The Ultimate Guide To Sales Prospecting & Lead Generation for B2B Sales and Business Development | Patrick Dang | Skillshare

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The Ultimate Guide To Sales Prospecting & Lead Generation for B2B Sales and Business Development

teacher avatar Patrick Dang, International Sales Trainer

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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 (47m)
    • 1. The Ultimate Guide To Sales Prospecting & Lead Generation for B2B Sales and Business Development Int

      1:01
    • 2. The Ultimate Guide To Sales Prospecting & Lead Generation for B2B Sales and Business Development

      10:57
    • 3. Prospecting For Business Development

      12:09
    • 4. Lead Generation & Sales Prospecting Keys

      9:11
    • 5. B2B SaaS Sales Prospecting

      13:15
    • 6. Next Steps

      0:22
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About This Class

Prospecting and lead generation is one of the most important aspects of sales. It's the beginning stages of turning total strangers into paying customers.

But I get that at the beginning of your sales career, it can feel extremely challenging. Sometimes it might feel like you're just banging your head against the wall, especially when nobody responds to your cold emails, LinkedIn messages, and cold calls. I'll be walking you through my Ultimate Sales Prospecting Guide to give you a high-level overview of how this works.

1) Sales Strategy - The first step is to get the right sales strategy for b2b sales prospecting. You need to understand what your ideal customer profile looks like. You need to focus on what pain points your prospect has and focus on one industry at a time to see if your strategy works.

2) List Building - The next step is list building and research. Use your ideal customer profile to build a prospecting list of people you would like to have a conversation with.

3) Outreach - Once you have a list of prospects, the next step is to do outreach. You can use cold email, LinkedIn, or cold calling. Do research on which method works best in your industry and start there.

4) Set Appointment - Once you start reaching out to your potential customers, you need to convert that prospect into an appointment. You can ask the prospect for time on their calendar or use calendar software to send a link with your calendar.

5) Qualification Call - This is where you will do a strategy session or discovery call to understand your prospects' pains to see if they are qualified to buy your solution.

6) Review - Review your sales process to see what works and what doesn't. Make improvements to this sales cycle and repeat the process.

