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When I first started sales, one of my main jobs was scheduling appointments with dream customers.
The problem was that these people usually had no idea who I was or why they should take time out of their day to meet with me.
So I asked around the office to figure out what other people were doing…
But to my surprise, everyone kept giving me vague answers like, “Just send them an email.”
I understood that from a high-level perspective, but WHAT was I suppose to write in the cold email.
And what do I need to do to get RESULTS??
What I did next went on Google and learned how to send a cold email and LinkedIn messages.
After a few weeks of trial and error, I finally learned how to blow up my calendar with meetings.
Step 1) Identifying Your Ideal Customer Profile (ICP) - You must know who you're selling to and why they should buy. You must be as specific as possible when it comes to B2B sales. Understand their pains, problems, and challenges and match those pains with your solutions. Your cold email or LinkedIn message must address a burning pain and tease a solution if you want to increase your response rate.
Step 2) Your What - What product or service will you be offering. Think about what your CORE offer is. You need to be specific as possible, and you do not want to provide every time of service or product you have available to sell. Ask yourself, what is your product or service, what does it do, how does it work, and what problems does it solve.
Step 3) Finding Your Why - You must find a reason for WHY someone should respond to you NOW. Are they experiencing a burning pain that needs to be solved with your solution immediately?
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Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became on the top performers in North America in just one year.
After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students worldwide.
Since then, Patrick has trained over 70,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation, cold email, LinkedIn, cold calling, and sales skills.
Patrick's vision is to inspire others to pursue their dreams and provide the knowledge and tools to make those dreams a reality.
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