B2B Sales MasterClass - Learn Sales Prospecting & Business Development To Sell Anything To Anyone | Patrick Dang | Skillshare

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B2B Sales MasterClass - Learn Sales Prospecting & Business Development To Sell Anything To Anyone

teacher avatar Patrick Dang, International Sales Trainer

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

6 Lessons (36m)
    • 1. 3 Secrets To B2B Sales Success Intro

      0:23
    • 2. 3 Secrets To B2B Sales Success

      10:12
    • 3. B2B Sales Prospecting

      9:13
    • 4. B2B Sales Prospecting (Cont)

      8:31
    • 5. The Perfect Elevator Pitch - Best Examples and Templates

      7:40
    • 6. Next Steps

      0:22
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About This Class

B2B sales is a game of slight advantage. No matter what product or service you're selling, whoever is perceived as just a little better ends up winning the deal.

Focus on Building Rapport


The first step in the B2B sales process is to build rapport with your prospect. Whether you're doing field sales or B2B inside sales, you need to make sure the prospect likes and trusts you before pitching your products and services. You can do this through physical appearance, tonality, and the words you say.

Show You Care


The next sales strategy to succeed in B2B sales is to show you care. People can feel your intention when you're speaking with them. If you sound fake and feel like you're only looking to take rather than give, people are unlikely to purchase from you. To show you care, you can practice active listening techniques such as asking questions, adding verbal cures, and summarizing what someone has told you.

Control the Timeline


The next B2B sales strategy we have for you is to control the timeline. If you want to make sure deals close on time, incentivize the prospect to close by a specific date with discounts and bonuses. Using these three strategies, you'll be more successful at B2B sales prospecting and closing deals. These strategies will work whether you're in sales development, business development, or an account executive.

Meet Your Teacher

Teacher Profile Image

Patrick Dang

International Sales Trainer

Teacher

Hey, it's Patrick here!

Now, I’m on a mission to help everyday people to generate more sales for their business using the most cutting-edge B2B sales strategies.

After a successful sales career in Silicon Valley, I packed two suitcases and booked a one-way ticket to Thailand and started my journey with the aspiration of creating world-class online B2B sales training all while living a digital nomadic lifestyle.

And since then, I’ve traveled to many countries while creating programs training over +30,000 students in over 150 countries.

And over time, it became clear that no matter what country you’re from, what your background is, or whether or not you think you have the talent to sell...I’ve found that sales is a skill anyone can learn... See full profile

