August 28, 2023 • 44 mins
Ever wondered how to transform your prospecting game in the world of sales?
Strap in as we unmask the secrets to effective prospecting. From decoding the basics to building momentum, we're going to take you through the entire prospecting funnel, providing a detailed guide on how to identify your product market fit, create an ideal customer profile, and harvest the low-hanging fruit. Plus, we have a tried and tested system of 125 targets split into five buckets to maximize your efficiency and keep you on track!
To connect with the show: Subscribe, Download & Share!
Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!
Connect with Mike:
Website: Mike O'Kelly
Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
Click to join: Surviving Outside Sales Page on LinkedIn
______________________________________________________________________
If you are in outside sales and have had any of the following:
- New to Outside Sales
- New to an industry, new product, new territory - any type of change
- Experienced, but have lacked training and business development
- Seasoned but feel like you have hit your ceiling and need a reboot
If any of those descriptions sound like you or someone you know,
If you want to have a conversation about:
- Scheduling a strategy call for your next move
- Help building your business or territory
Reach out to me:
Schedule a FREE consultation
or https://www.linkedin.com/in/mike-o-kelly-44ba352b/
mike@survivingoutsidesales.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to the Sales Builder Academy business of
sales live webinar.
That means it is Thursday andit is noon on the East Coast, so
today's topic is gonna be aboutprospecting 101.
And it is something that I geta lot of questions about how to
prospect and what's the processand that's one of the reasons
why this topic is coming uptoday, and the topic of
(00:26):
prospecting is one of the mostimportant when you think about
the sales cycle.
If you don't have enough peopleto talk to, how are you ever
going to get business?
So, gonna run through kind ofwhat I call the prospect funnel
and also show you a way that youcan prospect extremely easily
(00:49):
using technology the salestechnology rhythm AI that I
co-founded with two otherpartners.
So let's get started.
Let's get started.
So, prospecting, you are goingto have to create momentum and
you're gonna have to buildextremely fast when you get out
(01:11):
into the field and you're goingto lose business that you
inherit if you're starting totaking over a territory that
you've never had before orsomebody else has worked it or
you are going to have to buildit from scratch.
Either way, it is going to bethe exact same principles as
(01:31):
before, okay, so, with that said, there's a process that goes
through that.
So this is what is called theprospecting funnel.
By the way, if you are hoppingon, shoot me a message and let
me know where you are tuning infrom.
(01:54):
Right now, we don't have anybodyon.
We had a lot of people sign up,don't have anybody on.
I hope that I did everythingcorrectly.
I've had some snafus recently.
I'm not gonna lie.
I've had some snafus.
When it's come to the livestreams, there's a lot of
different buttons to push andthings behind the scene, cause
right now, I'm live onStreamYard, I'm live on LinkedIn
and I'm live on YouTube.
(02:15):
So hopefully, in the invitation, I have the right link or
people are not gonna be able tobe there.
All right, cool, tie's on board.
I appreciate that tie.
Thank you very much.
We got somebody in New Orleans.
Okay, I guess it's just notshowing on my screen, but people
are there, cool, all right.
So thank you all for respondingand again, if you're just
(02:37):
joining, let us know where youare calling from.
But right now, this is theprospecting funnel, all right.
So the prospecting funnel isreally important, that there's
multiple funnels in your salesprocess.
Prospecting is the lifeblood ofany business.
You're gonna lose businessthrough attrition or satisfied
customers that don't need yourproduct or service anymore cause
(02:59):
they're still using whateveryou have.
You know, for instance, I knowTie is on the call right now.
Tie is in the device world, soif he sells a device, it's gonna
be some time before they'regoing to need another device, so
he's gonna have to prospectlike crazy.
So the first thing you have todo is, obviously it doesn't
matter where you're starting youhave to identify first your
(03:21):
product market fit, and this iswhat I call the beginning of the
process phase.
Okay, this is where you'regoing to focus on building your
process for specific market andcreate your ideal customer
profile or your ICP.
Yes, you can sell your productor service to anyone in the
world, but let's be honest,there are some people more
(03:42):
suited than others.
So you're gonna identify yourproduct market fit, you're gonna
create your ICP and then you'regonna move on to what I call
the detective phase.
The detective phase, you'regonna build who.
You're gonna focus your timeand create ways to get them to
tell you what they need and whenthey need it.
(04:03):
Okay, I've made the analogybefore.
I can walk out my front doorand I can scream as loudly as
possible that I do Salescoaching.
I've got a sales technologyplatform, I'm about to open a
brick and mortar store.
But how many of those peoplelet's say I talked to 200 people
.
By the way, I'm in the secondlargest neighborhood in the city
of Charlotte.
There's 800 plus homes in myneighborhood alone how many of
(04:28):
those people are actually goingto buy my product or service or
need a product or service that Ican create?
Very few, so I'm just wasting alot of time.
Now I have activity, but is itreally productive?
So, identifying your productmarket fit, no matter what it is
.
For instance, let's take mysales coaching business.
(04:49):
I'm not going to go pitch it toaccounts Now.
Technically they can buy it,they have money, but it's kind
of an exaggerated example.
But I think you know what Imean Once you identified and you
create your ideal customerprofile, which your ideal
customer profile is going to bea subset of your bigger group.
(05:12):
So, for instance, I used to sellradiation machines to
dermatologists.
Not every dermatologist was myideal customer because there's
something called a Moh'sprocedure.
That is a dermatologist thatdoes skin cancer removal.
So my machine cleared skincancer using radiation.
I did not want to go into thoseoffices where they had a Moh's
(05:35):
surgeon in the beginning.
That was not my low hangingfruit.
That was not my ideal customerat the time when I got started.
So I focused on dermatologyoffices where they did not have
a Moh's surgeon and those werethe overall bucket.
Then how I targeted them laterwas are they sending their
(05:55):
patients away?
That is where I needed to livein those offices and that is
what I did.
For the first four to fivemonths I lived in the offices
that had the need.
Then I built my dream 125.
The 125 is 125 targets.
(06:15):
You don't have enough time togo over 125.
And I hear this a lot and Iused to be guilty of this.
I just need more.
I need more.
I need more in my database.
I need more.
No, you don't.
You need 125.
They're gonna change yourbusiness forever and those are
split up into five buckets.
I call them the 10s, the 9s,the 8s, the 7s and the 6s.
(06:36):
Your 10s and 9s.
80% of your business is gonnacome from that 50 pack of
targets.
That's where your business isgoing to come from, 80% of it.
And then the 20, the 7s, the Imean sorry the 8s, the 7s and
the 6s.
That's where 20% of yourbusiness is gonna come from.
But you still have to work them.
You can't just focus on like 25and expect to be very
(06:59):
successful, because once you'verun through them you have
nothing built in the pipeline.
The detective phase all right,that's the second main phase.
The detective phase 10 openingquestions.
Okay, and these 10 openingquestions are things such as
what have you done in the pastin product or category, x, y, z?
(07:20):
So, for instance, I'm gonna goback to the analogy of the
radiation machines that I usedto sell.
I would walk in, I would nottalk product, I would not talk
features and benefits.
I would ask questions and letthem tell me what their
experience is, because then Iknow how to best suit and tailor
my sales approach with them.