Meet Your Teacher

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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. The Ultimate Guide To Sales Prospecting & Lead Generation for B2B Sales and Business Development Int: Prospecting is one of the most important aspects when it comes to sales. That's essentially when you take a total stranger who has no idea who you are, you send them a message, whether it's a LinkedIn or email or core calling. And you convert that stranger into an actual meeting, either over the phone or in person, and then you go in and close the deal. Now what I wanna do for this course is I'm going to break down the secrets to sales prospect, the ominous show you my six-step methodology on how to do salesperson acting when it comes to the strategy, finding the right person who you want to get a meeting with. And exactly the strategies when it comes to reaching out to them and converting a total stranger into an actual meeting. And what I want you to do for their class project is share the number one thing that you learned it when it comes to finding your ideal customer and turning them into an appointment and share it with the rest of the class. So if you're ready to get access to my Six-Step Ultimate Sales prospect thing guide mixture you enroll in this course now. 2. The Ultimate Guide To Sales Prospecting & Lead Generation for B2B Sales and Business Development: In this video, you're going to get my ultimate sales prospecting guy on how to turn complete strangers into appointments and then close a deal. It's going to be a six-step methodology you can use no matter what product or service you're selling, no matter what industry you're in, as long as your job is to get a meeting with someone over the phone or in person. And if you want to use cold email, LinkedIn, or core calling, these strategies will work for you. What's going on, everybody, my name's Patrick Jan, and before we get started with our ultimate sales prospecting guide, now when it comes to my ultimate guide to sales prospect, you're right, this is going to work if your job is to get a meeting with someone either over the phone or in person and get an appointment to see if there might be a good fit for you to sell your product or services, right? So these strategies are going to work whether you're cold calling, cold emailing, or sending messages on LinkedIn, right? That's when you're doing outbound, meaning you're reaching out to someone who has no idea who you are, no matter what methodology you use, that strategy is going to be the same. So let's go ahead and dive in. Now, step number one is going to be your sales strategy, right? So no matter what method you use, you still have to come up with a strategy. Who exactly do you want to reach out to? And this is typically where you develop something called an ideal customer profile, meaning who's your ideal customer, right? What pains through the hab, where industry or the end? What's their revenue that you want them to have to make sure that they can actually afford whatever it is that you're selling. So this is the part where you strategize Who exactly do you want to reach out to? And you want to make it extremely specific, right? Because every campaign that you put out, you wanna be hyper-focused on a specific niche. And then when you wanna do a different campaign, Sure, focus on another niche, but you want to focus on one niche at a time. Meaning if you want to reach out to real estate companies and you're writing your emails, you wanna make sure you only write these emails to other real estate companies that are very similar to each other, right? You don't wanna do real estate, finance and retail and do all these at the same time because it's hard to manage all these things and each different vertical is going to have different messaging. So when you're thinking about your ideal customer profile, think of one specific use case on how you can help them and focus on that one ideal customer profile at a time. So once you've got your sales strategy down on how you bring value to the specific niche, you wanna move into step number two, which is list billing. Okay, so let's say you have an ideal customer profile of, let's say, financial tech companies who have 20 to 50 employees, revenue of at least 1 million to 5 million per year. And there are companies that leverage digital marketing. So, you know, this is very specific for us, very specific niche, right? And so what do you want to do? And once you identify this ideal customer profile, you want to find all the companies that fit the bill, whether it's using LinkedIn, using Google or, you know, buying lists. You wanna make a big list of all these companies that fit this ideal customer profile, the minimum number of companies you want to reach out to his 20. That's my recommendation. You could do more the more-is-better, but you want to do at least 20. The reason why you don't want to do less than 20 is because you want to have enough companies so that when you send your messages, you know whether it works or not. But if you only have, let's say five companies. Just because they don't respond doesn't mean the niche doesn't work. Maybe you didn't reach out to enough people. So that's why I recommend at least 20 tried to do more if you can find more but fine 20 companies and find the stakeholders, meaning that decision-makers at these companies and just make a big list of all of these people. Now the next step, after you find all the companies that fit your ideal customer profile, that's when you're going to start doing your outreach, right? Typically how this is going to happen is you're going to find either their email address. You're gonna connect with them on LinkedIn, or if you can get their phone numbers, then you're going to make a list so you can dial and make phone calls to all these companies. Now, depending on the company you work out or the industry you're working in, your different strategies are going to apply for some niches. Doing cold email works a lot better than col colon for other niches, doing cold calls work a lot better than cold email, right? And other niches, mode LinkedIn might be a more viable option, right? So you really want to look at how other people in your industry are generating meetings. And that's typically the one I would recommend when it comes to picking which one you should focus on. And I would actually just focus on one at a time because a lot of work to send a cold email, send a LinkedIn messages, and Kolkata and manage all these different mediums is really difficult to do all three at once. So that's why I would recommend focusing on one type of outreach and really master that for that specific niche. Because if you think about it like this, if you have one channel that works, let's say as cold email, why would you even need to cold call or send LinkedIn messages when you already have one thing that works so well. Typically when people say they do called Email, LinkedIn and cold calling and do all these things at once. Most likely they're not generating as many appointments as they would like because why would you split your attention in three different directions when if one works, just go all in on that, right? So pick the one that really works for you, invest your time into it to master it, and then start generating those leads. Now once you start sending out your cold emails or LinkedIn messages or you start doing your call cause the next step of the sales prospecting cycle is to actually turn that prospect, meaning someone you feel might be a good fit for your product and service. And you want to convert them into an actual meeting and actual appointment where you're going to talk to them either over the phone or in person. And why am I put this as a snap is because sometimes when you send out, let's see a message whether it's LinkedIn or court email, they may have an question. They might want to learn a little bit more about you before they agree to spend 