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Transcripts

1. 3 Secrets To B2B Sales Success Intro: What's going on, everybody? It's Pachet. And here now in this course where you're going to do is you're going to learn all things. B2b sales worry. We're gonna go through my tips, tricks and strategies that you can use to start turning to total strangers into paying customers FOR a class project. Go ahead and show the number one thing that you learned in this course with the rest of the class. So if you are ready to learn all things B2B sales, make sure you enroll in this course. 2. 3 Secrets To B2B Sales Success: B2b sales is a game of slight advantage. Think about it when you are competing in a sales deal, especially when you are competing with many competitors, right? The person who is just a little bit better than everybody else ends up taking the whole pie and closing the deal. While everybody else, even if they were just slightly less competitive, they end up not making any money at all. In a way, seals is a winner take all sport. So to increase your chances of success, I'm going to show you three secrets you can use to close more B2B sales. And you wanna make sure you watch this video until the end, because just missing one of these three secrets out we're gonna be talking about today. Make the difference between a sales hero and a sales 0. And let's get started. Now the first secret there we are going to review is that you want to focus on building rapport. Now here's the thing in today's environment, right? There's multiple ways to be doing B2B sales, right? Business to business sales. You can either meet someone in person, talk to them over the phone, or you might be doing video conferences where you have audio and video, but you're talking to them remotely, no matter what choice of medium that is available to you, whether it's a person and phone or video chat. You always need to make sure that you are building rapport. And what is it report exactly. And in a nutshell, all it really is as building a relationship with another person and getting the other person to like you, right? Because people like to buy from people that they like. And the more rapport that you're able to build with somebody, right, the better relationship? Well, there's also going to be better communication. And obviously, better communication equals better selling. Thinking about it like this, let's say you are asking advice from a friend. You're asking this person, hey, how do I invest in stocks? May maybe your friend is an expert at thoughts. So whatever this person tells you because you already trust them, they're your friend and they've known you for a long time. Anything that comes out of their mouth, you are paying attention to you. And you might actually just take their advice because they are your friend. Now when it comes to sales, right? A lot of times you are a salesperson or business development person and you're meeting a lot of people for the first time. But even if this is the case, you can actually build rapport with somebody the first time you meet them. You don't have to wait weeks or months or years before you build this rapport. You can build incident report and get somebody to instantly like you if you really focus on the first interaction are the first five seconds when you meet somebody. Now when it comes to building rapport, right, the strongest factors that you need to pay attention to is number one, your physical appearance, right? If you look the part in someone that is one, attractive as a person in general? And number two, do people feel like they can trust you based on how you look, right? And that could be from how you've take care yourself, how you do your hair, how you dress. You know, all these factors do play an important factor in whether or not someone who believes in you. The second factor that people pay attention to is your tonality, meaning not the words that you're actually saying, but how you actually sound. So if you've got a cold call and the person on the other line Cogito and said, hey, this is Patrick from Microsoft. Can I talk to you for five minutes? If somebody says that you do not want to hear anything they say, you've just from the sound of their voice. You don't feel like you can trust them. However, if, let's say I use my normal voice and I say something like, Hey, this is Patrick from Microsoft and I'm a little lost and you might have heard take a second and tell you why I am calling. Now, you're a lot open to hearing what I have to say, Right? I'm pretty much saying the same thing, but what's different is my tonality. Tonality makes a huge difference in how people perceive you. And if you're a little loss with how you should be dressing or how you should be sounding. And easy rule of thumb is to observe who your clients are, how your clients look, and how they sound. And you want to kind of mimic them, right? If you know you're onto a business meeting and you know that everybody in the room is going to worse you obviously, you're going to wear so you, but if you know that, let's say you're trying to sell to a business, but it's a startup and everyone's super casual and suits are very weird. Well, don't come in with a suit, right? So it's I you just need to understand who you're selling to and kinda fit in with what they expect. And the more you fit in, actually, the more people trust you because you are just like them, right? And because you're just like them, it's much easier for them to trust you. Secret number two is to show that you care. Most salespeople are way too focused on selling. But what you want to do instead is you just want to show the other person that you are here to help and you care about though in you're not just trying to fill your pockets with money. And one of the greatest feelings you can create for someone else or a selling experienced the other person you're trying to sell to has this thought and they feel, wow, this guy gets me right, or discount gets me right. That's the feeling you want to create because when