But until I've done that, untilI know who I'm talking to, I'm
(07:42):
just using a shotgun.
It's the shotgun method justshoot everything and just hope
you hit something.
So I'd walk in and say what areyou currently doing to treat
your patients with skin cancer?
I didn't say are you treatingpatients with skin cancer?
That's a dermatology clinic.
They're probably gonna look atme crazy.
Of course they're treating skincancer patients.
I'm saying, I'm asking themwhat are you doing?
(08:04):
That was one of my 10 questions.
Now the 10 questions need to bewhatever you want to get the
information from them.
So I don't say, hey, this isthe 10 questions you need to
have, but think of 10 questionsopen-ended.
That gets the other persontalking.
This is very important and thisis a step that I see a lot of
(08:25):
people in their sales process.
When they're prospecting, theyskip over, they don't ask enough
questions, go 10 questions deep.
It's called the detective phasefor a reason.
You want to know everythingthere is to know about them and
they're gonna tell you exactlyhow they like to be sold, what
their process is.
(08:45):
Some people just make decisionsvery quickly and they don't look
back.
Some people agonize overdecisions for nine months and
they weigh the pros and cons.
You need to know in thebeginning is this somebody
that's gonna take nine months oris this an innovator?
Is this somebody that's gonnajump on it really quick?
And they like what they hearand they want to start
immediately.
(09:06):
Those are the people that aregoing to elevate your business
quickly.
You don't want to waste yourtime trying to pull through,
like in Q4 of this year.
If you're up with one of thosenine to 12 month decision makers
and you're trying to pull themthrough in Q4, you need to spend
time elsewhere because they'renot going to pull through in Q4.
So you're 10 opening questions.
(09:26):
Then what would happen is youstart the role playing in your
head.
The first question I love toask is what are you currently
doing to treat skin cancerpatients?
They would say a myriad ofthings, like we are sending them
away.
Whenever I heard that, thelight bulbs would go off, the
sirens would alarm.
I just hit the jackpot becausemy machine now allows that
(09:50):
clinic to treat their skincancer patients.
That will completely change howI approach.
But what I've heard and whatI've experienced and just
talking to a lot of salesprofessionals, they walk in with
so many assumptions and theydon't walk in with a curious
mind.
I will tell you this if you canbe curious while prospecting,
(10:14):
you're going to be wildlysuccessful.
Pretend as if you have no ideaand just be like a five-year-old
that asks a lot of questions.
You're going to get a lotfurther in that clinic.
They're also going to see howbadly or bad I don't remember
how to say that if it's at theLI, but they'll see how bad you
really want to get to know them.
They don't care how much youknow until they know how much
(10:38):
you care.
The 10 opening questions isreally important.
You've gotten through thedetective phase.
Then you're going to move on tothe execution phase.
There's two steps to theexecution phase.
While you're prospecting,you've already figured out how
they want to be sold.
You already figured out theirtimeline to buy.
You've established the need.
(10:58):
You understand everything abouttheir business.
Then, when you're in the salescall or you're touching them,
you're shooting the personalizedvideo.
After the fact you're sending anemail, one of the touchpoints
in the buyer's journey, whateverthat is, you want to have one
big thing.
What is your one big thing,your one big takeaway?
That you want to have thatstamp, that you want to leave
(11:21):
that impression with yourprospect.
It has to be one thing and onething only.
You can't have multiple topicsor multiple things that you want
to leave for them, because it'sgoing to confuse them.
Because next comes the CTA, thecall to action.
The execution phase is you'vepicked your targets, you've
created your questions.
Now it's time to execute.
(11:43):
Each call will have the one bigthing you want them to focus on
a call to action.
The call to action could belet's have a buying meeting,
let's get you on the phone withDr Jones, who's already using
the product.
That's also another greatquestion is who do you rely on?
I use this a lot in the salesworld.
(12:03):
Who do you rely on or who doyou reach out to as a mentor or
a colleague that you like tobounce off big decisions like
this?
They would tell me I have acouple of dermatology friends
that I like to talk to.
If I knew them again, thelights would go off, the bells
would go and I'd say well,that's fantastic.
Would you like me to setbecause I know Dr Jones are
(12:25):
really well would you like me toset up a conversation where
they can share the experience,especially if it is a current
customer?
In a nutshell, the prospectingfunnel is a process that you can
replicate, repeat over and overagain at every single one of
your prospects, your accounts.
(12:46):
You can just rinse and repeatthis Basically from the
beginning, if you are swimmingin the right pond, if you are
calling on the right people.
Again, I could sell radiationmachines to a lot of different
types of doctors, but it workedon non-melanoma skin cancer.
That is a very specific subset.
(13:09):
I'm sure that other doctors seeskin cancer, but what they do?
They send them to thespecialist.
They send them to adermatologist.
Yes, general practitionerscould probably use this, but
again, it's very specific.
Your product will have an Uberspecific.
What you want to do is youfocus on the specific the riches
(13:33):
are in the niches and thenafter a while, once you're in
the territory or once you'vestarted to build up a massive
base, that is when you start toexpand your funnel.
You expand your universe.
In the beginning, the funnelgoes down and gets narrow and
narrow and narrow.
That's why it's a funnel,because it gets more targeted,
and then you pull through.
(13:54):
Then afterwards you go back upand you create a much bigger
world that you're trying to sellto.
Any questions for those of youwho are watching right now,
shoot your questions in thecomments.
This is a first for me.
I've never done a live webinar.
(14:15):
There is about a 30-seconddelay from what I'm talking to
when it's posting on the sites,the questions will start rolling
in.
I will move on to generalmindset.
As far as prospecting, I loveto prospect.
I love to talk to new people.
I love to engage people in themarket who have either never
(14:37):
heard of the product.
They've heard of the productbut it just didn't connect the
right way.
I absolutely love to do that.
There's a fantastic book if youwant to get really in the weeds
with prospecting, calledFanatical Prospecting.
I do believe Jeb Blunt is theauthor.
I've read the book, I'velistened to the audiobook.
It is fantastic.
(15:01):
I can't stress enough howimportant prospecting is while
you are out there in the field.
It is crucial and it iscritical, not to mention the
fact you're always going to havea market that's ever changing.
If you're in the medical field,you're going to have doctors,
(15:21):
nurse practitioners, physicianassistants.
You're going to have providersconstantly moving in and out of
your territory.
You need to be able to rollwith the punches and you need to
be able to really dive deep andreally dig in.
No questions right now.
If you're listening and youhaven't, let me know where
(15:44):
you're calling from, where youare streaming this, where you're
viewing this right now.
Let me know where you are from.
Hey, justin, what's up man?
Let me know where you are andI'll just keep rocking and
rolling.
If you have any questionsduring, just shoot them out
there and let me know.
What I'm going to do now is I'mgoing to show you the Rhythm AI
(16:08):
platform that allows you to doprospecting and allows you to do
prospecting at a tremendouslyfast rate as well.
Here is the dashboard and I'mlooking to find where it
actually there it is.
This is the Rhythm AI dashboard.
(16:29):
If you go to the clients page,by the way, if you go to
rhythmaicom R-I-T-H-M-A-Icom,you can try the product for 14
days and kick the tires.
It's a really great product.
It helps you with yourtargeting, your routing, your
prospecting, and it's reallyeasy, really simple.
