel like you're stuck in that old-school approach to generating leads, or maybe even don't even have a process in the first place, and you're just living by that hope prospecting, which is just as bad. Of course, we've got to do everything we can to avoid that dreadful place which is hope prospecting. Either one, whether we're in the old-school model, or we're just using that hope prospecting, we've got to change the approach. And so let me walk you through what's typical of the old-school approach, because chances are if any of those issues rang true to you before, this is what's happening. And so the first thing that we see in the old-school approach to prospecting is that we don't even really know how many appointments that we actually need in the first place. So what this ultimately means is, do you know exactly how many appointments you need every single week in order to hit your sales numbers? If you don't know that, then you're already starting from a place of complete uncertainty, and everything that you're going to do is never going to lead to you ultimately hitting your goal. One of the keys to effective prospecting is actually knowing what the end game is, and then working back all the way to knowing exactly how many appointments you need. We'll get more into that in a little while. The next thing that we see all the time is the haphazard, haphazard prospecting. Where, and maybe you relate to this, where you'll make some cold calls today, you'll send out some emails, maybe you'll do some LinkedIn outreach, maybe you'll send something. But it's really haphazard, and there's no clear process for taking someone through to ultimately getting them to know who you are. So actually, I already gave the word away, which is one of the next things in the old-school approach, which is that we're lacking that process. So I'll cross it out, right? They're lacking the process. There is no process in place that's going to help you convert someone who has no idea who you are into a paying customer. And so when we take that to its next logical extension, it's also that we see that a lot of people using this approach are ultimately highly unscripted. And when I say unscripted, I don't just mean phone scripts, although I do mean that, but I also mean, what do your emails looks like? What does every single outreach look like? And is it really thought through? And is it leveraging the best science on what gets people to actually reply? We cannot be winging the process. Everything needs to be mapped out perfectly. And the next thing that we see is that a lot of sales people in this old-school model are leveraging outdated tools. The world of prospecting has changed completely in the past couple of years, right? So if what you were doing in the year, let's say, 2012, it may have been working really well, but if you're using that same approach, there's no way that's going to work today. The world has changed completely in just the past few years. Even if what you were using in 2018 is still what you're using today, chances are that's not going to be working either. The world of prospecting has changed so much, and there's so many amazing tools that you can be using to leverage to ultimately generate way more appointments. And then the last component to the old-school model to prospecting is simply this. What we call spray and pray. Spray and pray. And spray and pray is just this, and you've probably thought of the term before, which is using the real shotgun approach which is trying to reach out to thousands of people, and you're sending blast emails, using your Constant Contact or whatever, and it is a real just spraying out to every single person out there. And the reality is that all you're going to do is accomplish two things. One is you're going to accomplish making sure that you don't generate any appointments, and two is that you're just going to (bleep) a lot of people off, right? You've probably received spray and pray emails before where it's someone that just says, "Hi." Maybe it mentions your first name, but then it's just like a complete boilerplate email. And all those things do is piss people off. It is a complete waste. You need to make sure that you are targeting the exact right person. Ultimately, what we see is that the old-school approach adds up to the fact that most sales people are just all over the place when it comes to prospecting, and they're doing the same thing over and over and over again. And as you may know, Einstein's definition of insanity is doing the same thing over and over again and expecting a different result. We need to break that pattern. My name is Marc Wayshak, and I am the founder of the Sales Insights Lab, and what I'm going to teach you is the exact process that I've used to generate thousands of appointments for myself, and ultimately grow my own business and my team's sales appointments. As well as, more importantly, I've used these processes to help thousands of clients blow up their sales. These techniques work. So I'm going to share with you the nine keys to generate tons of high-quality leads. Check it out. So we're going to move over to the blue area, which is the solutions area, which is this is the the exciting stuff where I'm going to be showing you exactly what you need to be doing in order to generate high-quality appointments that are ultimately going to lead to high-quality leads. And so the first step is that you must have your prospecting blueprint. And so what I mean by a prospecting blueprint is that your process must be mapped out just like you're looking at a blueprint of a commercial building. Have you ever seen a blueprint for a really big building? I mean, it's amazing. There are so many levels and so many facets. And that's exactly what you need with sales. And this doesn't mean that you're going to have to be spending hours and hours and hours just mapping out the blueprint, but you need to have that process in place, so that way, you know exactly what you're going to do over the next 45 to 60 days in terms of bringing one prospect through an entire process. How are you going to be touching them? What is the script going to look like? Are you going to call, email, leave voice mail, send a LinkedIn message, send a package, follow up, right? What does that whole process look like? No more of this haphazard stuff that's just kind of, again, spray and pray, hoping that you're going to get people to put up their hand and say, "Oh sure, I'll talk to you." Right? None of that