people feel like you understand them, selling becomes a lot easier because you're just like a friend. Now we've all been in situations where let's say we're at the mall or we're trying to buy something and a salesperson just keeps talking and talking, talking. The last thing this person does is get you right because they're not even listening to you. So if you just completely reverse it and do the opposite of talking, which is listening, people get the feeling that you're just like them and that you're actually listening to their problems and looking for a solution, right? And you're actually trying to help people who talk too much, or salespeople that talk too much. They're not really in a position of wanting to help there, in the position of being selfish, being greedy, and trying to make as much money as possible. But in the modern world, that doesn't work because people see right through that. So how do you get people to actually feel like you're listening to them? Number one, actually care, right? People can't subconsciously feel that and your words and how you act will demonstrate that. Number two, you can use gestures to show and acknowledge that you're listening to your client. Meaning you would say something like, Aha, That's interesting. Oh, tell me more. Oh, why did you do that? You're asking these questions, you adding these indicators that you're listening and the other person subconsciously feels like, wow, this guy actually who is listening to what I'm saying. And a third technique you can use is you can summarize or repeat what somebody said, right? So if somebody said, oh man, I'm having trouble with a marketing because, you know, I don't understand Facebook ads. Then you repeat that. You say, you know, I told the understand how you might have trouble with marketing because Facebook ads is not very easy to learn, right? You're just repeating what another person says and they suddenly feel like you are listening. And you know what's really interesting about sales. That it's so uncommon to find a salesperson that actually listens, right? You go out in the world and you try to buy stuff, you deal with salespeople. You know, that salespeople are always trying to push something down your throat. Now when you're doing the opposite, it's just so genuine and so like a novelty that people will feel like, wow, this guy is something different. I'm getting a much better selling experience compared to all the other salespeople I ever dealt with. And if I'm interested in buying a product or service, I'm going to buy it from this guy, right? That's the fueling you want to create for your clients, right? Be in a position of helping, not silane. And secret number three that I have for you is you want to control the timeline now in sales, what typically happens that when somebody tells you that there are going to buy a certain product or service, they might say something like, yeah, we're going to make the decision by the end of the month and then by the end of the month when the time comes. Well, they don't respond heights a euro and they just kinda, you know, delay the deal. And then maybe two months go by and you fall over there and say, hey, it's patriot, I just want to follow the sea, blah, blah, blah and say, oh yeah, maybe, maybe we'll do a next month and next month goes by and maybe they don't close that and just give delaying, delaying a day. And then maybe one day, maybe six months airline, they come back to you and they say, oh yeah, we're finally ready now let's go ahead and do the order. Now, the problem with this is that you don't want to keep delaying her deals because sometimes people never even by and, you know, you just waste your time or the time to deal clauses. So Les, and sometimes you need that deal to close at a certain time, link to hit your quota. So what can you do to actually control the timeline? Well, the first step of the process is during a sales meeting, right? When you're asking somebody who like, Hey, you know, when do you want to get this taken care of or what's your timeline looking like? You know, they might say something like maybe three months from now. The first step you want to do is you want to challenge that. Why is it that they have to make a decision three months from now? Why not one month from now? Why not next week? What's stopping them from making decision? What do they need to see to give you a yes or no, right. Because in sales, you don't always need together. Yes. You just need to get a yes sometimes. But you need to get a yes or no, but you never want a maybe I would rather have someone tell me No Then maybe because say No, I don't have to waste time and here I can move on to the next person. If they say maybe, do I have to keep following up until they say yes or no, right. It's a waste of my time as a salesperson. So yes or no, never maybe. And what you wanna do is you say, okay, well, just curious what exactly needs to happen with the span of three months for you to make a decision and wherever it answered they give you and you want to challenge it and you say, okay, well, I'm just a little confused. Why do you need three months to do that? Why can't we is it possible for us to get that decision done within, let's say the next two weeks because I don't want to waste your time. I don't want to waste my time. I rather get a yes or no, but I'm not gonna take them maybe for an answer, right? And they're gonna be like, okay, that actually make sense of why do we have to wait three months as a waste of time. And so you start shortening the timeline. And then from there what you wanna do is you want to offer incentives. So if you give a reason for why somebody should buy a certain product or service by a certain date, then there are a lot more likely to actually do it, right? For example, you could say, I'm gonna give you a 10% discount if you can close by the end of the month, or I'm going to add these bonus services that are going to be completely free if you can't close by the end of the week, right? Whatever incentives you want to