Hey there

Today I Wanted To Talk About Sales

When it comes to copywriting, understanding your customer is usually the first thing they teach you.

But for some reason in sales (which is more or less the same thing as copywriting except 1-1), most people ignore understanding the prospect.

Before someone gets on the call, you have the opportunity to do personalised market research.

Imagine if an expert copywriter had the chance to look into the exact prospect he was writing a sales letter for, but then chose not to do it because they were too lazy.

That is 99% of sales people + founders who do sales.

And it hurts their sales process quite badly.

I am not trying to say you need to write a 3,000 word essay on every prospect you talk to, but it would definitely help if you knew who they were, what their problems are, what their business does etc.

Because that will allow you to talk to them in a way that resonates with them (which will make them more likely to buy).

For example, you would talk to a business owner doing over 200k/mo slightly differently from one who makes 10k/mo.

“Oh no! Leo you are so judgy! You should treat everyone the same!”

No, you shouldn’t.

Closing someone who makes 10k/mo vs closing someone doing 200k/mo is completely different.

And this is sales, not daycare. Not trying to say that sales is an absolutely ruthless game (because it’s not), but it’s also not exactly the time to worry about being the most PC person of all time.

It’s about making money.

And the truth is that if you want to make money then you need to treat prospects in the exact way that would lead them to buying from you.

If someone makes over 200k/mo, getting on a sales call is more of a chore than anything. They have a problem, they want it solved, they want to know if they’re a good fit.

If someone makes 10k/mo, they are probably dealing with a lot of limiting beliefs, they might want more guidance, and it is more similar to talking to a younger brother (in my experience).

So if you sell B2B, please for the love of all things good and holy, just get to the point.

Find the problem → provide solution.

Not rocket science

Actionable Tip of The Day:

(Implement this within 24hours)

1. For the next sales call you have, do 5 minutes of research before the call

2. When you get on the call, show up in the right way - meaning you are sharp, you know a bit about their company, and you are just looking for a bit more context before telling them what you do

3. After gathering the context, let them know if they are a fit or not, then pitch directly towards solving their problem

4. Let me know if it was a better call than your last ones

How I Can Help You:

1. I have a tonne of free content that will help you get clients on my YouTube channel. I post valuable insights every single day from adding hundreds of thousands in recurring revenue for 150+ B2B clients. I give most of it away for free.

2. I am pretty sure my Co-Founder Matt has the best B2B YouTube channel on the planet. You can check it out here. He covers topics like paid ads, cold email and all things lead generation.

3. If you’d like to learn how I could help you double or even triple your business in the next 6 months, checkout this link (here)

Hope this helps,

Leo.