stuff. You need to have that entire blueprint mapped out very clearly, ultimately avoiding that haphazard approach. And so your blueprint is ultimately going to be the key to holding everything else that we're going to be talking about today all together. And so that ultimately leads to the next step, which is ultimately understanding and knowing on a deep level your IPP. And you may have never heard the term IPP. And your IPP simply stands for this: your ideal prospect profile. Who is your ideal prospect? One of the things that we see over and over again is that sales people are prospecting to tons of people. And you know what? The people you prospect to are ultimately the people that, hopefully, are the ones that become your customers. But the problem is if we're not spending a lot of time thinking through exactly who our IPP is upfront, what we're going to end up with are a lot clients that are kind of all over the map and often don't make your ideal clients. So you need to make sure that you're super specific on who your ideal prospect is, and just as importantly, who your ideal prospect is not. You want to know who do you not want to be selling to. By knowing who is not your ideal prospect profile, now you're going to get super clear on who actually is and who you should be selling to. This is so important because everything else that you're going to be doing, if you're not going after the right people in the first place, is a complete waste of time. Now, that leads us to the next piece, which is that you're ultimately going to have to make many, I'll use the number symbol, many touches. You need to be making multiple touches to prospects. You need to be touching them all the time. (laughs) Every time I say touches, it sounds so weird, but I mean it obviously from a prospecting perspective. How often are you calling, reaching out, emailing? All that stuff is so important. The data shows that a typical prospect is not going to be willing to connect with you until after about 18 or so attempts at getting through to them. The problem is that most sales people give up on prospects way too soon. And so if you don't have lots of touches in your prospecting blueprint, then you're in trouble. And I mean literally a lot of touches. It can't just be five or so attempts, and then you just give up on them. If you're doing that, you're missing out on so many opportunities down the road. There should be many, many outreaches in different ways, using different mediums, all that stuff. So make sure that you have a lot of touches in your process, and you're not just giving up early on like so many sales people do. Now, that brings us to the next piece, which is ultimately you need to leverage all of your tools. So you need to leverage many tools. Here's the thing is that we live in an amazing time where there are so many tools out there now that, I mean, it's overwhelming, the number of tools that a sales person can use in order to generate really high-quality opportunities. And you need to be leveraging a lot of 'em. Now, I'm not saying that you need to have 20 different tools that you're using, but you do need to have a lot of the really amazing tools that might allow you to use email automation or more effectively leveraging LinkedIn. All of these different tools that you have that are ultimately going to help you hold your campaign all together. And that's the big thing, is that you're ultimately going to want your tools to help support you as you put together your blueprint. Because, ultimately, the biggest asset you have is your time, and if you're not using your time valuably, or you're not protecting your time, then ultimately, all of this is going to be for nought. And you're going to be super inefficient, and you're not going to generate a lot of appointments. And let's not forget, once you actually generate the appointments, then you actually have to sell, right? So you need to both have the process for generating those appointments, and that's got to be really dialed in with your tools, and then you obviously have to have the process in place for ultimately converting those appointments into something more, right? So it's having that process and making sure you're super efficient on both sides of that scale. So that way, ultimately, it's in balance, and you can ultimately hit your end goal, which is a certain number of sales, not appointments, right? We don't want to just have appointments for the sake of having friends. We want appointments so that way we're making sales. That bring us to our next piece here, which is really, really key, which is what we call your kick-ass call to action, or your kick-ass CTA. Your kick-ass call to action. What is your kick-ass call to action that actually is going to get someone to say, "Yeah I'll spend some time with the sales person on the phone." Because that's really what you're asking them to do, right? At the end of the day, people know that when they respond to a sales person, or when they're willing to get on a sales call, they know they're going to be quote unquote sold, right? And no one enjoys that experience. No one is dying to get sold. No one's dying to reach into their wallet and spend money. And so in order to get a prospect to actually be willing to get on the phone, or get on a Zoom, or get face-to-face with you, there has got to be some bait. And the bait is with the call to action. So what is your call to action that's so powerful that is ultimately going to get someone to say, "Yeah, I'll spend a half hour with you on the phone." And it can't just be, "Hey, I'd love to learn more about your business so that way we can talk about how we can help you." None of that crap. That's weak sauce that never works. What you need is to have a call to action that is truly enticing, that is bringing value to their life, and is making them say, "Yeah actually, you know what, maybe this could help me ultimately solve the challenge that I'm dealing with, and you know what, at the very least, I'm going to get this cool thing." Whatever it is, and that's what's powerful about your kick ass call to action. If you're just trying to get on calls with people, or give demos, or anything like that, you're really making yourself a lot harder. Now, of course, even a blind squirrel can find an acorn every once in a while. It can work when you're just trying to set up calls, but a kick ass call to action is ultimately going to be something that is just almost like an irresistible thing that is what you're using as your leverage. So you're kind of dangling the call to action. And of course, the tacit agreement is that they get the call to action by engaging with you. That's the key to that kick-ass call to action. Now, that's leads us to our next piece here, which I believe is number six. 