use based on your product and service and industry and what timeline you want. You can always offer something for free to get them to close on time, right? And if they don't close by that day, you say, hey, you know, I still wanna do the deal. We're going to keep whatever terms we talked about. But obviously I can't give you this free bonus because we're not going to close on the time that we both agreed on and they're going to accept that because, you know, that thing was free anyways. So it's not like they're losing anything, right? But when you kind of put this out there and, and you give them incentive, there are a lot more likely to actually close on the date that you want. And so with that said, those are going to be my three tips you can use to close more B2B sales. So with that said, my name is Patrick Dane and I will see you guys in the next one. 3. B2B Sales Prospecting: In this video, you're going to learn exactly what B2B sales prospecting is, how it works, and why it is an absolute must have skill if you want to succeed in the world of sales and let's get started. Now, B2B sales prospecting, what exactly isn't. And the definition we are going to use is the act of finding and reaching out to potential buyers with the intentions to build a relationship and eventually close a deal. So why exactly do companies need B2B sales prospecting, right? So for example, if you're, let's say a software company, right? And let's say you just started, you're not really doing any marketing. Nobody knows who you are. And you just hired a bunch of salespeople to try to sell your product or service. Okay. So as a sales person or business development person, it's your job to sell this product or service to people who have no idea who you are. And that means you're reaching out to people. Cold, ice cold, they don't know anything about your company, but somehow you're supposed to magically generate a meeting with them, what their high-level decision makers and convince them to buy your product and servers and eventually close more revenue for your business. Now B2B sales prospecting is so important, especially for startups and any new company, because that's the process of finding people who actually buy your product and services, generating meetings with them with either email, LinkedIn or cold calling, and then eventually turning those interested potential customers into paying clients, right? So prospecting is that entire process of turning a stranger into somebody who is interested, right? If you do not have this process, well, if you don't have any meetings, you don't even have an opportunity to sell. So that's why it's sales prospecting is one of the most important skills, especially if you're just starting your seals career because a lot of times that's the majority of the job when you're just getting things going. Now, the whole goal when it comes to B2B sales prospecting is this to set an appointment, okay. Pretty much nothing else matters except setting appointments with qualified customers are prevented customers so that somebody can come in, talk to them on the phone or meet them in person or video conference, and then close the deal. Now to make sales prospecting happen and to make it all work, The first step or the first thing that you really need to pay attention to is identifying your ideal customer. So first step is to identify who is a good fit to buy your product or service, right? So if you have the most amazing product service or maybe you have the cure to cancer, right? And if you're selling it to the wrong person, well, no matter how good of a thing you're selling or no matter how good you are as a seller, that person is just not going to buy because they're not a good fit to buy your product and service. That's why the most important part in the beginning is to identify ideally who you should even be paying attention to, who you should spend your time on and have a conversation worth. Because if you don't have the strategy down and you're going after the wrong people who don't have the money or don't have the need to buy your product and service, you're just going to be completely wasting your time. So that's why I identified who you should be selling too, is the most important first step. And that comes down to what industry these people are working in. What pains, who they have, what problems? What are their challenges? What are they willing to pay money to make, go away, and how does your solution make those pains go away? You know, can they realistically see themselves purchasing your product and service? Do they have the money to even pay for your products and services, especially if you're selling something more high-end, right? These are all questions that you need to consider as you do your ideal customer profile research. Now the next step of B2B prospecting is outreach methods, right? So the mean three that are working really well are caught email, LinkedIn messages, and cold calling. Now people always ask me, Patrick, which one should I do? Should I try all of them at the same time? Should I focus on email, chair, focus on cold calling? And my short answer is this. You want to first look at your industry and your competition and see how other people are generating leads. So if everyone in your industry is generating means with cold email, Well, that's a good place to start because it's already proven to work in your industry selling your product and service. If everyone's doing cold calling will do called ali because that works as well. So it, every industry is going to be different, right? Cold calling might work in this industry, but may not work in another industry, or cold emailing might work here, but not over here, right? So that's why you gotta pay attention to your petition. And as you're starting out sales prospecting, right? I know it's tempting to try to do everything at once. You know, add someone on LinkedIn, send them a message that don't respond. Cinema Kolkata sediment EME uses multiple steps you can take to do this. However, my recommendation, if