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Sales Prospecting For B2B Sales & Business Development - YouTube
Channel: Patrick Dang
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hey everybody what's going on it's
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Patrick doing here now it doesn't matter
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how great of a cell you are or how great
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your product or service is if you can't
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actually find your dream customers and
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reach out to them and get a meeting you
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basically don't have a business so what
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I want to do in this video is show you
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exactly what B the B sales prospecting
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is or business development prospecting
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I'm going to show you exactly what it is
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how to do it and the most effective ways
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to reach out to your dream clients and
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the reason for why you should watch this
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video until the end is because if you
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don't know what's in this video then
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you're gonna waste your time running
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around chasing clients when actually if
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you had the right strategies you can
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just implement it and start getting
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results right away so before we go ahead
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and get started make sure you give this
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video like subscribe if you haven't
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already and turn on notifications
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alright so as we go ahead and get
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started with this video the first
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question I have for you guys is what
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exactly is sales prospecting right
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whether you're a sales person or you do
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business development it's pretty much
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the same thing and let's go ahead and
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answer that right here so how is this
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gonna work well let's go ahead and draw
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a little circle this is gonna represent
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a company right so some of you guys out
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there you are a salesperson or a
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business development person working at a
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company and that's totally cool other
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you guys are you maybe you start your
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own business you're a solo entrepreneur
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and you have to do your own sales right
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whether you work at a company or you got
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your own company it's the same thing you
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have a company right here and what's
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gonna happen is the company usually has
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a sales representative right someone who
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does the sales for that company so let's
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say this is sales right or if you're not
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doing traditional sales and you're doing
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more business development sometimes this
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row is called business development okay
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so be at that person right here you have
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one person doing this or you can have a
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whole team of people doing this so you
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got the company the sales person what's
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next when it comes to prospecting well
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you have to find your dream customers
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okay so how is this gonna work
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well when it comes to sales and business
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in general you're gonna have people that
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might be a great fit for your product or
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service so you got all these people here
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and who
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these people gonna represent these are
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all prospects now to give you a clear
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definition of what a prospect is all it
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is is really just someone who might be a
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good fit for your product or service
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they might be a good fit or they may not
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be a good fit it's the sales person's
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job to figure out if they're qualified
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to buy your product or service so what
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the sales person is gonna do is they're
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gonna reach out to all these different
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people and say hey do you have a problem
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that I can solve how may I be able to be
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of service up to you right and if the
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prospect realizes that hey maybe this
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person is selling something that
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actually benefits them and helps them in
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their life then they'll go ahead and
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move forward with a deal so essentially
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what prospecting is is you're just the
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person between the company and the other
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company and you're making that
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transaction happen so that they can give
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you money and in exchange you give them
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some sort of value as a product or
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service all right so the next question
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that I have for everyone here is how do
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you exactly know who these prospects are
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right because the thing is a lot of
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people believe that they can sell to
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everybody but if you're trying to sell
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to everybody you're not gonna sell to
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anybody so let's get a little more
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specific on how this all works now
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there's this thing called an ideal
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customer profile right ideal customer
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profile also known as ICP that's
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essentially just who exactly would be a
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really good fit for whatever it is
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you're selling now there's gonna be two
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ways I'm going to show you how to do
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this right the first one's a little more
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traditional but it is necessary and that
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is you basically kind of draw a box okay
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so it's like you know who was this
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person
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well what age are they where do they
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live geographically things like what's
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their company size
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or it could be something like industry
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and why this is important is because
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when you go out looking for your ideal
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customer you have to use different tools
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to filter out who you want to talk to
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you right for example if you are looking
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for customers on LinkedIn you can filter
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it out by maybe not age but you can do
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it by geographic location company size
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or the industry right so it's gonna be a
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lot more easier to filter through a list
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also if you run any type of advertising
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you also have to filter your companies
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by this as well because you gotta be
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more specific now is essentially this is
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the traditional way to do it you're
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drawing a box and you're kind of
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freezing this frame and saying okay this
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is people who are likely to buy what I
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have to offer but the main thing you
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really want to look at beyond just this
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little box over here is looking at the
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person's pain right so I'm gonna write
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it down over here so why is this gonna
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be important and the reason is because
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just because they fit a certain
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demographic doesn't mean they want to
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buy your product or service right
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because when people buy it's a very
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emotional need and the thing is people
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buy emotionally and they're gonna
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justify the decisions logically and the
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best way to sell somebody something and
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I've said this many times in my videos
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is that you've got to find the person's
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pain what problem do they have that
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they're willing to pay money and invest