If you see this screen righthere, there's a couple things.
(16:50):
You can pick prospects nearby.
You can add clients.
You can import from aspreadsheet If you've got an
Excel spreadsheet with currentproviders on there, you can or
current targets, you can, or youcan have us help you with that
as well.
Let's just go to the map andI'll show you how easy this is.
(17:12):
If you go over here, rhythm isconnected with Google.
We have tapped into GoogleRight here.
I'm just going to put in, let'ssay, dermatologists, and then I
hit enter.
You see all of the offices thatpop up.
(17:35):
So this is great if you arebrand new to a territory, if you
are trying to refresh, reboot,or you know that there's new
targets in your area.
You just don't know how to getthem.
They're just permanently자quesVasa Flan iterations.
You can add dermatology thatadded one more.
(17:59):
Dermatology surgery that addeda bunch.
Wow, okay, I'm going to put inskin clinic.
Okay, that was a lot more.
Let's say I was in the med spaworld.
(18:21):
Let's just do med spa.
Wow, okay, look at that.
Then let's do cosmetic surgery.
You can see how many of theseboxes have popped up.
If I click on a box, you cansee Renew Med Spa.
Just by dragging over OakviewDermatology, rock Hill, south
(18:44):
Carolina, fort Mill Dermatologyand Fort Mill, you can easily go
through all of these differentareas right here.
Dermatology skin center youclick on one.
I got to go out here real quick.
Hold on.
If you click out, if it'senlarged, this doesn't pop up.
(19:05):
This is the scraping of Google.
Right now, you've got everythingyou need to know Dermatology
skin center of Albemarle and allyou got to do is add to
prospect.
If you're prospecting, I highlyrecommend that you use
something like Rhythm.
Why?
Because watch this.
You just start addingDermatology Care, charlotte.
(19:26):
Boom, you start adding all ofthese different.
All of a sudden.
Now you're creating all ofthese different lists.
Then what you can do is you canfilter these later.
I'm actually going to see if Igo here.
Yep, I can do that.
All right, cool, just start outof prospect.
(19:48):
Once you add the prospect,you'll see that these become
little pin marks.
What they're scraping fromonline is their website, their
office hours.
These office hours are not thebest times to go see the
providers or get into theclinics, but at least you know
when they're open, because someof these places are satellite
offices.
(20:08):
They're not open every singleday If they want to send
information to their patients.
All right, let's just go outhere to Dermatology of the West
End.
You can see here.
Look at this.
All of a sudden, I'm just now.
Look at this database that I'mcreating.
Look at this.
(20:29):
Now I've gotten 17 in.
What a minute.
Rockhill Dermatology Center.
Let's go up here to Concord.
There you go.
Boom, let's try another onehere.
That's the Dermatology of theCarolinas.
I should have put on a clock,but I didn't think about that.
All right, you can see what I'mdoing here.
(20:56):
All of a sudden, now thisstarts to build out your list If
you really don't know whatyou're doing.
This is a fantastic way.
Let's go into an account.
Let's take Steel CreekDermatology we got all their
information.
They're unaware right now thatwe know of.
You've got the five phases ofsales unaware, aware, trial,
user, advocate Right now.
(21:17):
I mentioned before the rankings10 through 6.
Right now they're 5 becausethey haven't been ranked yet as
a target.
They're a prospect.
Here's their address.
Here's their phone number.
Here's their website.
Between their website and thisinformation here, you're going
to know as much as you canbefore you get started as
possible.
Let's just go to their websitereal quick.
This is going to take me toanother screen.
(21:39):
Hopefully, yes, it does.
This is prospecting and being adetective.
Let's go back to, let's say, Iwas either doing post-procedure
kits or I was still doing theradiation.
Let's go and see what theirservices are.
First.
(22:00):
Let's go to.
Let's just see what they have.
They've got skin pin Right offthe bat.
When you get onto their webpage, whatever your prospects
webpage is showing, that is whatthey really care about.
That's what they care about.
Boom, right off the bat.
They want to let you knowthey've got a skin pin and it's
now available.
They really believe the skinpin is important.
(22:22):
You can get a consultation.
There's a little about sectionDr Helton she's a great lady
Cosmetic dermatology,exceptional care, medical
dermatology.
There's a newsletter and thenthere's some information.
I would read all of thesethings because again they're
putting in posts like let's justclick on this August, specials
for 2023.
(22:44):
Cosmetic removals, so sebaceoushyperplasia, melia they're just
showing what is important tothem.
You go back to the homepage.
There's multiple pages.
So now you got reviews,providers, esthetician staff in
(23:07):
the community.
So if you notice they're really, oh, I didn't see those, okay,
so it's a banner.
So they've got skin pin.
And then they've got the VIPexcuse me, peel.
And then we've also got, oh,charlotte Magazine Top Doctors.
So there's a July issue ofCharlotte Magazine Top Doctors
(23:28):
award recipient.
That's excellent.
And then we've moved.
Come see us, okay.
So they have a new address.
So let's go back and see if theaddress this is another reason
why you want to trust but verifyGoogle, okay, because they
might not have updated it on theGoogle page.
So let's go back.
(23:48):
Does it show 11040?
Yes, okay, now they've moved,but it has been updated.
So that's a thumbs up.
You don't want to go to thewrong place.
It's just wasted effort.
So, before you go out in thefield, you want to do this.
Now, when do you want to dothis?
You want to do this on nightsand weekends?
Okay, do not sit behind yourcomputer during the day and do
(24:09):
this.
You can do this on the go.
The first thing you want to dois get that first couple days
planned out that you're going toprospect and who you're going
to go after, and then you'regoing to fill in your gaps with
figuring out who else you'regoing to prospect.
All right, so they've got usservices.
Okay, let's go to the services.
Oh, I guess I have to clickdown.
(24:31):
Okay, medical dermatology Allright.
Skin cancer diagnosis andsurgical removal Okay, so let's
see what they do.
All right, skin cancerdiagnosis, early stage Okay, how
can I done?
How is skin cancer treated?
Excision bone surgery Duringyour consultation, your health
will be evaluated on the team,which is the best route for you.
(24:53):
Contact us today to schedule anappointment.
Okay, so they mentioned Moe'ssurgery on there.
But you have to have a curatage.
Okay, I'll just perform on thistape.
Okay, so let's see.
Let's see Dr Helton.
(25:17):
It doesn't mention anythingabout Moe's, but it does talk
about surgery.
So you're going to want to.
This is, I mean, still treatPupil.
Dermatology is a prospect.
Okay, they're a prospectbecause they don't have a Moe's
surgeon.
Now, whether or not they wouldbe interested is a completely
different story, but you kind ofunderstand where we're going
with this.
(25:37):
So I'm going to take one morejust to give you an example.
So what I would do after that,I would call the office and try
to get it again, try to get moreinformation before I get out
the door.
Alright, so let's go to OakviewDermatology.
Now.
Oakview Dermatology is a newdermatology clinic since I left
(25:57):
the field, so I know nothingabout them.
So I really want to dive deepinto what they're doing.
Okay, oakview Dermatology inRock Hill, south Carolina.
Okay, this is about us.
Alright, it's something aboutOhio, so it looks like there are
multiple clinics.