30 minutes on the phone. A few, right? And so that's why you have to follow up with people, answer their questions and you want to keep pushing so that they actually take a meeting with you and you're not being pushy. You're not forcing them to do anything. You're just kinda handling the objections to say the right things in order for them to get curious enough to take a meeting with you. And you want to think about like this, the only goal of any type of outreach activity, whether it's called Email LinkedIn or cold calling, is to set an appointment, right? You're not trying to sell somebody during an email. They're not going to buy because they read your email. They're gonna buy after they actually meet you in person. Or if you talk to them over the phone, especially if you're selling something that's a little more high ticket, something that's over $1000, right. So typically, your only goal when it comes to outreach is to get a meeting, right? So you want to hyperfocus on just scheduling an appointment. You wanna keep asking them what doesn't make sense to talk. You know, who's the right person to talk to. You want to keep asking these questions until they actually decide to take a meeting with you. And then that's when the selling process actually starts. And once they actually agree to a meeting, they're going to book an appointment right on your calendar, or they can tell you a time when they want you to call them. And what will happen during this first call is that you're not even selling at this point because you're still in the seals prospecting sage, what you're actually doing is you're qualifying the customer to see if they're fit to buy your product or service. A lot of times if you reach out to someone, maybe they're not a good fit and maybe the timing is wrong. Maybe they don't have that pain that you solve, or maybe they don't even have the budget to pay for your products or services, right? So that's why the first, initial call, instead of selling somebody and telling them that, hey, we're so great, you should buy our product or service. You will first want to identify if they can actually buy an if your product or service is actually something they need in their business and in their life. Because if there's no real need, there's no real pain. You shouldn't be selling something to someone that they don't actually need, right? Instead, you want to qualify them, see if they are good fit to buy your products and services. If they are, then you can start pitching your products or services, maybe in another meeting, right? Or maybe you can pitch it at the end of the car, but you don't want to start pitching until you qualify the prospect. And I know for some of you guys who might be working at larger organizations where you have a sales development rep or and you have account executives in the split these into different roles. So if your job is to just generate meetings, qualify the person at an schedule, another meeting with an account executive who were actually closed the deal, then obviously you gotta do a good job and making sure that this customer is worth your time, right? Because a salesperson's time, It's very valuable. Don't think yourself as literal, meaning that your old please buy for me. It's not like that. Your of time as a salesperson and whether your sales, business development rapport and account executive, Your time is extremely valuable. So you don't want to waste time with people who are not serious about buying. So you want to qualify them, see if they're allowed to buy from you, right? Reverse situation. Qualify them to see if they can even buy from you. If they are, then you continue down the sales process and help them make a buying decision. And the last step when it comes to sales by swing is you want to review everything that you just did, right? When it comes to your self strategy, building the list, that type of outreach you're doing. How many appointments, your setting, and how the qualification GAR, actually went, right? So when you're analyzing your prospecting activities, you want to find the pieces that you can actually improve. So a lot of times the sales strategy is the thing that most people need to fix me were they went after the wrong niche, maybe the wrong type of companies. Maybe are the companies that they reach out to you don't have enough revenue to buy their products and services. So that maybe they have to go more up market and find more companies that actually have more money to spend on your proxy services, right? So you definitely want to review your process. And sometimes maybe you did everything right except the qualification car isn't going well, where maybe you're not doing the right things to qualify them, not asking the right questions to see if there might be a good fit. And so you start changing your sales script in order to qualify them better, right? So every sale situation is going to be different. There can be anything, any of these pieces can be broken, but you just want to look at your sales process objectively and see like, OK, what part can I actually improve? Then when you go back and repeat the process, you're gonna do the same exact thing that you did, except you're gonna switch out one part and you're going to replace it with another. And hopefully that will get your sales process more efficient and you get more results at the end when you book more appointments and you close more deals. But if you don't review everything that you're doing, then how can you actually improve, right? So you wanna make sure, especially in the beginning of your career, especially when you're starting to do sales prospecting, you're always improving. Every time you send a campaign, you should be getting better response rates, more qualified meetings, and you know, more people should be interested in your product or service. Theoretically, you should be getting better every step of the way. And so from a high-level strategy perspective, that's going to be the ultimate guy when it comes to sales prospecting and lead generation, no matter what type of outbound activity you decide to do, the strategy is exactly the same. So if you need to re-watch this video to really get a better understanding of it. Make sure to rewatch it because these are the foundations if you want to be successful at sales prospect. So that said, my name is Patrick, name. Hope you guys got a lot of value out of this video and I am going to see you guys in the next one. 3. Prospecting For Business Development: In this video, you're going to learn some of the best prospecting business development strategies you can use to find new clients and close more deals. Make sure you watch until the end because we're going to cover everything from how to sell into small, medium businesses, all the way to enterprise companies. And so with that said, let's go ahead and get started. So now the first step of business development prospecting is how exactly can you target small, medium businesses, right? So I know a lot of you guys might be targeting, let's say like local gyms, restaurants, retail stores, basically mom and pop shops. How to exactly do you get your foot in the door with people like this? And so for this type of strategy, when you're selling into small, medium businesses, you've gotta understand it's all about velocity, right? You don't want to spend too much time on one person because, you know, if you're going for, let's say a local gym, you know, somebody says no, you've got to move on to the next alkyl gem, right? If you spend too much time on one person, you know it may not be worth it. And so that's why you gotta build big list. And you have to do a lot of transactions in order to make this business development process and a strategy worth it. So to give you example, I'm gonna pretend I am working at business development person working at green bits. And for those of you who may not be familiar, green bits is basically a point of sale system for dispensaries. And