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time to solve right and hopefully you
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have a solution that they are willing to
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buy to make that problem go away
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so essentially yes draw the box of who
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this person is but also identify what
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pains they have and I'll give you a
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quick example so let's say you are
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selling in two dentists offices right
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like people that do braces and the fix
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cavities and things like that
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for these kind of people obviously a lot
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of times they need more traffic meaning
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they need more people to come into the
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door so they could make more money right
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so they need more revenue so the pain is
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in this um situation is maybe there's
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too many dentists in a certain location
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like California and they need more
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customers in the door so if you can
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solve that problem whether it's with
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Facebook advertising or some kind of
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promotional services to get more people
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in the door they're gonna be willing to
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pay you money to do that job and so
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that's essentially then one idea of pain
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and if they try to do it by themselves
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and they can't figure it out this you
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can be more painful because they feel
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like a failure so if you are their
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Savior and you're the one that is able
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to help their business grow then they're
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gonna buy from you
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so again understand the box of the ICP
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but also understand what pains they have
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and how you can make those pains go away
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so that's essentially how you define who
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your ICP is so now that you understand
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the ICP what is the next step well we
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already understand how prospecting works
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in general
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we understand that you have to create an
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ICP ideal customer profile to understand
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what problems these people have how you
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can solve it and you know where these
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people are so what is the natural next
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step well how exactly do you reach out
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to these people now they're gonna be
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three different ways to do this right
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there are there are many ways to do it
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but when it comes to b2b sales and
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business development there gonna be
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three main ways are probably the most
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common and most effective right the
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first one we're going to talk about is
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cold email so the reason why cold email
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is so effective is because it's really
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easy to find someone's email all you got
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to do is go on the company website and
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find the email of the person that you
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want to talk to or you can go on
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LinkedIn and use certain tools to find
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their email as well there's many tools
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to find people's email so that's a
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really easy and it's also free to send
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an email so that's why it's one of the
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most cost effective ways to do it the
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next one is link
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so as you know LinkedIn linked in on the
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spell that round so LinkedIn essentially
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is a social media network for business
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people right basically you can find who
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you want to talk to you find these
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companies reach out to them connect with
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them and send them a cold message and
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you might be thinking why would anybody
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respond to a code message especially if
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they don't know who you are
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what you offer why should they respond
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to you and that goes back to the first
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point and that is paint so if you're
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able to identify the customers pain and
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you reach out to them and you say hey
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you know I know that a lot of people in
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your industry experienced this pain this
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is how I help these certain people do
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you want to have a meeting if you kind
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of position it like that it makes it a
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no-brainer for someone to want to take a
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meeting with you because you're solving
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their problems and you understand them
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before you even have a chance to talk to
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them right you're really just doing the
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research ahead of time to really get
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into a psyche and get them to respond
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now the last way to do it is by cold
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calling now for my experience personally
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a cold calling does work but it's the
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least scalable why because you
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physically have to pick up the phone
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find the person's phone number dial them
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and then try to get them on the phone a
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lot of times they don't pick up the
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phone so that's why it's in some cases
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it may be ineffective but in other cases
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let's say in the real estate industry
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where if you want to sell to real estate
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agents they're always on their phones so
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that might be a more effective place so
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a lot of people ask which one is the
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most effective which one should you use
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because each one does require a certain
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skill set and a lot of times you figure
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it out and my answer to that is this
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really just depends on your industry so
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the best way to figure out which one you
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should do is you just Google based on
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your industry how other people are
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finding their leads and getting more
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prospects and getting more meetings and
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whatever you find is the most common
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that's the one I believe you should try
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and figure it out but once you get one
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working all you got to do is scale it up
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meaning if you send 20 emails and you
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know one person responds or maybe five
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people respond or you get a couple
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meetings out of it
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all you got to do is send more emails to
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get more meetings and close more deals
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right so once you find one thing that
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works there's no need to try to do
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everything at once just get that one
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thing to work and just
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yay lit up and you're being able to
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prospect and get more customers in the
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door so with that said when it comes to
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b2b sales and business development
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that's gonna be prospecting in a
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nutshell now if you enjoy this video
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make sure you give this video a like
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subscribe if you haven't already and
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turn on notifications and if you really
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want to take your sales game to the next
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level actually created a free and def
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training on how exactly you can sell
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anything to anybody so if you want to
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learn more about that the link is in the
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description so with that said my name is
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Patchi dang and I'm gonna see you guys
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in the next one
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