- Hey everybody, what's going on?
It's Patrick Dang here.
Now, one of our viewers, Martin asks,
"How do I get new customers as a development agency
or a SaaS company?"
Now I know a lot of you people watching
you know, you're selling some kind of technical product
whether it's a SaaS or maybe development services
or you have some kind of technical consulting.
And so what I wanna do with this video
is I want to show you exactly
how you can do your sales prospecting
specifically for technology products.
And I'm gonna show you step by step
exactly how you can find your ideal customer
who is gonna be willing to buy your product and services.
I'm gonna show you exactly how to find their email
so that you can actually send them a cold email.
And we're gonna walk through exactly how you can pitch
your product or service so you can actually turn
that cold prospect into a meeting
and create an opportunity for you to sell.
And you wanna make sure you watch this video until the end
because I'm really gonna be showing you a live demonstration
on how I would do sales prospecting in today's market.
And you can follow along step-by-step
so you can mimic my process and use it to sell
your own products and services.
(mellow music playing)
Now, if you're ready to flood your calendar
with booked meetings, make sure to give this video a like,
subscribe and turn on notifications,
and let's go ahead and get started.
Now, the first thing we're gotta do is
we got to set the scenes.
Now for this particular example,
I am gonna be selling a SaaS product, right?
software as a service, but you would still use
the same methodology if you were selling
any type of technical consulting or development work.
But if you are selling SaaS products you know,
this is gonna be great for you.
All right, so for this particular example
we're gonna be selling ReferralCandy, okay?
So for those of you who may not be familiar
ReferralCandy is basically a plugin that you can
plug into different websites like Shopify.
And basically all it is
is a referral program for eCommerce stores.
So let's say you're a fashion company
and you want to get your customers to refer their friends
and, you know, convince them to buy more of your products
right?
So basically you would use this software and you know,
plug it into your Shopify store.
And Shopify is just like a platform that many companies use
to run their websites.
So pretty much how it happens is you know,
customer refers their friend
and their friends buy something from the store.
And then the store will give a commission
to the person that referred the friend.
So this way you can get your customers to you know,
spread your brand through word of mouth
and you can actually monetize it because, you know
you can track exactly how many sales you're getting
from who and reward them and then it just creates a cycle
where you generate more and more sales.
So it's a great proposition.
A lot of companies need this type of software.
So if we go look at the pricing of what ReferralCandy cost,
it's gonna cost $49 a month plus commission.
So you know, if you refer a friend,
they're gonna take a cut of the commission,
or instead of doing commission
a customer can buy the enterprise version
which is at a big jump to 3,999.
So let's just call it $4,000 a month.
So you might be thinking,
"Okay, well, how can you actually sell a software
for $4,000 a month?" Right?
That's almost 50 grand in US dollars a year.
Why would someone pay that?
Well, you know, when it comes to Shopify stores,
you gotta understand that there are a lot of big companies
that are using Shopify who are generating
millions of dollars in revenue every year.
So if they get a small percentage of their customers
to refer a friend and that friend buys a product
from their store, then you know,
it generates a lot of revenue
because they have so much volume right?
So they're willing to pay around $4,000
for this is kind of software because it's essentially free
if the program works because they're gonna bring in
more money than they pay for the software.
So that's why it's an easy sell for ReferralCandy
because basically if you implement the software
and people refer their friends
then you make more money than you pay us.
And then, you know, it's all good.
So if I was a sales development rep, business development
or even account executive doing my own prospecting,
I would focus, you know,
one of the ideas that I can do is focus specifically
on Shopify source, who do multiple millions in revenue
per year, because these are gonna be people
that can actually afford a 4,000 per month product.
So now that we set the scene of what I'm selling
and who I am selling it to, let's go ahead and dive into
the next step, which is the ideal customer profile.
Before you even sell or send your first cold email,
you first gotta understand who exactly should be a good fit
for your product and service.
And like I said before, it's gonna be Shopify stores
who do multiples of millions in revenue per year, okay?
So I'm gonna start from scratch
so you know, the exact thought process
of how to actually do your sales prospecting, right?
So if you are looking for Shopify stores
who have a lot of revenue,
a lot of times I tell people to just Google it.
And when I say that,
a lot of people don't really know what I'm saying.
