B2B outbound sales

How I Get Clients (And Why You Shouldn’t Copy Me)

We all know that the most successful sales team use multiple channels to prospect and close deals. Cold calling, cold emailing, LinkedIn outreach, social media, networking and referrals are just a few of the many methods available to reach new clients.

How I Get Clients

When prospecting, I use the following channels (in order of the number of leads I get):

  1. YouTube
  2. LinkedIn
  3. Cold Email
  4. Cold Call

Getting Clients from YouTube

On YouTube, I create videos that discuss my strategies and document what I do. My leads from YouTube are usually very interested before I talk to them because they already have a good understanding of how I operate. 

However, starting out on YouTube can be a long process. It took about a year and a half for me to gain any traction on YouTube, so it definitely shouldn’t be your only option if you’re just starting out. 

Getting Clients from LinkedIn, Email and Calls

My sales activities on LinkedIn, email and on the phone are primarily designed to push prospects to my YouTube channel. I know that once a qualified prospect watches a few of my videos, they will likely be interested in looking at my services or products. 

While the channels I use are pretty standard, my strategies are the key to gaining new clients. I have a few rules I use to make sure my campaigns are effective:

  1. Keep the messaging as short and concise as possible.
  2. Only give the prospect one piece of information. Trying to give too many details on the initial outreach will likely overwhelm the prospect and decrease the chances of getting their engagement. 
  3. Have a clear call to action.
  4. Educate and provide value before asking for the prospect to get on a phone call.

Why You Shouldn't Copy Me

While you can certainly use the rules outlined above, I wouldn’t advise that you copy anything more specific about my strategy.

Each sales team has to figure out the messaging that works for their specific service and target audience. Not only should that messaging create interest, but it should serve as a smooth introduction to the rest of the sales process. 

One common mistake salespeople make occurs when they find a message that creates interest but doesn’t tie in with the rest of the sales process. This gives you a lot of interested prospects who quickly become confused when they realize your initial message doesn’t actually match what you’re offering.

For this reason, you shouldn’t look at my messaging and use it for your own business. Even if you offer the exact same service, your sales process may be different and you should approach prospects differently than I do.

Your approach should also be an accurate representation of who you are as a salesperson. If you are an aggressive salesperson, your intro should convey that. The introduction sets the tone for the rest of the relationship and should be as unique as your company and service.

Need a custom strategy for your business?

Schedule a 30-minute strategy call with me, Charlie Light, to create an action plan for the areas of your business that need help. We can discuss anything from cold calling and cold emailing to making your sales presentation and closing deals.

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Charlie is the founder of ProspectAim. He has a passion for sales and helping businesses grow through the consistent use of proven prospecting messaging and techniques.