when I say dispensaries, I'm talking about weed, right? So wherever we'd IS sold legally, basically, green bit is a software and they sell it directly into the retail stores of dispensaries for them to handle all their retail sales, to understand their data of who is buying, why they're buying. And basically it's software to manage the back-end process of a physical retail store. And it's also to process transactions. So if you're not really familiar with this habit business is very similar to square, right? Square essentially as a kinda like a same thing. They have a point of sale system where if you want to pay by credit card or, you know, Visa, MasterCard, you connect it to your iPad, you swipe the card and then it takes in your money, passes through the software, then goes to your bank account and you get all the information about the customer, right? So square is kinda for everybody, meaning it could be a flower shop, pizza shop Jim, whatever. But green bits is specifically for dispensaries. Alright, so if I was working here and it was my job to, let's say, sign up as many dispensaries as I can because there's a boom in the wheat market and weed is becoming more and more legalized in different states in California and other states in America. Well, I would, I would do is I would go to a state, let's say like or both. Start with a city like San Francisco. And you can just type literally weed or we dispensary within Yelp, right? So you can use any type of directory today. Example today is it can have, but we're gonna use Yelp. So for yeah, essentially I would be like, Alright, so let's make a big list of all the weed dispensaries in San Francisco. I would go, you know, this guy, this guy, Urban Green kras. And basically I would take all these people in all their information and I would add it to, let's say an Excel list or our attitude, my CRM. And that's customer relationship management software. That's just where it's basically a fancy Excel sheet, but use my software, right? So I've gone there, Yelp page and I will see like, oh cool. Like we got a real dispensary, they got a real retail store and they're probably making money. And so my job as someone who works at again, green bits is to say, okay, are they using, what software are these guys using to run their business or their using any point-of-sale software. Or they only cached or the using something that is more rudimentary and not very complex. And maybe it's socks. You know, if I identify those pain points, you know, I would basically make a big list of all the dispensaries in, let's say San Francisco. And I was trying to identify pain. If they're only doing cash, then let's get them using Visa MasterCard, right? That's one specific pain point you might go for. And then what you would do from there is you would find the email of this person, right? And so what you want to do is you wanted to go to the website which is on Yelp, right? You also have their phone number, boats or website. And you want to see, you know, if who you contact here, right. And it's like go to the About page and all right. So basically when you go to someone's About page, you can either cold call them, right? If you're good at cold calling, you know, put that on. You can send information to the info at business.com or you can message them on Instagram. So I actually recommend sending them a cold email and cold calling, right? You can do a variation of Wolf. So you send them an email first and saying who you are, what challenges they probably have and see whether or not they wanna talk on the phone. And then if they don't respond to that, you can have variation are called email, next day, cold call NGO try to generate conversation with cold cough if they don't respond to that. And a couple days later you follow up with a second email and you kind of use this variation of multiple touches. And when you're sending an email to, let's see, info, company name.com. A lot of times the owner is going to look at it because you gotta understand that these are going to be small, medium business or a mom-and-pop shop, right? So maybe they only have one business email for the entire company and that's what people can reach out to. And so, you know, when you're setting it to info at company.com, a lot of times the owner is going to look at it. And so that's, you know, you're getting the eyeballs on your email and if they're interested, they're gonna take your meeting. So like I was saying before, if you're selling this software, are you gonna do, make a big list of all the people who are into this, right? And from there you can expand to different cities first and then different states. And then eventually you have a list of every single dispensary in North America. And you know, if you can't sell it to them, then you're not going to help anybody, right? So now that you understand, let's say small, medium businesses and how to use directories to find these companies. Next type of business development prospecting is to go more upmarket and go for more enterprise companies, right? So these are companies that are going to be really huge and you don't have to sign up 1000 of these guys to make a big difference in your business. If you sign up, let's say five a year, that might be a complete game changer for your business. All right, so for example, let's say you're working at square, right? Which is the company we talked about before and they got a point-of-sale system and can be used for many type of businesses, not just we'd dispensaries, right. So you can either go for other local mom and pop shops, which they do do. And you can also have a dedicated team focus on enterprise going for the big deals, like going for someone like a Starbucks for example, right? So, you know, when you interesting use case that I found is that square actually did a business development deal with post meats. And post MI is basically, if you don't know what it is, it's like Uber for food delivery, right? You just kinda go on that and say, okay, I want to order some Chinese food and then delivered to my house. And then the restaurant will basically get the order and make the food. And someone in post mates who was like Freelancer, will pick up the food and drug to your house. You can also order, I guess, random stuff like beer, medicine, grocery. So basically any, a lot of different items you can use Postman it's worth, right. Why would square do a business development deal with post mates? So basically this is how it works, right? You have a restaurant, for example, over here. Let's say it's a Chinese restaurant. And let's say to Chinese restaurant is using Square as a point-of-sale system. Now square can connect directly to post mates so that when the consumer on this site is on their phone, on the post mates app and they order something on post mates than that connects directly with square and square. It directly gives the order to the Chinese restaurant saying, hey, this guy order some noodles using post mates and you have to make it and give it to us. Another person who's going to drive by and he's going to pick up the food, right? Actually, it may sound simple, but actually there's a very complicated process because there's basically four steps from the person who ordered the app, right? Who wants the food to actually processing, get through all the software to eventually get to the Chinese restaurant post mates. Now Square wants to do a deal with post mates because if all the restaurants are already using Square and the restaurants want to expand their business, especially during this time where there's social distancing and maybe people can't physically come to the restaurant. Well, it makes their life easier for these restaurants and be like, hey, you know, we should just sell on post me. It's right because we're not getting as much customers as we used to. So we might as well just take advantage of what's going on in the market and sell more and squares winning because every transaction that