'Cause we go one, two, three, four, five, six, yes. So that is that you want to ultimately script everything. Every interaction that you have with the prospect should be completely scripted out. Now, that doesn't mean that there's not some art, right? Sales is about art and science, and so the science is scripting, right? That's really like, okay, so here are the questions that you want to be asking. Here's you script when you get someone on the phone. Here's your script for your emails. Here's your script for your LinkedIn outreach. All of that. And so I'm not saying that there's no art, right? There is going to be art, and there are questions that are just going to come to your head based on what the prospect said, and that's the art. But you need to have the scripts. You need to script out every component of your sales. And people always say to me, they say, "You know, Marc, I don't like to script out my calls, because then I sound scripted." Well, you know what I say to that? If you sound scripted because you're using a script, its means you're crappy at using your script, right? Just think about an actor in a great movie or a great TV show. A great actor doesn't sound scripted, but they're following a script! Of course they're following a script! They're not just getting together and saying, "Okay, why don't you try that, and why don't you do this?" Right? They're actually following a script. And that's exactly what we need to be doing. And top performers are always following some kind of a script when they're getting on the phone with prospects. And if they're not, then you know what, they're really not what we would consider a true top performer. You need to have that process. If you're just getting on the phone, and you're thinking, "Okay, what am I going to say next? What am I going to say here?" You're too busy focusing on yourself that you cant' even focus on the prospect. And, of course, having a script means that you can leverage all of the best lines, all of the best insight that you possible can to keep it tight. So having that script is absolutely critical. By the way, if you disagree with me, then that's fine. Don't feel like you have to watch any more of this. But if you're serious about taking yourself to that next level, and generating more high-quality appointments, and getting more leads, you must script out your prospecting processes, period. It's absolutely critical. So now, let's start to think about now tying this all together. And that brings us to number seven, which is that you need to have your systems in place. And so by systems, obviously systems can mean a lot of different things. But what I mean by systems is, again, we talk about how time is limited, and your time is your biggest asset, is your most valuable resource. And if you are running around and doing tons of different stuff, and you don't have systems in place, ultimately, you might do a lot of prospecting this week, but then next week it all falls apart. And so we see this all the time with sales people. Where you kind of have ebbs and flows of prospecting, right? Where some weeks things are going good, and you're busy, and then other weeks it's just completely you don't do anything. And that's what systems do. Systems help hold it all together. And so you need to have a specific set of systems that you can leverage, ultimately to make sure that you are following this process consistently. And if, let's say, you have a process that is ultimately running, let's say, 20 new prospects a day through your entire prospecting process. So say it's, I'm just going to write this out. I don't have a lot of room, so I'll just write right here. So you've got 20 prospects per day, right? So 20 prospects per day, that's awesome, right? So if you have 20 prospects per day running through your entire process. Now, if you do that inconsistently, let's say you do 20 prospects a day for a week, right? So if you do it for a week, that's about a hundred prospects. And so let's say a hundred prospects, that sets a couple of meetings, great. That's fine, but if after that first week, because you don't have your systems in place, you get burned out, and then you give up on your whole process, and then you go back to doing nothing again, all you've ever done is really reach out to about a hundred prospects. But if you have your systems in place, and you can maintain, let's say, instead of 20 prospects per day, let's just say it's 10 per day. 10 per day, okay? That's all it is. Running 10 new prospects into your blueprint through your whole process. 10 per day is ultimately, that's going to be, let's say, 50 per week. And ultimately, so 50 times 50. I don't have much room, but 2,500 prospects per year. 2,500 prospects per year. That is how you get serious leverage. And that's what systems do. Because I don't care if you reach out to 100 prospect this week. I really don't. That's not going to do anything. I mean, it might set a couple of meetings, great. But then if you suddenly get busy and then you drop it, it's all for wasted. You need to have systems in place, so that way you can maintain your prospecting processes. That's what separates the average people from the absolute top performers. Top performers have those systems in place. That's the key. So now we've talked about the systems. Now let's think about the next piece, which is ultimately that you need to know your math. So I kind of already gave you a little preview of the math here in terms of the math behind how many prospects. But that was just an arbitrary number, right? So I said, "Let's say you reach out to 20 new prospects a day." Fine, but that was an arbitrary number that had nothing to with the end goal. And knowing your maths is ultimately about knowing your end goal and then working backwards from there. Making prospecting calls, sending prospecting emails, doing LinkedIn outreach, all that stuff. It's not fun, and anyone who tells you that they love prospecting is just completely full of it, right? It's not fun. So we need to know exactly what we need to do ultimately in order to hit our end goal. And so all prospecting should ultimately be supporting that goal. So just as an example, let's say