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hey everybody what's going on it's Patrick doing here now it doesn't matter how great of a cell you are or how great your product or service is if you can't actually find your dream customers and reach out to them and get a meeting you basically don't have a business so what I want to do in this video is show you exactly what B the B sales prospecting is or business development prospecting I'm going to show you exactly what it is how to do it and the most effective ways to reach out to your dream clients and the reason for why you should watch this video until the end is because if you don't know what's in this video then you're gonna waste your time running around chasing clients when actually if you had the right strategies you can just implement it and start getting results right away so before we go ahead and get started make sure you give this video like subscribe if you haven't already and turn on notifications alright so as we go ahead and get started with this video the first question I have for you guys is what exactly is sales prospecting right whether you're a sales person or you do business development it's pretty much the same thing and let's go ahead and answer that right here so how is this gonna work well let's go ahead and draw a little circle this is gonna represent a company right so some of you guys out there you are a salesperson or a business development person working at a company and that's totally cool other you guys are you maybe you start your own business you're a solo entrepreneur and you have to do your own sales right whether you work at a company or you got your own company it's the same thing you have a company right here and what's gonna happen is the company usually has a sales representative right someone who does the sales for that company so let's say this is sales right or if you're not doing traditional sales and you're doing more business development sometimes this row is called business development okay so be at that person right here you have one person doing this or you can have a whole team of people doing this so you got the company the sales person what's next when it comes to prospecting well you have to find your dream customers okay so how is this gonna work well when it comes to sales and business in general you're gonna have people that might be a great fit for your product or service so you got all these people here and who these people gonna represent these are all prospects now to give you a clear definition of what a prospect is all it is is really just someone who might be a good fit for your product or service they might be a good fit or they may not be a good fit it's the sales person's job to figure out if they're qualified to buy your product or service so what the sales person is gonna do is they're gonna reach out to all these different people and say hey do you have a problem that I can solve how may I be able to be of service up to you right and if the prospect realizes that hey maybe this person is selling something that actually benefits them and helps them in their life then they'll go ahead and move forward with a deal so essentially what prospecting is is you're just the person between the company and the other company and you're making that transaction happen so that they can give you money and in exchange you give them some sort of value as a product or service all right so the next question that I have for everyone here is how do you exactly know who these prospects are right because the thing is a lot of people believe that they can sell to everybody but if you're trying to sell to everybody you're not gonna sell to anybody so let's get a little more specific on how this all works now there's this thing called an ideal customer profile right ideal customer profile also known as ICP that's essentially just who exactly would be a really good fit for whatever it is you're selling now there's gonna be two ways I'm going to show you how to do this right the first one's a little more traditional but it is necessary and that is you basically kind of draw a box okay so it's like you know who was this person well what age are they where do they live geographically things like what's their company size or it could be something like industry and why this is important is because when you go out looking for your ideal customer you have to use different tools to filter out who you want to talk to you right for example if you are looking for customers on LinkedIn you can filter it out by maybe not age but you can do it by geographic location company size or the industry right so it's gonna be a lot more easier to filter through a list also if you run any type of advertising you also have to filter your companies by this as well because you gotta be more specific now is essentially this is the traditional way to do it you're drawing a box and you're kind of freezing this frame and saying okay this is people who are likely to buy what I have to offer but the main thing you really want to look at beyond just this little box over here is looking at the person's pain right so I'm gonna write it down over here so why is this gonna be important and the reason is because just because they fit a certain demographic doesn't mean they want to buy your product or service right because when people buy it's a very emotional need and the thing is people buy emotionally and they're gonna justify the decisions logically and the best way to sell somebody something and I've said this many times in my videos is that you've got to find the person's pain what problem do they have that they're willing to pay money and invest time to solve right and hopefully you have a solution that they are willing to buy to make that problem go away so essentially yes draw the box of who this person is but also identify what pains they have and I'll give you a quick example so let's say you are selling in two dentists offices right like people that do braces and the fix cavities and things like that for these kind of people obviously a lot of times they need more traffic meaning they need more people to come into the door so they could make more money right so they need more revenue so the pain is in this um situation is maybe there's too many dentists in a certain location like California and they need more customers in the door so if you can solve that problem whether it's with Facebook advertising or some kind of promotional services to get more people in the door they're gonna be willing to pay you money to do that job and so that's essentially then one idea of pain and if they try to do it by themselves and they can't figure it out this you can be more painful because they feel like a failure so if you are their Savior and you're the one that is able to help their business grow then they're gonna buy from you so again understand the box of the ICP but also understand what pains they have and how you can make those pains go away so that's essentially how you define who your ICP is so now that you understand the ICP what is the next step well we already understand how prospecting works in general we understand that you have to create an ICP ideal customer profile to understand what problems these people have how you can solve it and you know where these people are so what is the natural next step well how exactly do you reach out to these people now they're gonna be three different ways to do this right there are there are many ways to do it but when it comes to b2b sales and business development there gonna be three main ways are probably the most common and most effective right the first one we're going to talk about is cold email so the reason why cold email is so effective is because it's really easy to find someone's email all you got to do is go on the company website and find the email of the person that you want to talk to or you can go on LinkedIn and use certain tools to find their email as well there's many tools to find people's email so that's a really easy and it's also free to send an email so that's why it's one of the most cost effective ways to do it the next one is link so as you know LinkedIn linked in on the spell that round so LinkedIn essentially is a social media network for business people right basically you can find who you want to talk to you find these companies reach out to them connect with them and send them a cold message and you might be thinking why would anybody respond to a code message especially if they don't know who you are what you offer why should they respond to you and that goes back to the first point and that is paint so if you're able to identify the customers pain and you reach out to them and you say hey you know I know that a lot of people in your industry experienced this pain this is how I help these certain people do you want to have a meeting if you kind of position it like that it makes it a no-brainer for someone to want to take a meeting with you because you're solving their problems and you understand them before you even have a chance to talk to them right you're really just doing the research ahead of time to really get into a psyche and get them to respond now the last way to do it is by cold calling now for my experience personally a cold calling does work but it's the least scalable why because you physically have to pick up the phone find the person's phone number dial them and then try to get them on the phone a lot of times they don't pick up the phone so that's why it's in some cases it may be ineffective but in other cases let's say in the real estate industry where if you want to sell to real estate agents they're always on their phones so that might be a more effective place so a lot of people ask which one is the most effective which one should you use because each one does require a certain skill set and a lot of times you figure it out and my answer to that is this really just depends on your industry so the best way to figure out which one you should do is you just Google based on your industry how other people are finding their leads and getting more prospects and getting more meetings and whatever you find is the most common that's the one I believe you should try and figure it out but once you get one working all you got to do is scale it up meaning if you send 20 emails and you know one person responds or maybe five people respond or you get a couple meetings out of it all you got to do is send more emails to get more meetings and close more deals right so once you find one thing that works there's no need to try to do everything at once just get that one thing to work and just yay lit up and you're being able to prospect and get more customers in the door so with that said when it comes to b2b sales and business development that's gonna be prospecting in a nutshell now if you enjoy this video make sure you give this video a like subscribe if you haven't already and turn on notifications and if you really want to take your sales game to the next level actually created a free and def training on how exactly you can sell anything to anybody so if you want to learn more about that the link is in the description so with that said my name is Patchi dang and I'm gonna see you guys in the next one