goes through post mates and then goes to your square, then goes through the restaurant, they're getting a percentage of the sales. So obviously, the more platform squares on whether it's post maids, Uber, Eats, or basically any of them. They're making a percentage of the sale. So they're in advantaged position to do these type of big business development deals where they integrate their software directly with another person's platform and they get a percentage of every single sale that goals through their point of sale system. For this type of enterprise deal, you're not reaching to thousands of people because there's not a lot of companies that have this type of platform and scale. Instead you're really focusing on, let's say, a certain type of market ie fits specifically in your ideal customer profile. And if you do, let's say like five deals a year, that may be huge for your company, right? Because, you know, just post meets alone. You know how much revenue is post means process through their payment processor that goes through square, I'm guessing it's millions or maybe more, and square, it gets a percentage of that. So, well, you can see the value of that is generated here and square is probably generated multi-millions just from this one deal. So if you're doing any type of enterprise sales, you wanna make a list of the top companies you want to work with. And you don't want to make sure that you don't just burn through these field because you really want to build a relationship. Be respectful when it comes to the court e-mail offer more value. It's not just the quick and go kind of thing where you just buy something in balanced. You actually got to build a real relationship over months, usually for something like this, and then maybe over a year to actually build that relationship. Continue whether meetings understand their problem, show them that you can solve the problem in an overtime, you eventually get closer and closer to closing the deal. And once you do close idea from a prospecting perspective, you want to find all the other people similar to that person that you close and say, Hey, look, I did this for, you know, post maze. I can do it for Uber Eats. I can do it for this guy, I could do for this guy. And then you kind of just do your prospect thing like that. But you gotta take your time. You want to do it, right? Because if people see you as someone who just slimy and sleazy and just wants to make money, nobody is going to work with you. But if they can see your bringing real value, then you gotta Shop. Now the next step of business development prospecting is to refine your prospecting strategy. So whether you are selling to small, medium businesses like we did in the weed example, or you're selling two, let's say technology companies and you're connecting with like post mates. The thing you want to pay attention to is that whatever you sell or whatever business development deal you do, you need to ask the customer, even after the deal was done, why exactly they decided to go with you versus any competitor? What exactly do they like about using your services? What are the things that you can improve? And you want to understand exactly what the customer is fueling about your products and services in that business development deal. From there, you want to take all those learnings, right? And you want to apply it back into your prospecting strategy. So if let's say, all the wheat shops are saying yeah, you know, we're using cash before, but we had no way to understand our customers and we have no way to keep track of data of who's buying and creating membership sites. All these things. And, you know, you think really came and solve our problems. So now you understand the real problem. You want to go to all the other dispensaries or retail stores, whatever that's faced, a similar problem and you want to solve that same problem if they are experiencing the same problem, right? So when you're doing your cold emails, there are a lot more likely to respond because they're like, oh, this guy gets it right. Especially if you have your posts on what's going on in the market and what paints people are experiencing. If you can communicate that the record, email or communicated through a cold call to actually get the ball rolling, to get a real meeting, then people are more likely to take that meeting and buy your products and services. But if you don't refine the process and you're just selling the same thing over and over and you're not understanding why it is that your customers are buying, then you're never going to improve your response rates. You're meeting rates and your closing ratio. So that's why it's always important to look at the deals that succeeded and understand why is it that it worked and then apply into your prospecting strategy on who we should go after. You know, if it works, do more of that. If it doesn't work, do less of that, right? Don't waste your time on prospects that, you know, aren't going to buy it, right? Just let it go and go for the ones that do so refined your processes and that's basically how you get better over time. And so with that said, those are going to be my three business development prospecting strategies that you can apply right away. So with that said, my name's Faraday and I will see you guys in the next one. 4. Lead Generation & Sales Prospecting Keys: Lead generation is one of the most important aspects of sales. If you can't generate meetings with your dream clients, well, you can't really sell anything. And over the years during my time at Oracle, a startup and also a running my own business, I've uncovered seven keys that you have to know when it comes to lead generation so that you can start Jen and reading more appointments with your gym customers and close more deals. And you wanna make sure you watch this video until the end because these are going to be the seven biggest lessons that I've learned over the years in my sales career. And just by watching a quick video, you're going to be able to shortcut years of your time if you apply these lessons and really just take your sales and lead generation game to the next level. So let's go ahead and dive into the seven keys you need to know when it comes to lead generation. The first key lesson that we have to cover is that when you are sending your court emails or LinkedIn messages, you want to send about 75 outreach per day, right? So if you're doing email, you want to do 75 emails per day. And if you're doing Linkedin, you wanna send 75 LinkedIn messages per day as well. Now these numbers will change over time and overtime. Honestly, they will continue to decrease, right? Because the platforms don't want you to be spamming people. But right now the number is around 75. So if you want to maximize your potential outreach and keep your pipeline full of potential opportunities, make sure you're doing this every single day or at least five days a week for the working days, any of you send more than 75 if you're sending cold emails, you take the risk of burning your domain address in your emails, aren't gonna be able to send using App domain. Or if you're doing LinkedIn, you're sending more than 75, especially over a 100, then you are, you know, you might get banned from LinkedIn and yet there start all over. So you make sure that doesn't happen to you and do 75 consistently every single day. And if you're doing cold email and Linkedin, you could do 75 years, 75 here, combining that into a total of a 150, and that should be good. Key number two is to write like you are writing to a friend. Now, I review a lot of cold emails and LinkedIn messages that people to me and I coach them through how to write this better. And the common mistake I see is a lot of people they write very formal. They'll say something like hello, sir. My name is I'm from this company and I would like to schedule a meeting with you and it's very robotic and businessy and corporately. And people don't really respond to that