you're just getting starting, you have no idea about sales prospect and you're doing it for the first time, just try one channel at a time. So if you are doing, let's say cold email, just focus on cold emailing and try to get some results, right? Because if you're not getting results there, you know, if you're trying to do three different things at once and each of them are equally as hard. Well, try and do three things at once and splitting your time that way it's not going to lead to an ingrate results. Instead, if you focused on one thing, get it right, and then add another element to increase your response rate. That's a better approach, in my opinion. But as you start learning this process and you start something called e-mails and you start booking meetings because people are interested in these strategies, do work. The next step you have to do is, what do you do after you book a meeting, right? So if you are, let's say starting your career as a sales rep or business development Brett, which are generally entry-level sales role where all their role is is to generate a meeting and qualified customers. Well, the next step naturally is to qualify the customers, right? So this is how it works as a seller, right? Entry level salesperson, you're going to, you know, sending email. Someone's gonna say, hey, I'm interested in taking you meeting with you and you talk on the phone, right? Or a video chat, whatever it is for 15 minutes, 20 minutes. And basically what your job is to do in that 15 minutes. It's not to sell them anything actually, because selling it, it usually takes multiple steps before someone actually mc, sub purchasing decision. Your job in the beginning is to qualify them to make sure that you understand what their pains are and that they're actually a potential customer, someone who has a high likelihood of buying your products and service, right? And if you meet a time waster or so, who just wants to get information, but they're not going to buy anything. Well, after those 15-minute cause you drop them right there and you just, you know, maybe you'll follow up with them later on when they're ready. But if not, let them go, right, so you have to qualify the customer to see whether or not they can even be a customer, right? But once you've qualify, you ask the questions, you know, they have pain, you know, they have a budget and things like that. The next step is actually usually to pass this deal. Passed does lead to a qualified closer, someone who has experience closing deals and they're going to be the ones that take some through the rest of the sales process. Whether it's a presentation demonstration or things like that. And account executive, a salesperson or closer, is the one that actually does a job. But when you're just focused on prospecting, you're job is to generate the meanings. Other times your job might be to prospect and close deals. In that case, you have to do both steps. But no matter the case, whether you're just generating the leads or January the leaves and closing the deals. The final step of the process is to refine the process, right? Because with every campaign or email campaign that you send out in every meeting that you take with a potential customer and you qualify them, you start to understand who is a good fit to buy your product and service and who is not a good fit, right? And you want to keep adjusting your sales strategy so that you're going after more people who are willing to buy or had the power to buy and going after less than people who just don't have the money or don't have the pain and need to buy your product and service, right? As you repeat the cycle over and over, you basically refined who you're going after. Your ideal customer profile gets tighter and tighter and you really clearly know who should be buying your product or service and you know what messaging you should have when you send your emails are called causal wherever the case is. And you also get a lot better on the phone and you know what to say. In order to get someone interested, your results should just keep getting better and better and better as you practice over time. In the beginning when you don't know what you're doing, you might send a bunch of emails out and nobody response. That's totally normal. However, it shouldn't keep happening month after month. You should be getting better. You should keep adjusting your strategy because your understanding works and you're understanding what doesn't work, because if something doesn't work, don't do it again. And then you try a different strategy. Eventually, you'll hit something that does work as you start getting meetings and you can start closing more deals. And this is really an overlook strategy, right? Because the sales prospecting in general is a simple process, but it takes energy, effort, discipline to actually get better and better at this process. And with that said, that's gonna be B2B sales prospecting explained. So with that said, my name is Patrick Dan, and I will see you guys in the next one. 4. B2B Sales Prospecting (Cont): B2b sales prospecting. In this video, you're gonna learn exactly what it is, how it works and how you can leverage this to generate meetings were fewer dream clients and close more deals. And you wanna make sure you watch this video until the end. Because if you are starting out in sales or you're looking to get a sales job. Tails prospecting is one of the most important and critical skills you need to actually succeed on the job. And with that said, let's go ahead and dive in. Alright, so what exactly is B2B sales prospecting? And the definition we are going to use is the process of identifying and reaching out to potential clients. Now to further explain exactly what B2B sales prospecting is, let's go ahead and give you a real hypothetical example. Let's say you're starting out your career as a junior sales rep or maybe a sales development rat, business development rep. And is your job to generate meetings and let's say you got a job at this company called