So I'm on Google right now
and I can say top brands using Shopify, okay?
So top brands using Shopify if you go down,
let's go to the second one,
let's say biggest brands and names on Shopify, okay?
So 27 of the biggest brands on Shopify, right?
You got Bulletproof Coffee, which I'm a fan of,
Hasbro, big company, The Economist, Heinz.
Okay, so we got a lot the companies, right?
So technically everybody here on this list
would be a potential customer for ReferralCandy
because they generate a lot of revenue and they use Shopify.
They hit two qualifications, right?
So let's go ahead and just keep scrolling down.
And let's say Gymshark.
Okay. So, I'm pretty familiar with Gymshark.
Gymshark basically is a clothing company
that makes athletic wear for males and females, right?
And clearly they use Shopify.
And if you wanna double check something like that
you can use an app called Wappalyzer.
It's a Chrome extension and it kind of just shows you
every app or every technology product the website uses.
And as you can see here, e-commerce Shopify right?
So we've verified that Gymshark uses Shopify
and so they become a potential customer.
So now that you find one person who might be a good fit
for your product or service, right,
what you wanna do is you wanna multiply your efforts.
So if I have identified that one,
this person who uses Shopify,
number two, they got multiple millions of revenue.
And I know they do cause I'm familiar with this brand.
The next step is to find all the different competitors
Gymshark has that use Shopify, okay?
Okay, so now that we identify Gymshark,
what is the next step?
We gotta clone Gymshark and find more people
who are similar to them, right?
So we can say top fitness brands using Shopify, okay?
And we go to the first link, let's go ShopiStores, right?
And you can check out all the different links.
So this website looks like it already did all the work
in finding all the stores that use Shopify
and there it's ranking them by their search traffic
from Alexa.
And, yeah.
So now we got a bunch of different brands
that you can reach out to.
So for example, let's say sweat.com.
Let's open that up, see what it looks like.
So sweat.com looks like an athletic brand for women.
And you know, they got a lot of stuff
and the let's verify if they use Shopify.
Okay, boom. E-commerce Shopify.
Okay, cool.
So now we got sweat.com
and we're gonna put it on our prospecting lists.
So if you're going after
let's say fitness brands using Shopify
doing multiple millions in revenue,
well, here you go.
Here is a list on ShopiStores that will fit your needs.
So basically you would just take all these companies
and add them to your list right?
This is your prospecting list.
So now you turned one ideal customer and you multiplied it
maybe a hundred fold and you found maybe
you know, this is a list of hundreds of people.
So you can add all these people to your list.
And, you know, to verify whether or not
they're actually doing well, you can use similar web
and you kind of see their search traffic, right?
So this is a quick way to do it.
It doesn't necessarily tell you revenue
but you can see that every month they're getting
hundreds of thousands of visits.
And most likely if a company can generate that much traffic,
they can probably convert it into sales.
So you know that they're making money right?
So if you look at, let's say a Gymshark,
gymshark.com, what's gonna happen?
Well, if we go to Alexa and we look at the traffic,
okay, they're doing millions of visits per month.
So obviously, I mean, Gymshark is a huge,
huge company right? So you can't really compare the two.
But if someone's generating hundreds of thousands of visits,
they're probably making some money.
So now that you've identified all the companies
you want to work with,
how do you find the emails of these people, right?
So I'm gonna give you an example
of how you can use LinkedIn to do this.
So if you go to Gymshark,
over here, boom.
Okay, so if you go on LinkedIn, you go on Gymshark
and then you search by their employees
and you could, you know,
obviously you can use like more filters to filter this down
but I'm just gonna give you a quick look on how this works.
We have 554 employees working at Gymshark, right?
So I'm using a tool called Apollo, A-P-O, Apollo.io
and essentially what you do you press a little button,
it's a Chrome extension and what's gonna happen
is it's gonna populate all the people you see on LinkedIn.
And they're gonna pop up on the right side over here.
So when you click on the people that you are wanting
to talk to, let's say the founder, general manager,
head of customer support and let's say C-E,
and the CEO of Gymshark.
And what you can do is prospect for clients.
(mellow music playing)
Boom.
Okay, so four contacts have been added.
So pretty much in Apollo, which is, you know the website,
it's gonna save all these people's emails.
So you can just go through the list
and find all the people that you want to work with
and save their emails like that.