(26:19):
Okay, so this is.
Oakville Dermatology isproviding exceptional care.
It's in Ohio and South Carolina.
So there's a Fort Mill location, a Rock Hill location, and then
there's one, two, three, four,so there's a bunch in Ohio.
Oh, chilicothe.
I played ball in there for asummer.
There's not much in Chilicothe,but there is a Oakview
Dermatology.
So when you're walking inalready.
(26:42):
This is telling me information.
It's telling me that the personat the clinic may not be the
decision maker.
Now I'm not going to strikethem off the list but again, if
I'm trying to close the buddingQ4, this is kind of a warning
flag.
So this office would not be a10 or a 9 right off the bat.
So, but again, I don't want tojudge.
Let's go take a look at theirservices.
(27:02):
Okay, now they have a Moes.
Okay, they have a Moes.
So let's dive deeper MedicalDermatology.
So they've got medicaldermatology and they have some
kind of platitudes, nothingreally deep.
Let's go look at the Moes.
Okay, so then what should Iexpect?
(27:25):
Moes, all right, so they haveMoes.
Let's look at here's the RockHill, okay, okay, so here are
the providers.
So there is Dr Saksdeder andthen there's Michael Terrabile.
He's a PA and she is a DO.
So I don't think that DrSaksdeder is a Moe surgeon.
(27:49):
So it doesn't appear that theyhave one in Rock Hill.
But let's go to Fort Millbecause that's the other
location.
All right, let's look at theproviders.
Okay, dr Megan Joint oh,there's the Moes.
Okay, so Dr Wainer I hope I'msaying that name right he's a
Moe surgeon.
So what probably happens isthat the Rock Hill location,
they're going to send all theirpatients to the Fort Mill
location so they have a protocolfor skin cancer removal.
(28:12):
It doesn't mean that they wouldnot be interested in a device,
they're just not the low-hangingfruit that you're looking for.
So, all right, so let me answersome questions.
So Justin asked so what wouldan example 306090 plan consist
of for a new potential client?
Okay, well, the 306090 as faras a potential client is.
(28:38):
It's kind of a loaded question.
I'll try to unpack it as best Ican in such a short period of
time.
So you were going to want toget, while you're asking
questions, you're going to wantto get signals that they have a
need and they have an opening.
Now, sometimes, if you're new tosales or you're new to medical
(29:02):
sales, you might not pick up onthose buying signals or those
buying statements.
So you just need to ask morequestions because and one of
your questions can be, and oneof the questions I used to ask
when you find something that youreally like, what kind of
timeframe do you try to make adecision?
Do you debate it for a while?
(29:23):
Or if you know exactly what youwant to go for.
Do you implement it quickly?
You can ask one of thosequestions and then you'll find
out exactly how long it takesthem to make decisions.
So, for 306090, again as Imentioned before with the
Oakview dermatology, for bothlocations, their 306090 would be
(29:48):
if you have time during the dayand you have some extra time
where you want to give them acall or you want to try to set
something up, you can do that.
But basically, for a 306090 dayplan, you want to hit your 10s
and 9s.
You're most important peoplewhere you think you're going to
get the most business.
You want to have at least threetouch points.
(30:10):
Now, if you were on the calllast week, the whole world has
changed.
Touch points now can bepersonalized video If you were
on the webinar with Matthew RayScott.
If not, you can go back on myLinkedIn page and you can
rewatch that, because it'scompletely changed.
I mean, 10 years ago, the onlyway to get meetings and the only
(30:30):
way to get in front of buyerswas face-to-face.
Covid changed everythingDigital personalized video,
using Zoom, using FaceTime.
There are other ways to get inthere.
So, realistically, yourimmediate customers.
You want to close them in 90days.
Okay, now, that's difficultsometimes, but the way you can
(30:54):
do that is you can truncate.
It can happen.
When I started sellingradiation machines, I closed two
units in six weeks and thereason why was because I
hyper-focused on a clinic.
I had 12 touch points in twomonths with the doctor.
But the way it's all about theway you reach out to them.
I didn't use the word circleback, follow up, checking in.
(31:19):
You know, did you get my lastemail?
Did you get my last?
I didn't do any of that.
Every time I came in, I came inwith a new question.
I came in with a new thought ofhow we can move the ball down
the field and get it into theend zone and get the deal done.
So a 30, 60, 90 day plan isgoing to look different for
every single person you're goingto have, and I do think that
(31:42):
the 30, 60, 90 is kind ofoutdated a little bit.
Now.
I know that's probably not thebest answer, but you know a lot
of people.
What's the famous line fromMike Tyson?
Everybody has a plan until theyget punched in the mouth.
That's kind of what happens inthe field.
You've got a great laid plan.
It's more, not about theactivity, and that's what I
(32:04):
think the 30, 60, 90 does is itcreates activity as opposed to a
process.
So in 90 days you want to have12 touch points that can be
spread out.
That can be, you know, hyperfocused.
You can do a drip campaignwhere you start off slow and
then you start to add more onceyou get engagement.
(32:26):
There's a lot of differentthings you can do.
In fact, I'm going to probablyhave a 30, I'm going to write it
down now 30, 60, 90 day seminarBecause I really need to.
I really need to rethink usingpersonalized video.
I mean, matthew really reallyjogged some things loose last
week when he was talking aboutpersonalized video and some
(32:49):
things even clicked for me.
So hope that answered yourquestion.
Justin Ty, do you have this setup to plug into Salesforce or
CRM directly?
Right now we do not.
So right now our platformrhythm is a standalone platform.
We don't have any APIs for anyexternal CRMs right now.
(33:10):
So that is something that we'reworking on as a company moving
forward, but right now we don't.
So I'm just going to tie a bowon this rhythm and then see if
anybody else has any otherquestions and, again, if anybody
else is watching.
If anybody else is watching andwants to chime in with a
question, you can let me knowwhere you are watching from and
(33:32):
also what questions you have.
So you go back to the map andthen.
So one thing that's also goodif you have multiple locations,
okay.
So Piedmont Plastic Surgery andDermatology has a ridiculous
amount of offices.
I think there's like nineoffices in the city of Charlotte
, in surrounding areas.
You know the Charlotte MetroMarket.
So that can lead to some issues.
(33:56):
Okay, that can lead to someissues because, thankfully,
there's dedicated staff at eachclinic.
You don't have people bouncingaround.
But that's happened before.
So one of the things that Rhythmalso helps with is you can
customize the days.
Let me just show you this realquick.
So you go into the edit.
So right now you're seeing thatthese are the hours Monday,
tuesday, wednesday, thursday,friday.
(34:18):
You can go in and edit these towhen it is specific to your
buyers.
So let's say that they only seesales professionals Mondays
from 11 to 1pm, save.
(34:41):
So that's great information foryou to know when you're
creating your routes, whenyou're creating your plans.
You know that's the only timethat they're going to see in
Shelby North or, I'm sorry,forest City, north Carolina.
That's the only time thatthey're going to see sales
professionals, or that's theonly time you can book meetings.
Why?
Maybe they only have providersthat are there two or three days
a week so they want to focustheir attention on their
(35:02):
employees.
So you can customize everythingfor every account because,
again, every single prospect isgoing to be completely different
.
There is no one size fits allfor your prospecting.
