The number one challenge
that I hear from sales people
and business owners alike is,
"I do not have enough meetings
in order to hit my sales goals."
And what's crazy about this
is that this is a solvable problem.
We can always set more meetings.
There are always things that we can do,
that we can take full ownership over,
that we can take full control of
in order to set more meetings.
So in this video,
I'm going to show you the five keys
to an amazing sales prospecting campaign
to help you set more meetings.
Check it out.
(subtle music)
Number One- Get organized.
Now, you're probably thinking,
"Really, get organized?
That's the key to setting more meetings?"
Well, it really is.
In this day and age,
we need to be really organized
with our campaigns.
You know what, back in the year 2000,
when it was just randomly
making cold calls to leads,
fine, maybe you didn't have to be as organized,
but now, we need to know exactly
what tools we're going to use
and how they're all going to fit in
to follow a sales prospecting campaign.
There's got to be a consistent flow,
and so we have to map out every step in advance
that every single prospect
is going to go through.
You almost want to think of it like
a factory assembly line,
where, at the beginning of the assembly line,
you have someone who has no idea who you are
or what your company offers,
and they're going to go through this process,
and by the end of the process,
they're going to be warmed up enough
to the point where they're willing
to have a meeting with you.
That's the only goal
of this entire assembly line.
And so we've got to organize that whole process
and think through, how are we going to call,
email, LinkedIn outreach,
text, call, voicemail, letter?
The whole process, so it's fully mapped out
and organized along the way.
Number Two- Good data is everything.
This is so key,
because I see a lot of salespeople
who are doing prospecting,
they're doing the work,
they're doing the activity,
but then they're calling on leads
or they're reaching out to leads
and they don't have great phone numbers
or they don't have great emails.
We've got to have really strong data
to make sure that, A,
we actually have the right contact info, and B,
if we actually get this person on the phone
or we get them to reply to an email,
that they're actually someone
that we want to talk to.
Because the worst thing that can happen
is that you're reaching out to all these people
and you know what, half of them
actually wouldn't even be qualified
to actually schedule an appointment
in the first place.
This is so much effort
and activity that we want to make sure
that our data is rock solid.
So whether you're dealing with data
that's coming inbound,
or whether you're buying leadless
or whatever it is,
you've got to have strong data
and make sure that it's good and test it
and verify it and make sure
that we're only sending emails to valid emails.
All of that stuff has to be organized
and really strong, upfront.
Number Three- Leverage all of your platforms.
And by platforms, I think of almost like,
what are the different ways
that you can reach out to
an individual in your space?
Some of the common ones
are things, of course, like phone,
email, social media, maybe texting,
maybe a postal service or FedEx or UPS, whatever.
What are all the platforms that you can use
to reach out to someone, to get in front of them,
to get their attention?
Maybe it's a drop-in,
that's a platform in its own way.
We've got to make sure that we're using
everything that we possibly can,
because you never know what's going to be
the most effective way
to connect with any individual.
It might be that they only respond to emails,
or it might be that, you know what,
they don't even look at their email,
and that it's really about phone.
Or maybe it's that they're on social media
and they're only on LinkedIn,
we just don't know.
So we want to make sure
that we're really peppering in
all of these different platforms
in our campaign to make sure
that we're most likely to get through
to any specific individual.
Number Four- WIIFM is king.
Now, you might be asking,
"Well, what does WIIFM stand for?"
Some of us may know,
it stands for "what's in it for me?"
That is the mantra.
That is the motto of every single prospect
in the entire planet.
All they're thinking
when they're receiving a call from a salesperson
or they're getting an email from a salesperson,
all they're thinking is, "What's in it for me?"
And if they can't answer that question,
then they're going to hang up that phone
or they're not going to reply to that email.
We've got to put ourselves
in the shoes of our prospects
and think, "What do they actually want?
What do they care about?
What would be in it for them
to get on the phone with a salesperson?"
Because everyone knows
that when you get on the phone with a salesperson,
you're going to be sold,
and that's a generally unpleasant thing.
So the "what's in it for me" question
is so important to make sure that
more people are going to want
to get on the phone with you
or get on that Zoom
or have that face-to-face meeting.
And it really comes down to,
what is something that you can offer them?
What is something that really
is going to be attractive enough
to get on that initial meeting with you?
So thinking through,
what is it that really is at the core of something
that your prospect really cares about?
What's that key challenge or that key offering,
the little carrot that you can dangle
to get them to be interested
to actually talk to you?
Really, really important, WIIFM.
Number Five- Slow and steady wins the race.
Now, I see so many salespeople
and business owners,
when they put together their prospecting campaign,
they are just taking on so much.
And it's really hard to keep up with,
and so maybe they do it for a couple of weeks
or a couple of days or maybe even a few months,
but then eventually, it just becomes so much work
and they can't keep up with it,
that they eventually stop.
And stopping is the equivalent of quitting,
and quitting means it's all over.
So slow and steady wins the race.
I would rather see any salesperson
or business owner sending out 10 emails a day
and making 10 calls a day
and doing every single workday,
as opposed to one salesperson,
who's making 40 dials today
and sending out 40 emails
and then not doing anything
for the next few days.
Slow and steady wins the race.
Be consistent, have your campaign,
know what the steps are,
make sure that it's reasonable
and realistic and sustainable,
and then just implement
all the time consistently,
and make sure that it's not so much
that you just can't keep up with it.
Because once we stop, the lead flow stops.
We've got to keep at it.
So there are five keys
to a sales prospecting campaign
to set more meetings.
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