intercom, right? And if you don't know intercom, they're basically a startup or another Archea, larger company where they sell their software that allows people to have a little chat box on their website. So as you can see, this is basically the product that you see on the right side. So if you want to send someone a message that works on intercom, you could say, Hey, just browsing and then essentially it's a chat bot that will talk to you and try to understand who you are and what you're interested in. And potentially they are trying to build a relationship and close a deal with you, right? And to give you an idea of what pricing is like for a product like this, you know, minimum, it's going to be starting at $500 a month, including ten seats, right? So for other companies, let's say if they're selling into, let's say a Nike or the selling to Microsoft or, you know, a large company like that. If they sell it, if they break into these companies, a deal might be thousands of dollars per month and it could be even over a $100 thousand per year for a software it like this. So if you are starting out as a junior salesperson at intercom, what exactly would you need to do and what would you need to know to actually succeed when it comes to your role in B2B sales prospecting. Now because it's your goal as a B2B sales prospector to basically generate meetings with potential customers and get them on the phone and eventually close a deal. The first thing you really have to do is you want to identify your top customers, right? So if you are, let's say getting a sales job and you're trying to work at a company that's already somewhat established and they have paying customers. What you want to do first is you want to understand who are these customers that are paying the most money, right? Because you want to take the best customers and you want to replicate that success. And you want to find more people who are just like those paying customers, right? So firstly on the job or let's say the first 30 days, you want to ask different people at the company, hey, who are our best customers? Why are they paying us so much money? What pains and challenges that they have before they started working with us, and how did our product or service make those problems go away? And basically you want to take notes on the answers to all these questions. And then you want to say, okay, now once you identify the pain and solution and you understand what value you truly bring and why people should take a meeting with you and buy from you. That's going to be your North Star, right? That's going to be the guiding principle behind all of your sales prospecting, understanding the pain, and understanding the solution to those pains and how you provide them. Now the next step of the process is to actually use those pains and find more similar companies who have a similar problem to your top customers, right? So basically, like I said before, you are replicating your success, your understanding why people bought in the past and you're finding more companies who are just like the people that bought from you. Maybe they don't have a solution yet and you want to reach out to them, build a relationship, and potentially maybe they're going to buy from you. So for example, let's say you have Nike as a client, right? Well, who are the companies similar to Nike? Adidas, Puma, New Balance, Timberland, right? So essentially if Nike bought for a certain reason, maybe they have a certain problem. Other companies in the similar space who are direct competitors to that customer may also have a very similar problem that you can solve. So a lot of times when you break into one customer, right? Or one type of customer like, let's see, a Nike, it's a lot more easier to break into an Adidas or New Balance or something like that. Because you can say, hey, you know, we're helping Nike do XYZ. They're getting a lot of great results. Just curious, are you interested in doing something similar? And if they're wanting to stay competitive in the market, well, they may actually take you up on your offer and take a meeting with you. It doesn't mean they are going to a 100% by, but they are more likely to be interested in what you have to say. And, you know, even if you're not selling into a large company like Nike, It could be, let's say yoga studios, right? If one yoga studio, a certain software to manage, let's say their administrative work. Well, probably there are a lot of other yoga studios who have the same problem that you can reach out to and say, hey, you know, we help this yoga studio, they're very similar to you and just curious to know if you'd be interested in talking more about how we might be able to help you with your M and work. Very simple. Now the next step of B2B sales prospecting is how do you actually get a meeting? What are your methods or tools you can use to book a meeting with your dream clans and potentially close them. While the three big ones that are working right now are going to be cold email, LinkedIn, and cold column. Each one of these strategies are going to have their different strengths and weaknesses. And depending on what you're selling and your industry that you're selling into. One might work better than another. So you might find that, you know, cold emailing works very well in one industry, but maybe it doesn't work in another. And you might find that quote calling, let's say in real estate, and you're trying to talk to real estate agents might work really well, but maybe LinkedIn doesn't work for these kind of people, right? So it really just depends on what's working in your market right now. And the best way to really discover what's working is to actually go on Google and you type in what are the best ways to generate leads in XYZ Industry. And from there you start to get an understanding of what works in your industry. And that's the one I would recommend you choose. But regardless of methodology you use to actually generate the meeting, you have to understand that all of these approaches are going to be