Okay, the only thing you can dois a process and allow the
(35:22):
buyer to tell you and explain toyou what your journey or what
their journey is going to be.
Okay, and as a reminder, youcan go to rhythmaicom and rhythm
for 14 days for free, andrhythmaicom.
(35:43):
So I'm going to wrap up in afew minutes.
I'm going to wait and see ifanybody has any further
questions.
Prospecting is so important andphilosophies are always
evolving.
I used to be a storm the gatestype of prospector Six-four, 260
pounds.
When I walk into a room peoplenotice I'm just a large guy.
(36:07):
I'm a tall guy, a large guy, abig guy.
Everybody thinks I play for theCarolina Panthers.
I very rarely would get told noin person and I could ask
questions and I could sidestepthings and I usually could get
back.
I could get a meeting.
Access was not an issue for me.
If I did that over the phone,that was a different story.
(36:28):
Somebody can easily hang up onyou over the phone.
In person, it's not as easy forthem.
So my philosophy was storm thegates.
So when I used to start everyposition, I would drive to every
single account that was in mydream 125.
And it would usually take meprobably about two and a half to
(36:48):
three weeks Two and a half tothree weeks to hit every single
office.
And some of these offices Imean I had North and South
Carolina.
Some of these offices are five,four, five hours away,
especially going to SavannahGeorgia, but I would hit every
single one of them.
I'd create my lists and verysimilar to what rhythm has
(37:08):
turned into, but I'd create mylists and I would just go one
after the other and within twoand a half weeks to three weeks,
I could hit every singleaccount.
That was in my dream 2025.
And then I could reshuffle thedeck and figure out who were my
targets, who were my priorities,and then I would start to focus
on them and create a plan thatis not as efficient.
(37:29):
So, while you're going throughthis right now and you're going
through this prospecting journey, just realize that it's fluid.
I mean, I've completely changedhow I recommend to people to
get out in the field and toprospect.
So and it's because technologyhas taken over and COVID changed
everything I'm going to shootright now.
(37:49):
If you're watching this, you'reeither watching it live on
LinkedIn or YouTube, you'rewatching the replay from my
LinkedIn page or you're going tobe listening to my voice.
Go through this on my survivingoutside sales podcast.
Think about that for a moment,because your buyers have the
(38:10):
same type of ability to hearyour content, to hear your voice
, so you can create touch pointsa lot faster.
So, no, I do not recommend thatyou do what I do.
It just drive everywhere andstorm the gates.
That's not efficient anymore.
It doesn't work anymore.
If I were to go back out in thefield today, I'll tell you
exactly what I would do.
Obviously, I would use rhythm.
(38:32):
I create my list, I startmaking phone calls and try to
gather as much information.
I start asking questions overthe phone that I would ask in
front, but different.
So, like to a front desk person.
Hey, I'm brand new, can youhelp me out?
Yeah, what do you need?
Well, thank you so much forhelping me.
If you were in my shoes, howwould you go about meeting with
(38:56):
such and such Dr Jones, dr Smith, how would you go about getting
in front of them?
Does your office already have aprocess in place?
Can you explain that to me?
Can you teach me and let theother person talk?
Offices usually have some typeof process.
You know the person at thefront desk office manager.
(39:17):
They're not just winging it.
They've been told by thephysicians or they've been told
by the business owners.
Doesn't matter if you're inmedical sales or not.
They have been told by manypeople or they've been told by
the bosses this is what we'regoing to do.
So that's exactly what they doand they'll tell you hey, this
is what we do.
You can't do this, can't dothat.
(39:38):
If you go to, if you call beforestorming the gates, if you call
and you hear well, we don'tallow reps, you don't allow reps
.
You can turn it around andChris Fawesome repeat the
question in a very curious toneyou don't allow reps, let them
talk, and they're gonna say no,but you can do XYZ.
(40:00):
Oh, okay, great.
Is there a way to?
Can I email some information?
How can I get information tothe providers if I want to get
it to them faster or I want tocommunicate with them?
Sometimes they're gonna givethem, give you generic emails
like info at or questions at,and just ask them.
(40:22):
Is it possible?
Because a lot of times theirbusiness cards will have email
addresses on there.
So can you snap a picture ofthe business card and send it to
me?
What's the harm to ask that?
You'd be surprised that peoplewill send you information if you
just ask them.
You'll never know unless youask.
You can also say something likeyou know what?
I really hate to do this to you.
(40:42):
I really don't wanna bother you, but would you do me this huge
favor.
I know it's really out of leftfield, but can you snap a photo
of Dr Stone's business card andsend it to me?
Sometimes the email address ison there.
Then, if you get an emailaddress or a phone number oh my
gosh, we got a phone number.
You wanna make sure it's notthe general number or it's a
(41:04):
cell phone number then you cansend a personalized video, like
Matthew Ray Scott says, and youcan do informative.
You can do a virtual demo, aneducational mini series.
You know product evolution,innovation, basically why you
should meet face to face, whyyou should talk, why you should
(41:26):
interact with me.
Prospecting is about finding theright people and building them
up into buyers, making them intocustomers, and you're going to
have to continue to cycle in newpeople every single month,
every single quarter, everysingle year for the rest of your
(41:47):
career.
Welcome to sales.
I'm gonna hang out for about aminute, see if there's any other
questions.
If you want to reach out to me,you can Reach out to me on
LinkedIn.
You can also go toMikeOKellycom for sales
resources and courses, anythingoutside sales related, anything
(42:11):
about building sales processes,sales training, et cetera.
The sales podcast is on mywebsite surviving outside sales.
I run five episodes a week.
Usually one is a big topicfeatured episode, which is
usually the webinars from theweek and a half before, usually
post on Mondays and then so thisMonday will be the webinar from
(42:33):
Matthew Ray Scott will beposted and there's products.
You can see the products in theback here if you're watching
tumblers, mugs, coffee mugs.
You can also buy coffee from mywebsite as well.
Coffee is for closers.
I absolutely love coffee.
You can go to MikeOKellycomcheck it out.
Reach out to me if you have anyquestions.
(42:53):
Please reach out to me onLinkedIn and let me know if you
have any questions, if there'sanything that I can help you
with in the outside sales world,especially in the medical sales
world.
I've been there.
You don't wanna have to makethe same mistakes that I have
made in the past, and theevolution of this industry is
absolutely wild, absolutely wild, and I personally believe now
(43:17):
that the old philosophy of shovethem out, give them a year to
figure it out and if they don'tfigure it out, we'll cut bait
and lose them.
I don't like that and I alsodon't like that.
A lot of sales professionalsare spinning their wheels in the
field and they feel lost.
That really sucks.
That really sucks if they feellost.
So I'm just trying to helppeople, trying to be their
(43:39):
navigator so that people havemore confidence, can scale their
business, make more money andlive the life they want through
sales.
All right, thank you so much.
I really do appreciateeverybody who was on today and
asking questions.
Thank you so much, I appreciateit and we'll see you next
Thursday on the business of livewebinars presented by Sales
(44:01):
Builder Academy.
Hope everybody has a fantasticrest of their day.
See you later.
Bye-bye.
Welcome to the Sales Builder Academy business of
sales live webinar.
That means it is Thursday andit is noon on the East Coast, so
today's topic is gonna be aboutprospecting 101.
