The Best Sales Prospecting Strategy in Five Minutes

If you have been searching for the best sales prospecting strategy, you may come across a wide range of elaborate or complicated strategies that take up lots of time. According to the strategy’s authors, you need to follow a long list of steps to get all of the benefits from that strategy. Not only does it take up a significant amount of time, but there is a real chance that the strategy will not work.

At Dubb, we constantly are analyzing our own sales prospecting strategy. Working with our internal staff and our clients, we have developed what we believe is one of the best sales prospecting strategies out there. Moreover, this sales prospecting strategy can help you save a significant amount of time.

In this post, I want to further describe sales prospecting the Dubb way. To do this, we are going to explore some of its main elements and how you can incorporate it into your own business. We are also going to get some killer insights from Liz Wendling, who is a business consultant, sales expert, and an emotional intelligence coach. By implementing the insights, tips, and advice discussed here, I’m certain that you can find new prospects and increase your conversion rate.

Embracing the Power of Video

The core of this sales prospecting strategy is leveraging video. Video is your closest ally when you reach out to both cold and warm prospects. Whether you are making quick, five to ten-second videos or are investing in longer videos, I am confident that it will help you find new prospects and help you generate more sales. 

If you have been reading our blogs or viewing our videos for some time, you know that we are huge fans of video. We have built our company around it. Video lets you do so many important things within the overall sales process.

One of the most important things, however, is that video helps you build genuine and authentic connections. Whether your audience member is a prospect, current client, or even a prospective employee, you can use video to build long-term relationships. Much of the power comes from telling stories with video. Being yourself, whether or not it is traditionally seen as “professional,” goes a long way in helping you build those relationships. In fact, the best relationships that you create may be from being that authentic version of yourself. 

Related to this, video can also help us differentiate our businesses from competitors. Using the vast array of tools that are available to you, you and your team can create personal videos that establish authority and trust. This is better and more effective than a standard email or text message. 

To think of it another way, using video in your sales prospecting work can help you create an unassailable competitive advantage. That competitive advantage? You, your knowledge and personality, and your willingness to share that through the power of video.  

Ultimately, you have a major opportunity to use video to connect with prospects. Today’s technology makes it easier than ever before. All you need to do is embrace the opportunity and run with it. So even if you only want to incorporate certain elements of this sales prospecting strategy, I highly encourage you to include this part. You may be surprised at how far it takes you. 

Get People’s Attention

The next part of the best sales prospecting strategy is critical. Without it, it is going to be extremely difficult to convert new prospects into paying customers.

That is the importance of getting people’s attention.

No matter what you are trying to sell, you need to be proactive in grasping your prospect’s attention. We live in a world where there are countless numbers of blogs, websites, podcasts, and apps trying to get our attention. Better yet, the content has gotten increasingly better. There is a flood of content being released every day, and it is likely that your competitors have some type of organic content strategy.  

But along with this, we are living in an era where we seem to have less and less free time. Our schedules are full of professional and non-professional obligations. We are busier than ever before, making it that much more imperative for you to grasp your prospect’s attention immediately.

So how do you get people’s attention when you are sales prospecting? There are several things here to keep in mind.

First is the importance of the first sentence out of your mouth. This includes the first word in your sales videos to the subject lines and first sentence in your video emails. As Liz says, you want a sentence that immediately gets their attention. That sentence can be anything from a personalized greeting to your prospect to a provocative statement or question that you’ll address throughout your video. You’ll need to be strategic here so that you develop an assertion or claim that your audience will find provocative. That being said, spend the time thinking about this. Putting in the work now will go a long way in helping you increase your open rate, view rate, and conversion rate.

Next, pay close attention to your copywriting. While all of us at Dubb are obsessed with video marketing, it’s difficult to send video without at least a little bit of text. So when you are thinking about your copywriting, make sure that you are focusing on social proof and validation. Even though it may sometimes sound braggadocious, make sure that you are talking about your business’s accomplishments. When speaking about Dubb, for instance, I describe how Dubb is used by 25,000 businesses and is used by Fortune 500 companies. Doing this validates our company and shows prospective users that they can trust us.

Even if you just started a startup and are beginning your sales prospecting work, I encourage you to offer social proof in your copywriting.  Find something that can offer you credibility—even if it is just one customer—and mention it in your copywriting. It can even be a favorable press mention or a podcast interview that you were recently on. Whatever it is, don’t hesitate to include it in your sales copy.

Ultimately, you want to get to the meat right away. As Liz says, we only have 2.2 seconds to get someone’s attention. That is an extremely limited amount of time. You need to shake your prospect and say, “Hey, this isn’t the average email or video that lands in your inbox. Instead, this is something that is really meaningful and something that can create real value in your life.” It doesn’t have to specifically be this, but I’m sure that you get the point. 

Whatever your underlying message is, you want to at least mention it upfront. You can certainly talk about it more at length later in your video. In fact, there are plenty of circumstances where you should. Nonetheless, focus on delivering your bottom line first before getting there. Don’t feel like you aren’t being subtle enough or if you are dumbing down your content for your audience. 

Also, don’t hesitate to get creative here. You can do things like ask rhetorical questions or take a more assertive approach. However you do it, make sure that you’re quickly getting to the point. By being upfront with the value that you can provide to your prospect, he or she will be more likely to make a purchase. This is something that you should not underestimate when you are sales prospecting. 

