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if you want to succeed in business development sales prospecting is an absolute must so in this video i'm going to show you some of the best techniques and strategies you can use to turn total strangers into paying customers and you want to make sure you watch this video until the end because if you don't know how to do this process and you don't know how to do sales prospecting properly well it's going to be very difficult to succeed in any area of field in sales going on everybody it's patrick here before we get started make sure to give this video a like subscribe and turn on notifications and let's get started all right so the first topic we got to cover is why exactly is sales prospecting so important when it comes to business development and here's the thing if nobody knows who you are or your product or services like you they don't know you exist well you literally cannot sell them anything and especially in the b2b sales world business to business well people want to talk to another person either over the phone or in person before they actually make a buying decision so if someone wants to spend big dollars and they want to do a business development deal well they got to talk to a business development rep because when they're spending so much money they have to feel very confident and they have to trust the other person that whatever it is that they buy the big money that they're spending will actually bring them value and sales prospecting is going to be that process of reaching out to another company letting them know that you exist and then going through the process of selling your products and services and for example let's say there's a business development person working at the social media company tick tock right so tick tick-tock huge platform and huge opportunity for advertisers to jump on and advertise their products and services and so let's say you're working at tick-tock you're a business development rep and it's your job to build relationships with gaming studios and try to get these you know games to advertise their games on tick tock now a lot of gaming studios they already do some type of advertising but they may not even know that advertising is available on tick tock you know the executives at a gaming company might think oh tick tock is just that place where you know people do those dances and things like that but they may not be familiar with oh actually it's a great way to reach their customers right so a business development person at tick tock has to go out and reach out and build business relationships with all these different gaming studios and educate them and make them aware like hey we are open for business if you want to advertise your game you want to get the word out well tick tock is another avenue that you can leverage right so you're making people aware of what you do and that's sales prospecting in a sense and once people are aware and you build that relationship from there you can start you know taking them down your sales process to see if they really want to purchase your products and services now if there wasn't a business development person working at tick tock reaching out to all these different gaming companies you have to ask how exactly would these gaming companies find tick tock how would they know that tick tock is a great advertising channel for them to market their products and services they absolutely wouldn't right because if you know there's no marketing available and no one's reaching out to them there isn't really a way for them to get educated and that's what business development is all about you have to build relationships with people that may or may not know who you are and you have to make them aware of what you want them to be aware of so if they are looking for advertising channels and they're looking around well you might as well make sure that they know what tick tock is and how they can advertise on your platform and this applies not only to tick tock but basically any product or service right if people don't know who you are and they don't have a relationship with you well they'll never buy from you and that's why sales prospecting is the process of finding these companies reaching out to them and building that relationship now that you understand why sales prospecting is so important the next step of the process is to define your ideal customer right so no matter where you work right if you're working in business development you can't just make a big list and just spam everybody and hope and cross your fingers like oh my god i hope this person takes a meeting with me it doesn't really work like that because if you spam everybody using your email for example then your email will lose its reputation and then you're not going to be able to send emails anymore right so you want to make sure that your emails are more targeted and you're sending emails to people that actually care about your products and services or have some type of interest if you reached out to them so let's go back to the tick tock example right so i'm going to be a business development person doing sales prospecting and the first question i have to ask myself is what value does tick tock have for let's say gaming studios or other companies well some of the things that i can just write down on the piece of paper real quick is that tick tock has a lot of users uh it's very new not a lot of advertisers on it yet so that means the ads are relatively cheaper compared to other platforms like google and facebook right cheaper ads means more profit for advertisers tick tock also skus for younger audiences for any companies especially gaming companies that want to target a younger demographic well tick tock might be the perfect place not only that but tiktok has a crazy algorithm or super efficient algorithm that's able to you know understand the user understand what they want and really just keep them engaged so obviously with that technology the advertising is going to be a lot more targeted and more effective so any company who are looking for these things in an advertising platform well tick-tock might be a good choice to explore so now that you understand the value that your product and service has you got to dive a little deeper and understand who exactly would value these things so it can be let's say gaming companies that already advertise on facebook but they want to find another source to run advertising so those companies would be maybe a good fit for tick tock or it could be gaming companies that want to go for a younger audience or gaming companies that want to run ads across the world in asia and in the western markets right because tick tock does have audiences in both sides so essentially you can come up with a lot of different reasons for why someone would value your proposition and you want to basically align what you offer with what the company or your prospects already want and connect the two and that's kind of how you get your a feeling of your ideal customer profile and once you understand who you should reach out to and why they should even respond to you the next step of the process is actually starting to do your sales prospecting and executing all these strategies so the three main ways to do sales prospecting in business development is either cold email linkedin or cold calling right this is typically three best ones that i found when it comes to reaching out to companies that really don't know who you are and obviously using linkedin and code email is a lot more scalable because you know you don't have to pick up the phone and dial every company you can actually just send let's say 20 emails at a time or 100 emails at a time and then you know start generating meetings like that and within your prospecting strategies whether it's cold email linkedin or cold calling what you want to do is you want to revisit your ideal customer profile strategy right so what value do you offer what pains do you solve or why should they even want to respond to you right and so when let's say you're writing an email you want to put all that information within the email and make it concise and very clear and make it very easy to read so that people understand the value and you know at the end when they read the finished reading the email they can decide whether or not to take a meeting with you so that's why it's very important to get your strategy side down right it's not about just using a code email template you find online and then hoping that it's going to work it's not going to work because you don't know who you're going after so once you understand who is it you're going after and why they should respond to you incorporate those elements into whatever code email template you want and then your success rate is going to be a lot higher typically when people let's say copy uh code email template or maybe they watch one of my videos and they're like oh i'm going to use the template patrick recommended right the templates do work but the problem is that you know people aren't really thinking too deeply about why people should respond and they're not putting enough work into creating their ideal customer profile if you got the ideal customer profile right everything else becomes easy but if you got it wrong well it doesn't matter how good you are writing a cold email if you're writing it to the wrong person or you're not creating the right value proposition now in the beginning when you are doing any type of outreach essentially you're kind of doing research online and you are guessing you know what their pains are and what their challenges are and seeing if you can solve it right so in the beginning it's an educated guess but as people start taking meetings and you talk to them over the phone you start really having a conversation you start understanding okay what exactly is a problem what are they really trying to do or what is their goals right and then from there you take that information revise your ideal customer profile and then redo the strategy when it comes to what you're actually writing in the email to make it more potent and what i mean by that is make it more um you know hit more nerves right make people really really feel it when you're writing that code email so that they actually are more prompted to respond and the more you understand your customer the more people will respond the more people respond the more meetings you get more means you get the more sales you get right and the more sales you get the more information you have on who you should be targeting and you kind of just kind of repeat that cycle until you really target who you're really going after and then from there your sales will just skyrocket and so with that said that is going to be the sales prospecting strategy when it comes to business development if you enjoyed this video make sure to go ahead and give it a like subscribe and turn on notifications if you want to see more videos like this and let me know in the comments what was your number one takeaway that you got from this video and with that said my name is patrick dang and i'm gonna see you guys in the next one