And it is something that I geta lot of questions about how to
prospect and what's the processand that's one of the reasons
why this topic is coming uptoday, and the topic of
(00:26):
prospecting is one of the mostimportant when you think about
the sales cycle.
If you don't have enough peopleto talk to, how are you ever
going to get business?
So, gonna run through kind ofwhat I call the prospect funnel
and also show you a way that youcan prospect extremely easily
(00:49):
using technology the salestechnology rhythm AI that I
co-founded with two otherpartners.
So let's get started.
Let's get started.
So, prospecting, you are goingto have to create momentum and
you're gonna have to buildextremely fast when you get out
(01:11):
into the field and you're goingto lose business that you
inherit if you're starting totaking over a territory that
you've never had before orsomebody else has worked it or
you are going to have to buildit from scratch.
Either way, it is going to bethe exact same principles as
(01:31):
before, okay, so, with that said, there's a process that goes
through that.
So this is what is called theprospecting funnel.
By the way, if you are hoppingon, shoot me a message and let
me know where you are tuning infrom.
(01:54):
Right now, we don't have anybodyon.
We had a lot of people sign up,don't have anybody on.
I hope that I did everythingcorrectly.
I've had some snafus recently.
I'm not gonna lie.
I've had some snafus.
When it's come to the livestreams, there's a lot of
different buttons to push andthings behind the scene, cause
right now, I'm live onStreamYard, I'm live on LinkedIn
and I'm live on YouTube.
(02:15):
So hopefully, in the invitation, I have the right link or
people are not gonna be able tobe there.
All right, cool, tie's on board.
I appreciate that tie.
Thank you very much.
We got somebody in New Orleans.
Okay, I guess it's just notshowing on my screen, but people
are there, cool, all right.
So thank you all for respondingand again, if you're just
(02:37):
joining, let us know where youare calling from.
But right now, this is theprospecting funnel, all right.
So the prospecting funnel isreally important, that there's
multiple funnels in your salesprocess.
Prospecting is the lifeblood ofany business.
You're gonna lose businessthrough attrition or satisfied
customers that don't need yourproduct or service anymore cause
(02:59):
they're still using whateveryou have.
You know, for instance, I knowTie is on the call right now.
Tie is in the device world, soif he sells a device, it's gonna
be some time before they'regoing to need another device, so
he's gonna have to prospectlike crazy.
So the first thing you have todo is, obviously it doesn't
matter where you're starting youhave to identify first your
(03:21):
product market fit, and this iswhat I call the beginning of the
process phase.
Okay, this is where you'regoing to focus on building your
process for specific market andcreate your ideal customer
profile or your ICP.
Yes, you can sell your productor service to anyone in the
world, but let's be honest,there are some people more
(03:42):
suited than others.
So you're gonna identify yourproduct market fit, you're gonna
create your ICP and then you'regonna move on to what I call
the detective phase.
The detective phase, you'regonna build who.
You're gonna focus your timeand create ways to get them to
tell you what they need and whenthey need it.
(04:03):
Okay, I've made the analogybefore.
I can walk out my front doorand I can scream as loudly as
possible that I do Salescoaching.
I've got a sales technologyplatform, I'm about to open a
brick and mortar store.
But how many of those peoplelet's say I talked to 200 people
.
By the way, I'm in the secondlargest neighborhood in the city
of Charlotte.
There's 800 plus homes in myneighborhood alone how many of
(04:28):
those people are actually goingto buy my product or service or
need a product or service that Ican create?
Very few, so I'm just wasting alot of time.
Now I have activity, but is itreally productive?
So, identifying your productmarket fit, no matter what it is
.
For instance, let's take mysales coaching business.
(04:49):
I'm not going to go pitch it toaccounts Now.
Technically they can buy it,they have money, but it's kind
of an exaggerated example.
But I think you know what Imean Once you identified and you
create your ideal customerprofile, which your ideal
customer profile is going to bea subset of your bigger group.
(05:12):
So, for instance, I used to sellradiation machines to
dermatologists.
Not every dermatologist was myideal customer because there's
something called a Moh'sprocedure.
That is a dermatologist thatdoes skin cancer removal.
So my machine cleared skincancer using radiation.
I did not want to go into thoseoffices where they had a Moh's
(05:35):
surgeon in the beginning.
That was not my low hangingfruit.
That was not my ideal customerat the time when I got started.
So I focused on dermatologyoffices where they did not have
a Moh's surgeon and those werethe overall bucket.
Then how I targeted them laterwas are they sending their
(05:55):
patients away?
That is where I needed to livein those offices and that is
what I did.
For the first four to fivemonths I lived in the offices
that had the need.
Then I built my dream 125.
The 125 is 125 targets.
(06:15):
You don't have enough time togo over 125.
And I hear this a lot and Iused to be guilty of this.
I just need more.
I need more.
I need more in my database.
I need more.
No, you don't.
You need 125.
They're gonna change yourbusiness forever and those are
split up into five buckets.
I call them the 10s, the 9s,the 8s, the 7s and the 6s.
(06:36):
Your 10s and 9s.
80% of your business is gonnacome from that 50 pack of
targets.
That's where your business isgoing to come from, 80% of it.
And then the 20, the 7s, the Imean sorry the 8s, the 7s and
the 6s.
That's where 20% of yourbusiness is gonna come from.
But you still have to work them.
You can't just focus on like 25and expect to be very
(06:59):
successful, because once you'verun through them you have
nothing built in the pipeline.
The detective phase all right,that's the second main phase.
The detective phase 10 openingquestions.
Okay, and these 10 openingquestions are things such as
what have you done in the pastin product or category, x, y, z?
(07:20):
So, for instance, I'm gonna goback to the analogy of the
radiation machines that I usedto sell.
I would walk in, I would nottalk product, I would not talk
features and benefits.
I would ask questions and letthem tell me what their
experience is, because then Iknow how to best suit and tailor
my sales approach with them.
But until I've done that, untilI know who I'm talking to, I'm
(07:42):
just using a shotgun.
It's the shotgun method justshoot everything and just hope
you hit something.
So I'd walk in and say what areyou currently doing to treat
your patients with skin cancer?
I didn't say are you treatingpatients with skin cancer?
That's a dermatology clinic.
They're probably gonna look atme crazy.
Of course they're treating skincancer patients.
I'm saying, I'm asking themwhat are you doing?
(08:04):
That was one of my 10 questions.
Now the 10 questions need to bewhatever you want to get the
information from them.
So I don't say, hey, this isthe 10 questions you need to
have, but think of 10 questionsopen-ended.
That gets the other persontalking.
This is very important and thisis a step that I see a lot of
(08:25):
people in their sales process.
When they're prospecting, theyskip over, they don't ask enough
questions, go 10 questions deep.
It's called the detective phasefor a reason.
You want to know everythingthere is to know about them and
they're gonna tell you exactlyhow they like to be sold, what
their process is.
(08:45):
Some people just make decisionsvery quickly and they don't look
back.
Some people agonize overdecisions for nine months and
they weigh the pros and cons.
You need to know in thebeginning is this somebody
that's gonna take nine months oris this an innovator?
Is this somebody that's gonnajump on it really quick?
And they like what they hearand they want to start
immediately.