Invite Prospects Into Your Conversations

From getting people’s attention, there is another key practice when sales prospecting. Whichever prospect that you are targeting, you’re going to want to invite him or her into your conversations.

What do I mean by this? Essentially, you don’t want to go in with an extremely hard sell when you are initiating conversations. This may seem somewhat counterintuitive with what I said above about quickly getting to the point. The good news is that you want to invite prospects into conversations while being collaborative. 

Collaborative is the key word here. You want to basically invite your prospect to your metaphorical kitchen table. There, you do not want to be too salesy or too over the top with your product or service. If you do this, your prospects will be immediately suspicious. They will recognize that you are simply putting up a front and you are only focused on selling your product or service. As Liz says, the prospect is thinking “Of course you’d love 15 minutes of my time. You want to waste it!”

Ironically, pushing hard for the sale will dramatically decrease your chances of making that final sale. Rather than being that stereotypical salesperson who is only worried about their commission, I urge you to embrace this collaborative sales approach. Instead of just telling your prospects what you want from them, ask them questions and truly listen to them. 

Specifically, Liz and I think that you should focus on the problems that they want to solve. Get right to those problems. How do you do this? First, you need to know what problems your prospect wants to solve. Even if you recognize the normal problems that your product or service addresses, it is helpful to ask your prospect. In your initial video to your prospect, you can ask him or her directly. You can say something like, “In your professional life, what are the day-to-day problems that you are looking to solve?” You can also approach it in a more indirect way, asking your prospect to describe his or her day at work. At this stage, you want to act more as a reporter or journalist, spending some time in your prospect’s shoes and identifying how your product or service can address those identified problems. 

Again, you want to have a conversation with your prospect. You want the prospect to lean into the conversation and truthfully describe what can be improved in their life. Once you have a good idea of the problems that your prospect is facing, you want to see if your product or service can help. If so, then feel free to mention your product or service and how it can truly address those problems in their life. And if your product or service doesn’t fit? You don’t have to go in with a hard pitch. Instead of that, you can simply invest in a long-term relationship with that prospect. Who knows? In the future, that prospect may be an excellent source for repeat business. 

Essentially, you are starting with a bottom up, rather than top down approach. The bottom up approach is about speaking with your prospect and getting to the heart of what he or she truly wants. The top down approach is starting with the hard sell. You’re telling the prospect what you think that they need in their lives. As you can likely guess, the bottom up approach is much more effective than the top down approach. 

Ultimately, you don’t get someone’s attention by thinking about yourself. As Liz says, you get their attention by thinking about them and what they need in their lives. It’s like a blind date. If you are listening to a blind date only talk about himself or herself, you are going to be much less likely to find a connection with that person. In the end, you want to be like George Martson and invite your community into your space.

Use Dubb

Finally, I strongly believe that Dubb is a great way to successfully complete your sales prospecting work. If you are a Dubb user, you likely already know how Dubb can help you supercharge your sales and grow your business. If you are just being introduced to Dubb or haven’t pulled the trigger yet, Dubb is a fantastic platform that can help you create stellar videos for sales prospecting.

Using Dubb, you can easily create a custom video for all of your prospects. Better yet, you can do this at scale. As just one example, you can use the Dubb mobile app to quickly record 15 or 30-second videos for your prospects. You can click here to download the iOS version and here for the Android version. 

Once you have downloaded the Dubb mobile app and have recorded a quick video for your prospect, you will automatically get a complete and custom video landing page. That custom video landing page has everything that you’ll need to both connect with your prospect and make a sale.

One of my favorite parts of Dubb’s landing pages is the call to action (“CTA”) feature. If you haven’t used or heard of a CTA, it is basically a way for you to direct your prospects down your sales or marketing funnel. In other words, it prompts an immediate response from your prospect that will get him or her closer to a final sale. Using Dubb, your CTA can be so many different things. It can be everything from booking a time on your calendar to downloading an eBook or a white paper. However you want to move your prospect down your sales funnel, you can do it with Dubb’s CTA feature.

Then there is personalization text. One of the best ways to connect with your prospects is to make your videos personal. While you can certainly do that in the video itself, Dubb gives you the ability to easily add personalization text to all of your videos. Better yet, you can do this at scale, making it extremely easy to build stronger relationships with your prospects.  

When you send your Dubb videos to your prospects, you’ll also see how easy it is to do. At Dubb, we have integrations with many of the most popular platforms and social media tools, including Gmail, Microsoft Outlook, Facebook, LinkedIn and more. Moreover, when you send your Dubb videos on these platforms, you’ll see an automatically-generated thumbnail for your prospects. They’ll be more likely to click on your video and continue the conversation with you.

Ultimately, Dubb makes it easy to enhance your sales prospecting work. Whether you just started a startup or are looking for a new way to find new prospects, I’m confident that you will be satisfied with Dubb.

Start Sales Prospecting Today

Ultimately, I believe that the tactics and insights described above make up a great sales prospecting strategy. Not only can you increase your chances of converting your prospects into paying customers, but you can do it in a shorter amount of time. By taking a chance and implementing this advice, I’m sure that you and your colleagues will be satisfied.

To learn more about how Dubb can help you, click here. You can also click here should you have any questions about Dubb and how it can help you with sales prospecting.