kind of talk that well. Instead what you wanna do is keep him more casual but professional and talk like you are talking to a friend about a professional matter or let's say you're giving career advice to a friend. That's essentially how you want to talk to another person, right? So an example, let's say an email. You can say, hey John, you know, I just saw that you wrote an article about XYZ and I really enjoyed and I loved your perspective on XYZ. So it's kinda casual, but if professional at the same time, you definitely don't want to write super formal because it's really strange, right? If you were to write really formal to a friend, they would think it's weird and same with a cold email. They would also think it's weird as well. So keeping more casual, right? As if you were given professional advice to a friend and you're going to be good to set when it comes to the tonality of your outreach. And key number three is when you are sending your outreach, don't give too much information. So if you're doing cold email or LinkedIn messages, you only wanna give enough information to get someone to agree to a meeting. If you're giving too much information, you're sharing all the different things you're gonna do. You're sending PDFs and white papers and video links and things like that. People don't really want to spend time to click on it and watch it because they don't understand the value prop. But in your email or LinkedIn message, you want to keep it tight. Simple, very clear. One call to action, which is just to book a meeting, right? Book a meeting, book a meeting, book a meeting. So don't give too much information. Just understand what the prospects problems are. Show a little teaser on how you might be able to solve that problem. It just asked for the meeting and that's gonna be, that's it. And key number four is to have a clear call to action. And like you were just saying before, when you're sending a lead generation piece of outreach, whether it's a cold email or LinkedIn message. At the end of it, you want to have a call to action. What is it that you want the prospect to do at the end? And typically what I would always recommend is to book a meeting, right? Whether it's sending a link to your calendar, asking for when they are available and you just accommodating it, you always want to have a clear call to action, typically at the end of the email so that the prospect knows exactly what to do if they are, if they're interested, they know the steps they can take to communicate with you and move forward with the and you wanna make sure you avoid things like, you know, let me know or let me know if we can get a coffee because it's so vague, right? A lot of people don't want to respond to that and make it extremely clear on what the next step is and just make a simple book, a meeting key number five is to follow up, right? So a lot of times when I talk to people and I asked them, did they do cold email, they say yeah, and then they say it doesn't work. And I ask them, do they follow up? And they say No? And I'm like, okay, well, that's probably why. So when it comes to the cold email, right? So let's say you're sending to a 100 people. You know, you may want to make sure that you follow up two or three times, right? I would recommend three times, so total or before. So you send the first initial email, maybe you get a 5% response, send another follow-up email three to seven days after that, you might get another 4%. You send another email three to seven days after that for the first follow-up, then you might get more percentages, right? So overall you might get like, let's say ten to 25% response rates using this kind of follow-up formula. Now you always wanna make sure you have a follow-up sequence, whether you're doing it manually or if you have software to do it for you, I would recommend the software. And that's because the magic is in the follow-up. You know, you're not always gonna get the meeting on the first go. You have to have ways to keep following up per customer because maybe they're busy when they read your email the first time and the second one day like, oh, this kinda interesting. And then they take the meeting. So always make sure that you follow up. Key number six is when something is working double down. And what do I mean by this? Is that when it comes to outbound lead generation, there are many different methods you can use. Whether it's cold email, LinkedIn, cold calling, or even if it's inbound, like writing a blog, SEO, video marketing, right? So there's basically an infinite number of ways to generate leads. Now my recommendation for you, if you're starting out and you're getting something to work, really double down on that. So for example, if you're trying cold email for the first time and you're getting a bunch of meetings from cold email. There's no real need to try LinkedIn and cold calling if you want to experiment. Sure, but there isn't really a need because if you're getting a ton of meetings using cold email, just keep doing it right, go even harder and use what you already know that works and just scale it out. So let's say, for example, you're getting 15 meetings a week from cold email. You're getting five on LinkedIn and you're getting five on cold calling, right? If you try to split your time doing all three at the same time, these numbers aren't going to increase that much because it's difficult to scale and you only have so much mental capacity and, you know, good hours of work you can do per day. So if you're getting, let's say 50 meetings a month on cold email and the other ones 55 Well, I would just forget the other ones that doubled down on cold email and get that 15 to 30, get that 32 or 60. And, uh, your your calendar would be booked to the brim. So if something's working, I really recommend you just figure out why it works and double down and just scale it out. You don't need to keep adding different channels. If one channel works, why would you need to do anything else, right? So especially if you're starting out, you don't have the bandwidth and you don't kee can't hire people to do the work for you. Double down on what's working. And key number seven is to have fun. And now this one is a little counterintuitive. It might be a little different, but, you know, when it comes to prospecting and lead generation, I know a lot of times it's not that fun. At lot of times you are going on LinkedIn, you're just clicking these buttons and you're collecting emails, writing emails and sending them out. It's kind of a lot of work and labor. And you might only get one or two or five meetings from doing hours and hours of work. Totally get it. However, you gotta make it fun. You gotta find ways to make it fun, almost like again, because if you don't enjoy it and it's just a grueling process and you hate coming to work every day. Well, you're just going to hate your life and you won't even be successful in sales because it just takes such a mental toll. But if you start getting excited and creative on how you find the emails, how fast you can do and how to optimize your system could be. How you know, how do you increase your response rate and you AB tests and do all these crazy things. Well, suddenly it becomes fun science experiment and it becomes enjoyable. So no matter what your product or service you're selling and higher generating leads, you've gotta make sure you're having fun and you enjoy the process somewhat. At least you understand how this has beneficial to your life and your business and how you can generate income for yourself, right? So find a way to make it fun if you hate your job every day, maybe. What's the point of even doing? And you may probably have just find a different career. But if you're in sales, you're doing lead generation and you want to make this work, stick it out, find ways to make it fun, whether it's the gamify experiment with different things and really just enjoy the process. Don't always just look at, oh, you know, I'm