So Apollo is one I could recommend.
I don't get paid by them.
You know, this is not an affiliate link.
It's just a tool that I found to be working really well
in today's market, right? So Apollo works really well.
You can also use like Hunter.io, which is another one.
So you press Hunter, it's another Chrome extension.
And you know, it shows all the emails over here
the people that work there right?
So I like to use LinkedIn just to get,
so I make sure that I know who I'm talking to
and then get their email.
And then I would then send an email to them,
you know, asking for a meeting.
And let me know in the comments, if you want me
to go more in depth, onto different strategies
on how to find people's email and show you step by step.
I just wanna give you a quick overview
of how that works and just to give you a taste
of what sales prospecting is all about.
All right, so now that you have found the emails
of the people that you want to reach out to,
what I recommend is you find
basically three to four people that, you know,
who might be the right decision makers right?
You wanna make sure you email multiple people
at one company, okay?
And then you basically would write an email saying like,
"Hey, I'm looking for the person who handles referrals
or who handles marketing.
And you basically give your pitch about, you know,
who you are, your referral candy.
And what you can do is you can help them create
an ambassador program.
So the best way to pitch it is, you know,
you go through your list of all the people
that you wanna work with, you check their website.
It takes a little bit more manual work
but it will increase your response rates by a lot.
So you go on their website and you check to see
if they have a referral program or not, okay?
If they do not have a referral program
they are a very hot prospect for you
because they fit all the categories
and they don't have the thing that you sell.
And because they're missing it,
they're missing out on so much more revenue
because your customers, right,
people that buy your product are your best marketing right?
They're the ones that are gonna give you free marketing,
free word of mouth and generate you more sales.
So if you pitch your product right, referral candy
in a way that positions yourself as free,
and it helps them make money by mobilizing
their own customers that they already have,
well, they're gonna take a meeting to learn
about how exactly, you know, you can help them, right?
And you know, they may buy, they may not buy.
But I think because the pitch is so strong,
their curiosity is peaked
and they're gonna take a meeting
with you just to learn more about what you do.
Now, that's if they do not have a referral program.
If they do have a referral program, right,
let's say they're already working with a competitor.
Well, you can kind of analyze that competitor
and see what their weaknesses are, right?
Is it, you know, is their program actually that good?
Is their software too expensive?
Do people, you know, what bad things do people have to say
about that software, right?
And if you know that the software they're using is bad
then you kind of, you know share that you can make
those problems that they experience
with their current vendor go away, right?
If they're not 10 out of 10 happy
there's a possibility they will take a meeting with you
and make that replacement.
Although this is difficult,
it's not impossible to replace your competitor
if your competitor is not good.
With that pitch I'll send that email to three or four people
at the company.
And then I would follow up if they don't respond
three to seven days apart.
And I would follow up two to three times, okay?
Usually I do three.
So total your email sequence is gonna be the first email
and then three more followups spread over
three to seven days after every followup.
And if someone doesn't respond after four emails,
well, usually what I do is I let it go.
And then I wait a few months, maybe half a year,
maybe a year later and I would reach out to them again
with a different angle to see if they would be interested.
And a lot of times, even if you email someone,
you know, one day,
six months later, they probably totally forgot who you are.
And so when you email them again it's like a fresh new email
but you wanna make sure that you don't spam people
and that your emails are highly relevant, right?
Like in this example, and you know, a lot of people
they send cold emails and they don't get responses.
And the reasons is because they don't do this type of work
to get so detailed on, you know, who their customer is,
what pains do they have, checking their website
and really pre-qualifying the person
before they even send that first email.
But if you do that work and you know why someone should buy
your product and service and the pitch is just so clear
then it's a lot easier to get response rates and, you know
to get feedback on whether or not your product is good.
So with that said, that's pretty much how you do
sales prospecting for technology products.
If you enjoy this video, make sure to give it a like.
Subscribe, turn on notifications
if you wanna see more sales and prospecting videos
like this, and let me know in the comments
what's your biggest challenge when
it comes to lead generation or sales prospecting
and I will make a video to help you out.
And if you wanna see more videos on lead generation
make sure to check out my other videos here.
So with that said, my name is Patrick Dang.
Hope you guys enjoyed this video
and I will see you guys in the next one.