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Everyone wants to grow their business, but not everyone has the time or patience to learn all the ins and outs of marketing, sales enablement, and making the most out of a CRM such as HubSpot. Join the Web Canopy Studio team, a HubSpot Diamond Partner Agency, as they chat about various topics all designed to help you grow your B2B business.
(00:00):
Hey guys, John Aikin here today from web canopy studio. And I wanted to share with you some ideas I had around creating more sales opportunities within the next 30 days.
(00:17):
So I think the biggest thing that you guys have to realize when you're trying to create opportunities inside of your sales funnel is it's not about going out and finding new leads. Usually. Now, if you have no leads as a different story, it's about utilizing the database you already have. Okay. Now let me give you an example. Most of you, most of the context that we talk to have anywhere from 2,005,000, 20,000, sometimes a hundred thousand contacts inside of their database, and maybe they're people that they marketed to in the past. Maybe they're people that have come in from trade shows or previous experiences, but they are, they are leads in their database that either have gone cold. They're not being worked at all. They're just kind of sitting there and being stagnant. So you guys have to realize that inside of that database, if you have any numbers over, let's say 2000, you absolutely have gold inside of that database.
(01:10):
You absolutely have deals that you can work. It's just about how to find them and how to prime them in order to get them to warm up. So the, the four steps to create more sales opportunities in the next 30 days. Number one, the first thing you wanna do is like, pretend like these people have never heard from you before. What is the best way to get in front of them? Obviously, if you could give a presentation to them, if you're speaking at a conference, you're gonna have the ear of all these people who are gonna be like, oh my gosh, this guy gave a great presentation, right? And so how do we mimic that? Especially in the, the remote world that we're in today. And one of the best ways to do that is by actually putting together a very high impact webinar that is short.
(01:54):
You got a lot of high energy on that webinar and it solves one of their biggest problems for them. So if you can put together a webinar that is just geared and oriented towards the biggest problem that they have in their industry or in their job, you will absolutely get people's interests that want to pay attention to what you're gonna say. So that's step one, step two. Now, instead of just sending them that and say, Hey, I want you to sign up for my webinar. Of course, no, one's gonna sign up for that. You have to create four to five emails that are gonna be really engaging, really peaking their interest, really going after the kind of information that they need to have solved. So you're gonna create four to five emails and like a workflow or some kind of sequence to invite these guests to attend your webinar.
(02:39):
Okay. Step three, in that webinar, of course it's gotta be high impact. It's gotta have a lot of energy. It's gotta be awesome. But at the end of that webinar, you have to make sure that you provide a really valuable call to action for these people. One of the biggest mistakes that I've ever seen people do is they get 10, 20, a hundred, 500 people to show up for this presentation. And they say, here are some things you need to know. Here are some things that I want you guys to check out, and it was really boring. And then let me know if you have any questions, that's a dud. No, one's gonna, no, one's gonna book a call. No one's gonna convert. You literally have to use that webinar to amp people up, to get them excited and to be like, man, this guy really knows what he's talking about.
(03:25):
So at the end, once they're already kind of primed, you put a call to action in place, okay. And it needs to be something different than just book a demo with our sales team, because no one's gonna do that. That's not exciting. What do you wanna do is think about something like let's get the CEO involved and let's say, you know what? This has been such an impactful webinar. At the end of this webinar, our CEO is actually gonna do five deep dive exploration calls. And he only has time for five. He's a busy guy. So he is gonna do five calls. And if you want to get on his calendar, you need to fill out this form. It's a, a no commitment. We're not asking you to buy anything. We're gonna go through five deep dives of your tech stack or of your problems or whatever it might be.
(04:04):
And it's a chance for our CEO and you to get some one on one time. Now that is a fantastic, fantastic way to provide scarcity, to provide excitement, to provide an opportunity that they can't get if they just go to your website. Right? So that's a very unique way to get people, to book a call. So something like that, that's different than just book a call. You can book it on our website. That's boring. No one's gonna do that. The fourth thing, you have to create an impeccable follow up sequence. Studies show that people have to be engaged or hear a message like nine times before they even take an action. So a lot of the times, and when we do webinars, our follow ups are 4, 5, 6 emails long. That might be a little bit more, excuse me, a little bit closer in action at the beginning, and then kind of spaces out.
(04:51):
But we're also including things like some personalized phone calls from our sales team. We're gonna include some personalized reach reaching out on LinkedIn. So we wanna make sure that we're really capitalizing all the different avenues that we can to have this awesome impeccable follow up, to remind people of this opportunity to book calls with your CEO or whatever that special opportunity is. And again, make sure that we're providing that scarcity. We're making people realize, Hey, this is something that is unique. And it's special specifically to you. A few last thing for this webinar, which you, you, you really wanna make sure it's not about your product or your service. That's like a red flag. If you're talking about the three ways to use insert your product name here, that's a bad idea. Maybe for some people, that's a good idea, but if you're trying to warm up a completely cold audience, they don't know who you are.
(05:41):
So they're not gonna wanna learn about your product. You wanna talk specifically about their product or about their problem. And then when you're inviting people, this is the last tip. And then I'll, I'll leave it with this, make sure you're making it exclusive. This is an invite only special event. You cannot find this on our website. You cannot find this on social media. We chose you Mr. Prospect, because you fit the kind of people that we think are gonna get the most benefit out of this high impact webinar. So we wanted to invite you. So that's it guys. Those are four steps to create more sales opportunities in 30 days. I hope it's helpful. Let me know if you have any questions. Thank you guys. My name is John Aikin. Thank you so much. And we'll see you next time.