(09:06):
Those are the people that aregoing to elevate your business
quickly.
You don't want to waste yourtime trying to pull through,
like in Q4 of this year.
If you're up with one of thosenine to 12 month decision makers
and you're trying to pull themthrough in Q4, you need to spend
time elsewhere because they'renot going to pull through in Q4.
So you're 10 opening questions.
(09:26):
Then what would happen is youstart the role playing in your
head.
The first question I love toask is what are you currently
doing to treat skin cancerpatients?
They would say a myriad ofthings, like we are sending them
away.
Whenever I heard that, thelight bulbs would go off, the
sirens would alarm.
I just hit the jackpot becausemy machine now allows that
(09:50):
clinic to treat their skincancer patients.
That will completely change howI approach.
But what I've heard and whatI've experienced and just
talking to a lot of salesprofessionals, they walk in with
so many assumptions and theydon't walk in with a curious
mind.
I will tell you this if you canbe curious while prospecting,
(10:14):
you're going to be wildlysuccessful.
Pretend as if you have no ideaand just be like a five-year-old
that asks a lot of questions.
You're going to get a lotfurther in that clinic.
They're also going to see howbadly or bad I don't remember
how to say that if it's at theLI, but they'll see how bad you
really want to get to know them.
They don't care how much youknow until they know how much
(10:38):
you care.
The 10 opening questions isreally important.
You've gotten through thedetective phase.
Then you're going to move on tothe execution phase.
There's two steps to theexecution phase.
While you're prospecting,you've already figured out how
they want to be sold.
You already figured out theirtimeline to buy.
You've established the need.
(10:58):
You understand everything abouttheir business.
Then, when you're in the salescall or you're touching them,
you're shooting the personalizedvideo.
After the fact you're sending anemail, one of the touchpoints
in the buyer's journey, whateverthat is, you want to have one
big thing.
What is your one big thing,your one big takeaway?
That you want to have thatstamp, that you want to leave
(11:21):
that impression with yourprospect.
It has to be one thing and onething only.
You can't have multiple topicsor multiple things that you want
to leave for them, because it'sgoing to confuse them.
Because next comes the CTA, thecall to action.
The execution phase is you'vepicked your targets, you've
created your questions.
Now it's time to execute.
(11:43):
Each call will have the one bigthing you want them to focus on
a call to action.
The call to action could belet's have a buying meeting,
let's get you on the phone withDr Jones, who's already using
the product.
That's also another greatquestion is who do you rely on?
I use this a lot in the salesworld.
(12:03):
Who do you rely on or who doyou reach out to as a mentor or
a colleague that you like tobounce off big decisions like
this?
They would tell me I have acouple of dermatology friends
that I like to talk to.
If I knew them again, thelights would go off, the bells
would go and I'd say well,that's fantastic.
Would you like me to setbecause I know Dr Jones are
(12:25):
really well would you like me toset up a conversation where
they can share the experience,especially if it is a current
customer?
In a nutshell, the prospectingfunnel is a process that you can
replicate, repeat over and overagain at every single one of
your prospects, your accounts.
(12:46):
You can just rinse and repeatthis Basically from the
beginning, if you are swimmingin the right pond, if you are
calling on the right people.
Again, I could sell radiationmachines to a lot of different
types of doctors, but it workedon non-melanoma skin cancer.
That is a very specific subset.
(13:09):
I'm sure that other doctors seeskin cancer, but what they do?
They send them to thespecialist.
They send them to adermatologist.
Yes, general practitionerscould probably use this, but
again, it's very specific.
Your product will have an Uberspecific.
What you want to do is youfocus on the specific the riches
(13:33):
are in the niches and thenafter a while, once you're in
the territory or once you'vestarted to build up a massive
base, that is when you start toexpand your funnel.
You expand your universe.
In the beginning, the funnelgoes down and gets narrow and
narrow and narrow.
That's why it's a funnel,because it gets more targeted,
and then you pull through.
(13:54):
Then afterwards you go back upand you create a much bigger
world that you're trying to sellto.
Any questions for those of youwho are watching right now,
shoot your questions in thecomments.
This is a first for me.
I've never done a live webinar.
(14:15):
There is about a 30-seconddelay from what I'm talking to
when it's posting on the sites,the questions will start rolling
in.
I will move on to generalmindset.
As far as prospecting, I loveto prospect.
I love to talk to new people.
I love to engage people in themarket who have either never
(14:37):
heard of the product.
They've heard of the productbut it just didn't connect the
right way.
I absolutely love to do that.
There's a fantastic book if youwant to get really in the weeds
with prospecting, calledFanatical Prospecting.
I do believe Jeb Blunt is theauthor.
I've read the book, I'velistened to the audiobook.
It is fantastic.
(15:01):
I can't stress enough howimportant prospecting is while
you are out there in the field.
It is crucial and it iscritical, not to mention the
fact you're always going to havea market that's ever changing.
If you're in the medical field,you're going to have doctors,
(15:21):
nurse practitioners, physicianassistants.
You're going to have providersconstantly moving in and out of
your territory.
You need to be able to rollwith the punches and you need to
be able to really dive deep andreally dig in.
No questions right now.
If you're listening and youhaven't, let me know where
(15:44):
you're calling from, where youare streaming this, where you're
viewing this right now.
Let me know where you are from.
Hey, justin, what's up man?
Let me know where you are andI'll just keep rocking and
rolling.
If you have any questionsduring, just shoot them out
there and let me know.
What I'm going to do now is I'mgoing to show you the Rhythm AI
(16:08):
platform that allows you to doprospecting and allows you to do
prospecting at a tremendouslyfast rate as well.
Here is the dashboard and I'mlooking to find where it
actually there it is.
This is the Rhythm AI dashboard.
(16:29):
If you go to the clients page,by the way, if you go to
rhythmaicom R-I-T-H-M-A-Icom,you can try the product for 14
days and kick the tires.
It's a really great product.
It helps you with yourtargeting, your routing, your
prospecting, and it's reallyeasy, really simple.
If you see this screen righthere, there's a couple things.
(16:50):
You can pick prospects nearby.
You can add clients.
You can import from aspreadsheet If you've got an
Excel spreadsheet with currentproviders on there, you can or
current targets, you can, or youcan have us help you with that
as well.
Let's just go to the map andI'll show you how easy this is.
(17:12):
If you go over here, rhythm isconnected with Google.
We have tapped into GoogleRight here.
I'm just going to put in, let'ssay, dermatologists, and then I
hit enter.
You see all of the offices thatpop up.
(17:35):
So this is great if you arebrand new to a territory, if you
are trying to refresh, reboot,or you know that there's new
targets in your area.
You just don't know how to getthem.
They're just permanently자quesVasa Flan iterations.
You can add dermatology thatadded one more.
(17:59):
Dermatology surgery that addeda bunch.
Wow, okay, I'm going to put inskin clinic.
Okay, that was a lot more.
Let's say I was in the med spaworld.
(18:21):
Let's just do med spa.
Wow, okay, look at that.
Then let's do cosmetic surgery.
You can see how many of theseboxes have popped up.
If I click on a box, you cansee Renew Med Spa.
Just by dragging over OakviewDermatology, rock Hill, south
(18:44):
Carolina, fort Mill Dermatologyand Fort Mill, you can easily go
through all of these differentareas right here.
