For you to build your sales process, you need to identify a Core Customer profile to go after and prospect against.
Once you have that, here’s a sample email you can use to reach out cold and kick off the conversation.
Subject: quick request
Hey [first name],
I hope this email finds you well! I wanted to reach out because [explain how you got their contact information and how you relate to them: talked to a colleague, saw your company online, etc.].
[Name of company] has a new platform that will help (your team at) [organization name]. [One sentence pitch of benefits].
I know that [our product] will be able to help [name of your company] [insert high level benefit here].
Are you available for a quick call [time and date]?
Cheers,
Signature
That should at least get your foot in the door…
… then you continue diving deeper with the prospect around the following info using the B.A.N.T. framework:
- Budget: Is there a budget set aside?
- Authority: Who is involved in the decision?
- Need: Do they have a problem?
- Timeline: Is this a now or later thing?
- Etc…
Once you’ve got that, then you want to schedule a demo for them with one of your Account Execs or what I like to call my “Product Specialists” (nicer word for salesperson :).
That’s the outbound sales model.
Go out there, add value, connect, identify needs and try and schedule them with a product specialist for a demo.
During the webinar I’m going to go over what makes a KICK ASS demo.
One where the prospect pulls out their credit card on the spot to get signed up and deployed.
But before that, you’ve got to do some homework…
- Who is your Core Customer?
- Do you have a list of them? (if not, I can help you below)
- Do you have a process for prospecting?
- Are you qualifying them?
During tomorrow’s webinar, I’m going to be breaking down the SaaS business model.
>>> Register here for The SaaS Model Masterclass
We’ll be covering what metrics matter most, and what sequence you should be attacking them in.
It’ll be a compressed version of my SaaS Academy Metrics but it will give you an actionable game plan to execute against.
More to come…
Dan “selling is my jam” Martell