Let me ask you a question.
Do you ever look at your calendar and think to yourself,
"Man,
I wish I had more high quality appointments on my calendar."
This is the single most common issue
that we see with salespeople in all industries.
The reality is that most salespeople
simply don't have enough appointments on their calendar
in order to hit their sales goals.
So in this video,
I'm going to show you nine keys
to abundant sales lead generation.
Check it out.
(upbeat music)
Number One- Know your IPP.
And your IPP stands for ideal prospect profile.
Understanding who you want to be meeting with
is half the battle.
Because so many salespeople look at their calendar,
and half the people they get on the phone with
aren't even marginally a fit for what they do.
So what you want to be first doing is making sure
that you are only going after people
that are in your ideal prospect profile.
Ideal prospect profile means
this is someone that if you could be in front of them,
you would be psyched to connect with them.
Not let's see how it goes.
You would be psyched to at least have a conversation
to see whether there's a fit.
And so knowing who your ideal prospect is means
understanding what kinds of industries are you going after?
What title or what level of buyer are you going after?
What are some of the key challenges
that they would likely be facing?
What kinds of organizations do they work at?
All of those things.
So that way, you know exactly who you want to target.
And one little bonus here
is that the top performing salespeople
tend to have a much tighter and more specific IPP
than average salespeople,
because they know exactly who they want to talk to
and who they don't want to talk to.
Number Two- Systematize data research.
You're probably watching this, and you're going to think,
"Wow, this is really boring.
This is in the weeds."
But if you don't have a systematized process
for data research,
then your information is going to be all over the place.
You can't just rely on
whatever you kind of just come across in a random way.
You need to have a systematized approach
for getting that research.
So where are you going to find your leads?
Are you going to be using a database?
Are you going to be using LinkedIn Navigator?
Are you going to be using
some other industry specific portal?
And then what you have to do is
make sure that you have an approach
for getting that information into your CRM
or your cold outreach campaign software
or whatever system you're using
to making sure that you have that all set up.
And ideally, you could have some type of an assistant
who can help you systematize that,
because let's face it,
most salespeople don't like doing that work.
I know.
For me, it makes my eyes bleed to do data research.
But there are other people who love to do it,
and you can get them to help
and make sure that you have that process in place.
Number Three- Personalize all outreach.
This is a huge, huge distinction
in today's world of selling.
Because imagine you're a high level buyer,
and you receive an email from a sales person,
what's the first thing you're thinking about
when you receive that email?
Is this automated?
Is this some random bot who's just sending me spam?
Or is this a real human being
who has shown that they knew who I am
and has actually done their homework on me?
If you can be in the latter category,
you're going to get a lot more responses,
whether it's by email, by phone
or whatever channel you're using.
So personalize your outreach.
Make sure that you show in your outreach
that you know who they are,
what company,
obviously, what their name is.
But more specifically,
maybe who some of their competitors are
or something that would be specific to them.
The more you personalize,
the higher your reply rate
and the higher your likelihood
of actually scheduling that meeting.
Number Four- Use all of your channels.
This means don't just rely on only cold email
or only on LinkedIn
or only on making cold calls.
Instead,
use all of your channels,
use all of the mediums that you can
to connect with a prospect
and combine it into one process.
So that way,
maybe you're sending an email,
then you send a letter,
then you do a LinkedIn connection outreach,
then you make a call,
and then you send another email.
And so you can mix these all together,
so that way,
if someone's more likely to respond on the phone,
you've got them on the phone.
If they're more likely to respond by email,
you've got them by email
or LinkedIn or whatever it is.
Use all of the tools in your arsenal.
Number Five- At least 20 touches per prospect.
Now you're probably thinking,
"Wow, that is borderline stalkerish."
But the reality is
that if you are only giving a couple of touches
to your prospect,
if you're making three calls,
and then you give up,
you're giving up way too soon.
You should be reaching out to your prospects
in many different ways,
leveraging all the channels that you have.
So maybe it's 5 or 6 emails over the course of a month.
But within that,
maybe you're making 5, 6, 10 calls
throughout that month as well.
And maybe you're doing
some kind of LinkedIn connection request.
Or you're liking or just following something
that they do on LinkedIn.
And so you're touching them in all these different ways.
So that way, by time you actually get them on the phone,
they're like, "Okay, I know who this person is.
This is a real human being."
That's the key.
Number Six- Offer them something of actual value.
This is so important.
Because if you get someone on the phone,
or you get someone to read your email,
and at the end of that email,
it says something like,
"Hey, I'd love to hop on a call with you
to learn more about your business."
They're going to say no.
Right? They don't want to hop on a phone
to teach some sales person about their business.
They want something of value.
So have a call to action,
whether it's by email, phone, LinkedIn, whatever it is,
that is something of value
that would be actually interesting or useful to them.
That is your carrot to get them on the phone.
Number Seven- Stop only when they say no.
Now this is important.
Because when a prospect actually says no or go away,
then we should respect that,
particularly if it's by written word, right?
So if it's in an email and they say,
unsubscribe, remove me from your list, go away,
whatever it is,
it's really over at that point.
On the phone, there are some contingencies.
But even at that point,
once you've got a couple of contingencies deep,
and at the end, it's not a fit,
move on.
But if you don't hear back from them,
if you don't connect with them,
if you don't get a call back,
keep going.
Most salespeople,
the data shows,
give up way too early on prospects.
So only stop when they say no.
Number Eight- Track all of your outreach.
And by this I mean,
when you send an email,
are you tracking the open rate,
the reply rate of your outreach?
When you make a call,
are you tracking exactly when someone answers?
Are you tracking all of that information?
What's amazing is that most modern day systems
can track all this stuff without any effort on your part.
Be sure to track all of your outreach,
so that way, you know what's working
and what's not working.
So when you start to go back
and reassess what you're doing,
you know exactly what is working for you.
Number Nine- Map out your entire process.
Now this idea pulls everything together.
I've thrown a bunch of ideas at you on this video,
but we now have to map out the entire process.
Most salespeople are very haphazard
about how they're prospecting.
So even if they're using multiple channels
to reach out to someone,
it's just like, "Okay, today,
maybe I'll send them a LinkedIn connection request."
Or, "Tomorrow, maybe I'll send them an email."
Instead, map out the whole process
into what we call is your prospecting blueprint.
And so that way, you know
exactly on what day you were doing what.
The more organized you are about your process,
the more likely you are to become systematic
about that outreach
and ultimately,
generate far, far more leads.
So there are nine keys to abundance sales lead generation.
And if you enjoyed this video,
then I have an awesome free training
on the data-driven approach
to closing more sales in today's marketplace.
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