cold. And when I say cold, it means that the person doesn't really know who you are. They don't know about your product and servers. And most of the time when you are reaching out, whether it's, let's say a cold email or cold call, That's the first initial contact or first exposure they have to your brand. And so when you're prospecting in this cold way, it is cost effective in that you don't have to do any marketing. You go straight to the source. However, you have to understand that you're going to get a Vada knowns, right? You're gonna get a lot of people who are not interested because they don't know who you are, even though you get a lot of no's, you're also going to get some yeses and you only need a couple yeses to make the entire process worth it. For example, if you are reaching out to a 100 different yoga studios and let's say only 5% of those people actually respond and take a meeting with you. Out of those five, let's say two people actually buy your software, which might equate to thousands of dollars per month. So reaching out through a 100 and maybe only two BY, that's totally okay because you might find that, hey, you know, I didn't really take that much time to email those 100 people and working on those deals and generating thousands of dollars per year just from selling to the yoga studio may make the process completely worth a right. So as long as your company or business or wherever you're working, it has the economics right? You know, this process can be very well worth it. And especially if you're selling to enterprise, let's say you're selling into, let's say a Microsoft or a Salesforce or Oracle, and you sell something, you might be hundreds of thousands of dollars per year. Well, even if you reach out to a, you know, hundreds or thousands of companies, even if you've just got one or two deals of that value, it makes the entire process worth it. And that's why B2B sales processing is one of the most important skills right now because a lot of startups and software companies and consulting company admit basically any type of company who are selling something very expensive and people are spending thousands and thousands of dollars per year on this stuff. Well, they need people to actually generate meetings and generate potential opportunities to actually generate business. And if a company cannot do B2B sales prospecting and they don't have any marketing. Well, they're simply just not going to generate any revenue. And that's why as a salesperson, especially if you're starting out, if you've got the skills to actually generate meetings with the right people, well, you never have to worry about getting hungry because this is a skill that's high demand and people absolutely need this to generate revenue. And so what that says is going to be a B2B sales prospecting. But that said my name is patterning and am and see you guys in the next one. 5. The Perfect Elevator Pitch - Best Examples and Templates: No matter what you do for a living, whether you work in business development, you're in accounts in freelancer or entrepreneur. You're always selling in some way because you're always selling yourself, whether you're selling yourself in a job interview, selling your products and services, or even just selling your ideas and persuading other people to see things in your perspective. And learning how to communicate, persuade, and influence is one of the most essential skills when it comes to succeeding in everyday life. So in this video, I'm gonna show you one of the easiest and efficient ways to do an elevator pitch so you can start communicating your ideas much more clearly and get people to buy into your ideas unless dive in now to start off the elevator pitch, right? The very first thing you have to first understand is being able to pitch your product or service or idea in one sentence, I usually like to start an elevator pitch with a one-sentence pitch so that people have an understanding of exactly who I am, what I do, and how I bring value. And the easiest way to do your one-sentence pitch is to use this formula I help x achieve why BeiDou being z, write a very simple, clean one-sentence pitch where x is going to be your audience, your prospects, people you are speaking to, y is going to be the value that you bring in Z is going to be how exactly do you provide that value? An example of using this formula would be, I help offline brick and mortar stores create massive new revenue streams by selling their products online using paid advertising, right? Very simple. So no matter what product or service you're selling, you want to follow a simple formula and just fill in the blanks so that people get an understanding of exactly what you do. And the next step of the elevator pitch is actually to tell a story, right? People absolutely love soils because it's a lot more engaging than just talking about your products and service are the features you need a story that people can't identify with, attached to and get emotionally connected with your ideas. And purpose of the story is really to make a complex idea or something that might be seen as complicated and making it very easy for anybody to understand and get the feeling of, oh, I get it. I totally understand what you do and why you bring value. Now when you incorporate a story into your elevator pitch, it's as if you're telling a story and then you're pitching, your pitch has to include that story in it. And I'm gonna show you exactly how. So the structure of your elevator pitch is going to be like this. You do your one-sentence pitch, then you tell a story. And within that story, the first thing you wanna do is talk about a problem. You see when you start a pitch with a problem, right? People love things like conflict, high drama, right? And when you're able to start with a problem, it gets people a lot more engaged because they're always wanted to read, oh my God, what's going to happen next? So I'm going to give you an example, right? So let's say I was selling advertising service, online advertising services like