only going to have fun when I generate a bunch of meetings, right? Although that's great, but you want to really enjoy the process because some campaigns are going to work great. Some campaigns are gonna work at all. And that's just how things go when you're trying things out and sales. So enjoy the process. Have fun, is really gonna help you stay consistent on a daily basis so that you can actually start getting some real results. And so with that said, those are going to be the seven key sullied generation that you can use right now to start generating more leads and, you know, blow your calendar out with dream clients. But that said manufactured day and I will see you guys in the next one. 5. B2B SaaS Sales Prospecting: Hey everybody, what's going on if Patrick down here now one of our viewers, Martin, as how do I get new customers as a development agency or a SaaS company? Now I know a lot of you people watching, you know, you're selling some kind of technical product, whether it's a SAS or maybe Development Services, or you have some kind of technical consulting. And so what I wanna do in this video is I want to show you exactly how you can do your sales prospecting specifically for technology products. And I'm gonna show you step by step exactly how you can find your ideal customer who is going to be willing to buy your product and services. I'm gonna show you exactly how to find their email so that you can actually send them a cold email. And we're gonna walk through exactly how you can pitch your product or service that you can actually turn that chord prospect into a meeting and create an opportunity for you to sell. And you wanna make sure you watch this video until the end, because I'm really going to be showing you a live demonstration on how I would do sales prospecting in today's market. And you can follow along step-by-step so you can mimic my process and use it to sell your own products and services. Now the first thing we're gonna do is we've got to set the scenes. Now for this particular example, I am going to be selling a SaaS product, right? Software as a Service, but you were still use the same methodology if you are selling any type of technical consulting or development work. But if you are selling SAS Products, there's going to be great for you. Alright, so for this particular example, we're going to be selling referral candy. Okay? So for those of you who may not be familiar, referral candy is basically a plug-in that you can plug into different websites like Shopify. And basically all it is is a referral program for e-commerce source. So let's say you're a fashion company and you want to get your customers to refer their friends and convince them to buy more of your products, right? So basically you would use a software and plug it into your Shopify store. And Shopify as just like a platform that many companies used to run their websites. So pretty much how it happens is customer refers to a friend. Friends buys something from the store, and then the store, we'll give a commission to the person that refer their friends. So this way you can get your customers to spread your brand through word of mouth and you can actually monetize it because you can track exactly how many sales you're getting from who and reward them. And then it just creates a cycle where you generate more and more sales. So it's a great proposition. A lot of companies need this type of software. So if we look at the pricing of what referral candy costs, it's gonna cost $49 a month plus commission. So, you know, if you refer a friend, they're going to take a cut of the commission, or instead of doing Commission, they can, a customer can buy the enterprise version, which is at a big jump to 3,989. So let's just call it $4 thousand a month. So you might be thinking, okay, well, how can you actually sell a software for $4 thousand a month, right? That's almost that's almost 50 grand in US dollars a year. Why would someone pay that? Well, when it comes to Shopify store, you gotta understand that there are a lot of big companies that are using Shopify who are generating millions of dollars in revenue every year. So if they get a small percentage of their customers to refer a friend and that friend buys a product from their store, then it generates a lot of revenue because they have so much volume, right? So they're willing to pay around $40 thousand for this kind of software because it's essentially free if the program works, because they're going to bring in more money than they pay for the software. So that's why it's an easy sell for a referral candy. Because basically if you implement the software and people refer their friends, then you make more money than you pay us and then, you know, it's all good. So if I was a sales development, rad business development, or even account executive doing my own prospecting, I would focus, you know, one of the ideas I can do is focus specifically on Shopify sores who do multiple millions in revenue per year because these are gonna be people that can actually afford a 4 thousand per month product. So now that we set the scene of what I'm selling and who I am selling it to. Let's go ahead and dive into the next step, which is the ideal customer profile before you even sell or send your first cold email, you first got to understand who exactly should be a good fit for your product and service. And like I said before, it's going to be Shopify stores who do multiples of millions in revenue per year. Okay, so I'm gonna start from scratch. So you know if the exact thought process of how to actually do your sales prospects, right? So if you are looking for Shopify stores who have a lot of revenue, a lot of times I tell people to just Google it. And when I say that a lot of people don't really know what I'm saying. So I'm on Google right now and I can say top, top brands using Shopify. Ok. So I'll top brands using Shopify. If you go down, let's go to the second one. Let's say biggest brands and names on Shopify. Okay. So 27 of the biggest brands on Shopify, right? Yeah, Bulletproof Coffee, which I'm a fan of, Hasbro, big company, The Economist ions. Okay, so we got a lot of companies, right? So technically, everybody here on this list would be a potential customer for referral candy because they generate a lot of revenue and the bishop fight, they hit two qualifications, right? So let's go ahead and just keep scrolling down. And let's say Jim shock. Ok, so I'm pretty familiar with Jim shark. Jim shark basically is a clothing company that makes her athletic wear for males and females, right? And clearly, they use Shopify and if you want to double-check something like that, you can use an app called Rapa laser. It's a Chrome extension and it kinda shows you every app or every technology product that website uses. And as you can see here, e-commerce, Shopify, Alright, so we've verified that Jim shark uses Shopify and so they become a potential customer. So now that you find one person who might be a good fit for your product and service, right? What you wanna do is you want to multiply your efforts. So if I have identified that one, this person who's a Shopify, number two, they got multiple millions of revenue and I know they do because I'm familiar with this brand. The next step is to find all the different competitors. Jim Sharpe has that use Shopify, okay? Okay, so now that we identified Jim chart, what is the next step? We gotta clone Jim shock and find more people who are similar to them, right? So we can say top fitness brands using Shopify, okay? And we've got to the first link, less case shopping stores, right? And you can check out all the different links. So this website, it looks like it already did all the work and finding all the stores that you Shopify and ranking them by their search traffic from Alexa. And yes, so now we got a bunch of different brands that you can reach out to you. So for example, let's say sweat.com. Let's open that up, see what it looks