B2B Prospecting Mastery

Understand the definition and importance of B2B prospecting. This activity emphasizes the critical role of identifying and targeting the right customers for business success. Understand the potential loss of not finding the right customers.

“Prospecting means being able to go out and find potential customers for your business.”

Identify a specific business and create content improving their site, social media, or sales process. Think: What would you do as a consultant, but for free and in public?

“Create a very specific piece of content that shows your expertise and then email it to people like that person.”

When giving a tip or trick, base it on personal experience with a story or example. This helps build trust and credibility.

“I'm always making sure that when I'm giving you a tip or trick it's based one on our personal experience but two I'm telling you why it's based on our personal experience through either a story or an actual example from the real world.”

Identify target clients, find their email addresses, and send compelling emails to generate sales. Focus on companies with $5-150 million in revenue. Implement implementation intentions: 'I will send 5 cold emails every morning at 9 AM.'

“Identify who you want to talk to find their email address using what we talk about in our course email 10k we talk about this in full write an email sell to them make money it's that simple.”

Reach out to friends of friends or companies you admire with detailed, personalized emails. Focus on a smaller, highly targeted list. Leverage the principle of reciprocity: offer value upfront.

“Reaching out to not just super cold contacts but friends of friends or companies that you've been big fans of.”

Focus on one social media channel and create content that leads to sales, not just likes or views. Focus on lead generation and build authority by showcasing successful prospecting stories.

“I am a huge believer in running one social media channel taking that as far as you possibly can and then maybe outsourcing the rest.”

Consistently send out cold emails, create content, and engage on social media. Consistency is key to long-term success. This also includes managing expectations for prospecting success: not every day is a win.

“Consistency is really the only thing that matters in terms of hitting your goals over a long period of time.”

Personalize emails with custom first lines and ensure your lead pool is tightly focused. This avoids spamming and increases engagement. Frame the personalization effort as a way to increase response rate (gain) and avoid being marked as spam (loss).

“Make sure that you personalize your touch points to an insane degree that means custom first lines that means making sure that your lead pool your leads are as tight as possible.”

Utilize lead databases (e.g., Uplead) and email sending tools (e.g., Mailshake, Lemlist) to automate outreach. Schedule content creation and email sends. Use these tools to leverage your time.

“There are lead databases out there like uplead and there are email sending tools like mailshake and lemlist that will allow you to automate a lot of the cold email outreach process.”

Prioritize quality and similarity in your contacts to streamline email messaging and improve response rates. Showcasing successful prospecting stories from people with focus on quality over quantity.

“If you focus on quality of your contacts and similarity between your contacts it really allows you to avoid a lot of the hassle of cold emailing.”

For high-value services, aim to get prospects on the phone rather than selling via email. Focus on securing a meeting. Use the principle of loss aversion: what the prospect will lose by not meeting.

“As the deal sizes get bigger it makes sense to instead of trying to sell via email just try to get them on the phone and then you can sell on the phone.”

Acknowledge the psychological impact of rejection in prospecting. Develop strategies for resilience, such as reframing rejection as a learning opportunity and focusing on the next opportunity. This will help you prospect more effectively.