Facebook ads and Google ads and things like that, right? And I'm selling to, let's say, brick-and-mortar stores who have no idea how to sell their products and services online that but they've rented a shop location, they're selling their products there and they're relying on foot traffic and people just walking by and walking into their source. So I want to get them online, but I need to tell a story on why they need to. Online, okay. And how I'm going to do that is I'm going to start with eight problem. So let's get into the pitch. One of my clients was just like you had a action sports Shas retail store and his aura was located in a prime location with a ton of foot traffic, right? And for years, people would walk by every day, right? Because it's a high traffic area and walk into a store and purchases products, right? And for years he was absolutely killing it. However, when Amar opened up across town, we're the last people started to walk around this area meaningless for traffic, less sales. And because there is so little foot traffic, he was able to just barely make enough to afford rent. And because he was only relying on one source of traffic, meaningful traffic to generate revenue. And once that foot traffic dried up, well, he was just totally out of luck. And if this continued on, Well, he would be out of business. Okay. So pause real quick. What I'm doing is I am talking about a problem, telling a story that's relatable to my audience. And I'm creating high drama, right? This guy was killing it. And then from there for traffic died up and now he's not making as much money as he used to. And because it ran so high, what he's gonna go out of business. So the next step of the process is to talk about a solution, right? How am I going to fix this problem and tell this amazing story of how this guy went from going bankrupt to actually making more money again. So let's get back into the pitch. So he wasn't really sure what he should do, right. And he talked around, ask few friends. One of his friends recommended him to me actually because he wanted another way to sell his product and services because he wanted to sell his products online and because he was already a reputable brand that people knew, it was very easy for me to come in, take his products and take his brand and put it online and advertise his products using Facebook ads and Google ads. And suddenly he went from being able to barely make rent to creating an entire new revenue stream and completely changed his business. Alright, so pause right there. So what I'm doing is I'm telling a story of how he was able to find me and what we did to change the situation so that he went from not being able to afford rent to actually expanding his business and selling his products online. In the next step, after you provide a solution is to talk about the value, right? So why does this actually matter? Because it's not enough just to talk about what happened. You have to demonstrate, Okay, why should someone care and keep listening to the story? So let's go into the value part of the pitch. The reason why this was so impactful was because at first this person was only relying on one source of traffic and once that dried up, he was going to go out of business. But by taking his business online and advertising his products on different platforms from Facebook, instagram, YouTube, and Google suddenly had multiple massive streams of revenue coming in from different directions. So if one source, let's say Facebook ads dried up and didn't work anymore for whatever reason, you had a couple others that would still be able to help his business thrive. And that's exactly what I want to do for you. And then you just go into how you're going to specifically help them in their situation. So as you can see within this pitch, when I'm really doing is one, I am first telling a story, it talking about a problem, showing how I make this problem go away with my services. And then from there I'm explaining the value that I provide and why exactly they should invest in working with me. Because it's not about just making money online. It's also about having multiple revenue streams so that if one dries up, you don't go out of business. And that's what business owners fear right? Then in businesses will fail every single year. And you know, if you're talking to a business owner that they don't want to be one of them. And if you can help them create more leverage and create different ways to generate revenue, well, suddenly they are a lot more interested in your services. And this is very different from just telling people what you do, right? Because if i just came into a meeting and I just said, hey, you know, I'm gonna take you on library and January all the sales and things like that. Well, people may not be willing to listen because it feels like a pitch. If feels like you're just trying to sell them something. But if you tell a story and you first talk about a problem that people really understand and empathize with, you, show the solution to that problem. Now when you talk about that solution, people are more willing to listen to what you have to say because you told the story and you got them engaged by first talking about a problem that they may potentially have. So when you are creating your own elevator pitch or your own sales pitch, all you really have to do is swap out your own pain solution and value and why people should buy with your products and services and your customer stories. And you're going to be able to use this template successfully in your specific pitch. So with that said, that is going to be how you are going to craft the perfect elevator pitch. And with that said, my name is Petra dying and I'm gonna see you guys in the next one. 6. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review, sharing your experiences. I read every single review and I really do appreciate your feedback. And if you wanna see more videos like this, make sure to follow me on skill shares so you can notified on when I released my latest courses.