like. So Sweat.com looks like athletic brand for women and, you know, they got a lot of stuff and let's verify if they use Shopify. Ok, boom, e-commerce, Shopify. Okay, cool. So now we got sweat.com and we're gonna put it on our prospecting lists. So if you're going after, let's say fitness brands using Shopify doing multiple millions in revenue. Well, you go, here is a list on shopping stores that will fit your needs, right? So basically you would just take all these companies. And Adam to your list, right? This is your prospecting list. So now you turned one ideal customer and you multiplied. It may be a hundredfold and you found maybe this is a list of hundreds of people. So you can add all these people to your list and to verify whether or not they're actually doing well, you can use similar web and you kind of see their search traffic, right? So this is a quick way to do it. It doesn't necessarily tell you revenue, but you can see that every month are getting hundreds of thousands of visits. And most likely if a company can generate that much traffic, they can probably convert it into sales so you know that they're making money, right? So if you look at, let's say Jim shark, Jim shark.com, What's going to happen? Well, if we go to Alexa and we looked at the traffic okay. The doing him millions of visits per month. Per month. So obviously, I'm in gym sock is a huge, huge company, right? So you can't really compare the two, but if someone's generating hundreds of thousands of visits, they're probably making some money. So now that you identified all the companies you want to work with, how do you find the emails of these people, right? So I'm going to give you example of how you can use LinkedIn to do as so if you've got Jim shock over here, boom. Okay, so if you go on LinkedIn, you gone Jim shark, and then you search by their employees. And you could, obviously you can use like more filters that filter this down, but I'm just going to give you a quick look on how this works. We are 554 employees working in Jim shot, right? So I'm using a tool called Apollo APO, Apollo the io. And essentially what you do, you press a little button is a Chrome extension. And what's going to happen is it's going to populate all the people you see on LinkedIn. And it's gonna, they're gonna pop up on the right side of here. So when you click on the people that you are wanting to talk to you, let's say the founder, general manager had a customer support and let's say it's C, E and a CEO of Jim's shock. And what you can do is prospect for clients. Boom, okay, so four contexts have been at it. So pretty much in Apollo, which is the website, It's going to save all these people's email. So you can just go through the list and find all the people that you want to work with and save their emails like that. So Apollo is one I can recommend. I don't get paid by them. You know, it's just not affiliate link is just a tool that I found to be working really well in today's market, right? So Apollo works really well. You can also use like a hunter that IO, which is another one. So you press Hunter is another Chrome extension and it shows all the emails over here of the people that work there, right? So I like to use LinkedIn just to get, so I make sure I know who I'm talking to and then get their email and then I would then send an email to them, you know, asking for a meeting and let me know in the comments if you want me to go more in-depth onto different strategies on how to find people's email and show you step by step. I just want to give you a quick overview of how that works and just to give you a taste of what sales prospecting is all about. Alright, so now that you have found the emails, are the people that you want to reach out to you. What I recommend is you find basically the reader for people that, you know who might be the right decision makers, right? You wanna make sure you more, you email multiple people out one company, okay? And then you'll basically you would write an email saying like, hey, you know, I'm looking for the person who handles referrals or who handles marketing. And you basically give your pitch about, you know, who you are, your referral candy and what you can do is you can help them create an ambassador program. The best way to pitch it is, you know, you go through your list of all the people that you want to work with, you check their website. It takes a little bit more manual work, but it will increase your response rates by law. So you go on their website and you check to see if they have a referral program or not, okay. If they do not have a referral program, they are a very hot prospect for you because they fit all the categories and they don't have the thing that you sell. And because they're missing it, they're missing out on so much more revenue. Because your customers, people that buy your product or your best marketing, right? They're the ones that are going to give you free marketing, free word of mouth, and generate more sales. So if you pitch your product right, referral candy in a way, positioned yourself as free and helps them make money by mobilizing their customers that they already have. Well, they're going to take a meeting to learn about how exactly you can help them. And you know, they may buy, they may not buy. But I think because the pitches saw strong, their curiosity is piqued and they're going to take a meeting with you just to learn more about what you do. Now that's if they don't do not have a referral program. If they do have a referral program, right? Let say there are already working with a competitor. Well, you can kind of analyze their competitor and see what their weaknesses are, right? Is that, you know, is there a program actually that good, their software too expensive? Do people know what bad things do people have to say about that software, right? And if you know that the software they're using his bad and you kinda share that you can make those problems that they experienced, what their current vendor go away, right? If, if they're not ten out of ten happy, there's a possibility that they will take a meeting with you and make that replacement. Although this is difficult, if not impossible, to replace your competitor if your competitor is not good with that pitch, I'll send that email two or three or four people at the company. And then I would follow up if they don't respond three to seven days apart and I would follow a two to three times. Okay. Usually I do three. So total, your email sequence is going to be the first email. And then three more follow-ups spread over three to seven days after every follow. And if someone doesn't respond after four emails, well, usually what I do is I let it go and then I wait a few months, maybe half a year, maybe a year later. And I would reach out to them again with a different angle to see if they would be interested. In. A lot of times, even if you email someone one day, six months later, they probably totally forgot who you are. And so when you email them again, it's like a fresh, new email, but you wanna make sure that you don't spam people and that your emails are highly relevant, right? Like in this example. And you know, a lot of people that they send cold emails and they don't get responses and the reasons because they don't do this type of work to get so detailed on who their customer is, what pains they have checking their website, and really pre-qualifying the person before they even send that first email. But if you do that work and you know why someone should buy your product and service. And the pitch is just so clear, then it's a lot easier to get response rates and to get feedback on whether or not your product is good. So with that said, that's pretty much how you do sales prospecting for technology products. So with that said, my name is Patrick Dan Hope you guys enjoyed this video and I will 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. 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