Hello friends,
Alright, let's talk about growing your customer base.
When I asked, "What are your top sales challenges?" this was the second-most mentioned response.
Finding new leads, prospecting, building a sales funnel and business development.
Business development is the key to achieving this goal in the B2B world. Your task is to locate potential customers, build relationships with them, and make them your valued client. Sounds easy right?
We all know that generating SALES is challenging, but it is also one of the most gratifying and enjoyable professions in the world. There are proven, effective ways to build a robust sales funnel that consistently generates sales.
✅You need to have a growth mindset and play the long game.
✅Be very clear about the market and people you want to serve.
✅Create systems and processes in place.
✅Choose the right tools.
When you have all of the above, your sales funnel will be a well-oiled machine.
Even on days when you are not motivated, if the systems are in place, they will do the work.
To quote in one of my favorite book Atomic Habits written by James Clear.
First, let’s identify your best potential customers, highlight why they should choose your product, and create a robust sales funnel to ensure their conversion. By following this plan, you will increase your customer base, boost your revenue, and become successful in B2B sales.
I will teach you how to build an effective business development strategy and plan. We will cover this topic in 3 newsletter releases, as it would be too long to cover in just one. 🙂
Today you will learn how to define your ideal client profile and create a value proposition that speaks directly to the needs of your potential customers.
Then next week, we will explore the steps you need to take to build a successful sales funnel using tools like LinkedIn Sales Navigator, Apollo, and Mailshake. You will be able to streamline your lead generation and sales process.
READY?
Start with your Ideal Client Profile and Value Proposition
To develop business in B2B, it is crucial to start with a clear target market, ideal client profile and value proposition.
Step 1: Define Your Ideal Target Market and Client Profile
If you’re selling to everyone, you’re selling to no one.
Identify the characteristics of your ideal B2B client, industry, company size (revenue, number of employees), location, technologies they use, are they multinational or regional. Be very specific. Serving a company with 20-50 employees have a different need from 500 employees.
Research to gain insights into their challenges, goals and values. This will help to tailor your messaging and positioning to resonate with their needs.
The more you can describe the companies you want to serve, the easier it will be to create a targeted sales funnel that addresses their specific pain points and needs.
1.1 Define your Client's Problem or Outcome
Ask yourself, what are all the problems that would have to exist or if it is not an innate need, think of the results they want to achieve before they would be excited to talk about your solution ?
If they do not care about the problems or results of your solution, they will not care about your solution. No pain, no gain, no opportunity.
💡A step ahead. ask yourself WHO IS NOT YOUR IDEAL CLIENT?
Step 2: Develop a Strong Value Proposition
Based on the insights gained from your market research, create a value proposition that speaks directly to the needs of your ideal client.
This should be a clear statement that explains what you do, who you do it for, and how you solve their problems.
Your value proposition should stand out from the competition.
You need to nail this right as we will use this in all your email, LinkedIn direct messages and other marketing channels.
Here is an exercise on how to create your Value Proposition.
2.2 Define the Evidence
For each problem or challenge, what evidence does, or might, exist that would indicate a potential problem or opportunity?
What data and/or opinions suggest something needs to change or there is a compelling event with your client?
Ask your client. What lets you know that it is a problem?
What does a successful outcome look like?
2.3 Define the Impact
In order to fully understand the impact of this issue on your client, it is important to delve into the potential financial, economic, or resource implications. Consider not only the exact numbers but also the magnitude of the impact.
Specifically, how would you measure it?
Would it be through a decrease in revenue or an increase in expenses?
What about the impact on resources such as time and manpower?
🎬TAKING ACTION 1
Here is a template that you can edit based on your industry and target market.
[Product Name] is a cloud-based [product category] designed for [target audience]. Our software streamlines [process/workflow] and [function], empowering [teams/individuals] to [desired outcome].
With features like [feature 1], [feature 2], and [feature 3], [Product Name] empowers [target audience] to [desired outcome]. Our target market is [target audience] looking to [goal].
🎬TAKING ACTION 2
If you share your ICP and Value Proposition with me, I can use your input as an example of how to build a sales funnel next week. Simply respond to my email.
By first focusing on being clear on your ideal client profile and value proposition you will attract qualified prospects, address their needs, and build long-term relationships.
Next week I will teach you how you can streamline your lead generation and sales prospecting process by using the right tools and strategies to achieve your sales goals and stop wasting time.
If you have any questions or feedback or just sharing yoru insight, respond to this email and I will respond back.
Thanks for reading, I appreciate you!
I am rooting for you!
Ren
I was a guest on my friend's podcast, Prina Shah's "Ways to Change the Workplace Podcast." The episode: "Learn from a Sales Expert: How to Sell Ideas at Work”.
Prina shared the word "Nemawashi," a Japanese business informal process of quietly laying the foundation for a proposed change or project by talking to the people concerned and gathering support and feedback before making a formal announcement.
This is a strategy I would implement before a big presentation. I would meet with the different stakeholders in advance, separately, and understand any objections or insights before the big meeting. Hover on the image to get you to the podcast.
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