your end goal is to close a million dollars in sales, and each sale is $50,000. And so that means you have to make 20 sales over the course of the next year, right? So now you know how many sales you need, and then so from there, how many appointments, discovery appointments, do you have to have in order to close one sale? So let's say it's five discovery appointments in order to close one sale. So that means now you need to set a hundred discovery appointments over the course of the year in order to hit your sales number. And then, of course, from there, knowing the number of appointments, now how many prospects do you have to run through your blueprint in order to get one appointment. And so let's just say it were 40 people, or 50 people, whatever it is, right? So now you know exactly how many prospects you need to run through your whole process in order to ultimately end up with your sales goal. With a paying client, and then 20 of 'em to get you to your sales goal. That's what knowing the math is. And that's something that's so key. Sometimes taking a step back and saying, "Okay, where do I want to end up? And then what is going to go into that recipe to getting me there?" That's what I mean by knowing the math, and it is absolutely critical that you have that in place. And that leads us to our last piece, which is ultimately that you need really good mentorship and coaching. You need good mentorship and coaching. Now, look, I'm just sharing with you what every top performer does, is that every single sales top performer that I've ever run in to has had excellent mentorship and coaching. Whether you think that I'm the right person, or whether you think that someone else is the right person, make sure that you find that find mentorship and coaching, and that you're ultimately willing to invest in making sure that you have the absolute best process in place to help get you there. Now, I'm going to switch over to showing my screen to walk you through the Sales Insights Lab Accelerator coaching program, which is going to game changing for the right person. So let me walk you through that process and ultimately whether It makes sense to apply for you. The Lab Accelerator program is a coaching, accountability, and mentorship program focused on helping you not only hit your sales goals, but actually crush through them. As a member of this program you are going to get all of the behind-the-scenes strategies to get exactly where you need to go. There will be direct pressure from me and my coaches as well the peer-to-peer pressure to blow past your goals. So who is this program for? It is perfect for people who want to generate more high-quality sales opportunities in a predictable way. It is for people who know that they cannot only close more sales, but actually do it at higher prices. And it's for people who recognize that they can and should be making so much more money. So right now, I'm looking for just a few of my dream clients who are committed to getting there. Where I can help them get massive results. So that's why, for a limited time, I'd like to work with you in sales strategy session if you meet this criteria. Now, I work with clients that have these three traits. One, they believe in investing in themselves to get the ultimate shortcut to achieving their goals. Two is that they're willing to do the work, and they don't buy into some silly done-for-you type thing. And three is that they will do whatever it takes to change their current reality to achieve their real dreams in life. So if this is you, here's how the process works. On this strategy session, we're going to be thinking through a few key areas. First, how are you generating your sales opportunities, and are they coming in a predictable way? Next is how are you converting leads into sales, and is there a thoughtful process to actually maximize every opportunity? And then what are you doing on a day-to-day basis to move the sales needle just a little bit to ensure that you ultimately crush through your sales goals? You must be willing to have some skin in the game and be willing to invest some money to achieve your results. Because working with me and my team is not cheap. But most Accelerator members make back their investment in just the first few sales. So who is this not for? It's not for people who are on the fence about being in sales. You must be totally committed to mastering sales. It's not for people who like to make excuses and complain about why things aren't working. And it's not for people who want their hand held every step of the way, and they're going to resist that change. And it's not for people who aren't serious about growing their sales in a major way. If you're comfortable where you are and don't really care to change your situation, then this isn't for you. You must be hungry. Knowing that we're a good fit is crucial, and that means that if I'm going to invest my energy and my team's energy in your success, then I'm going to need to believe that it's a strong fit. So if we don't think it's a good fit, then we'll be sure to let you know in the strategy session. We must be selective because the power of this group is what either lifts everyone up or can pull people down. And if we don't think it's good fit, we'll gladly recommend some alternatives. We only want win-wins here. So the first step is to complete the application for the strategy session below. And this application is necessary to determine one, that I can help you, and that we're the best people to actually help you, and two, that you're willing and ready to step up to commit to get the results. So once you've completed the application, we'll schedule the call, and at the end of the call, there will one of two outcomes. Either it's not a fit, and we can part as friends. Or it is a fit, and we'll extend an invitation for you to join the Lab Accelerator. Either way you'll get an insanely valuable strategy session. And you'll walk away with a newfound clarity on how to get to that next step. So it will likely be the most valuable 45 minutes that you spend on sales this entire year. Now, our schedule is very limited, so this is a rare opportunity, and we only have room for a few clients, and we give priority to those who take action. So if this is you, then go ahead and apply to the Lab Accelerator by clicking the link. Again, this opportunity may only exist for a short period of time. So if you're serious about getting results, then apply right now. Click that link to get started.