Dermatology skin center youclick on one.
I got to go out here real quick.
Hold on.
If you click out, if it'senlarged, this doesn't pop up.
(19:05):
This is the scraping of Google.
Right now, you've got everythingyou need to know Dermatology
skin center of Albemarle and allyou got to do is add to
prospect.
If you're prospecting, I highlyrecommend that you use
something like Rhythm.
Why?
Because watch this.
You just start addingDermatology Care, charlotte.
(19:26):
Boom, you start adding all ofthese different.
All of a sudden.
Now you're creating all ofthese different lists.
Then what you can do is you canfilter these later.
I'm actually going to see if Igo here.
Yep, I can do that.
All right, cool, just start outof prospect.
(19:48):
Once you add the prospect,you'll see that these become
little pin marks.
What they're scraping fromonline is their website, their
office hours.
These office hours are not thebest times to go see the
providers or get into theclinics, but at least you know
when they're open, because someof these places are satellite
offices.
(20:08):
They're not open every singleday If they want to send
information to their patients.
All right, let's just go outhere to Dermatology of the West
End.
You can see here.
Look at this.
All of a sudden, I'm just now.
Look at this database that I'mcreating.
Look at this.
(20:29):
Now I've gotten 17 in.
What a minute.
Rockhill Dermatology Center.
Let's go up here to Concord.
There you go.
Boom, let's try another onehere.
That's the Dermatology of theCarolinas.
I should have put on a clock,but I didn't think about that.
All right, you can see what I'mdoing here.
(20:56):
All of a sudden, now thisstarts to build out your list If
you really don't know whatyou're doing.
This is a fantastic way.
Let's go into an account.
Let's take Steel CreekDermatology we got all their
information.
They're unaware right now thatwe know of.
You've got the five phases ofsales unaware, aware, trial,
user, advocate Right now.
(21:17):
I mentioned before the rankings10 through 6.
Right now they're 5 becausethey haven't been ranked yet as
a target.
They're a prospect.
Here's their address.
Here's their phone number.
Here's their website.
Between their website and thisinformation here, you're going
to know as much as you canbefore you get started as
possible.
Let's just go to their websitereal quick.
This is going to take me toanother screen.
(21:39):
Hopefully, yes, it does.
This is prospecting and being adetective.
Let's go back to, let's say, Iwas either doing post-procedure
kits or I was still doing theradiation.
Let's go and see what theirservices are.
First.
(22:00):
Let's go to.
Let's just see what they have.
They've got skin pin Right offthe bat.
When you get onto their webpage, whatever your prospects
webpage is showing, that is whatthey really care about.
That's what they care about.
Boom, right off the bat.
They want to let you knowthey've got a skin pin and it's
now available.
They really believe the skinpin is important.
(22:22):
You can get a consultation.
There's a little about sectionDr Helton she's a great lady
Cosmetic dermatology,exceptional care, medical
dermatology.
There's a newsletter and thenthere's some information.
I would read all of thesethings because again they're
putting in posts like let's justclick on this August, specials
for 2023.
(22:44):
Cosmetic removals, so sebaceoushyperplasia, melia they're just
showing what is important tothem.
You go back to the homepage.
There's multiple pages.
So now you got reviews,providers, esthetician staff in
(23:07):
the community.
So if you notice they're really, oh, I didn't see those, okay,
so it's a banner.
So they've got skin pin.
And then they've got the VIPexcuse me, peel.
And then we've also got, oh,charlotte Magazine Top Doctors.
So there's a July issue ofCharlotte Magazine Top Doctors
(23:28):
award recipient.
That's excellent.
And then we've moved.
Come see us, okay.
So they have a new address.
So let's go back and see if theaddress this is another reason
why you want to trust but verifyGoogle, okay, because they
might not have updated it on theGoogle page.
So let's go back.
(23:48):
Does it show 11040?
Yes, okay, now they've moved,but it has been updated.
So that's a thumbs up.
You don't want to go to thewrong place.
It's just wasted effort.
So, before you go out in thefield, you want to do this.
Now, when do you want to dothis?
You want to do this on nightsand weekends?
Okay, do not sit behind yourcomputer during the day and do
(24:09):
this.
You can do this on the go.
The first thing you want to dois get that first couple days
planned out that you're going toprospect and who you're going
to go after, and then you'regoing to fill in your gaps with
figuring out who else you'regoing to prospect.
All right, so they've got usservices.
Okay, let's go to the services.
Oh, I guess I have to clickdown.
(24:31):
Okay, medical dermatology Allright.
Skin cancer diagnosis andsurgical removal Okay, so let's
see what they do.
All right, skin cancerdiagnosis, early stage Okay, how
can I done?
How is skin cancer treated?
Excision bone surgery Duringyour consultation, your health
will be evaluated on the team,which is the best route for you.
(24:53):
Contact us today to schedule anappointment.
Okay, so they mentioned Moe'ssurgery on there.
But you have to have a curatage.
Okay, I'll just perform on thistape.
Okay, so let's see.
Let's see Dr Helton.
(25:17):
It doesn't mention anythingabout Moe's, but it does talk
about surgery.
So you're going to want to.
This is, I mean, still treatPupil.
Dermatology is a prospect.
Okay, they're a prospectbecause they don't have a Moe's
surgeon.
Now, whether or not they wouldbe interested is a completely
different story, but you kind ofunderstand where we're going
with this.
(25:37):
So I'm going to take one morejust to give you an example.
So what I would do after that,I would call the office and try
to get it again, try to get moreinformation before I get out
the door.
Alright, so let's go to OakviewDermatology.
Now.
Oakview Dermatology is a newdermatology clinic since I left
(25:57):
the field, so I know nothingabout them.
So I really want to dive deepinto what they're doing.
Okay, oakview Dermatology inRock Hill, south Carolina.
Okay, this is about us.
Alright, it's something aboutOhio, so it looks like there are
multiple clinics.
(26:19):
Okay, so this is.
Oakville Dermatology isproviding exceptional care.
It's in Ohio and South Carolina.
So there's a Fort Mill location, a Rock Hill location, and then
there's one, two, three, four,so there's a bunch in Ohio.
Oh, chilicothe.
I played ball in there for asummer.
There's not much in Chilicothe,but there is a Oakview
Dermatology.
So when you're walking inalready.
(26:42):
This is telling me information.
It's telling me that the personat the clinic may not be the
decision maker.
Now I'm not going to strikethem off the list but again, if
I'm trying to close the buddingQ4, this is kind of a warning
flag.
So this office would not be a10 or a 9 right off the bat.
So, but again, I don't want tojudge.
Let's go take a look at theirservices.
(27:02):
Okay, now they have a Moes.
Okay, they have a Moes.
So let's dive deeper MedicalDermatology.
So they've got medicaldermatology and they have some
kind of platitudes, nothingreally deep.
Let's go look at the Moes.
Okay, so then what should Iexpect?
(27:25):
Moes, all right, so they haveMoes.
Let's look at here's the RockHill, okay, okay, so here are
the providers.
So there is Dr Saksdeder andthen there's Michael Terrabile.
He's a PA and she is a DO.
So I don't think that DrSaksdeder is a Moe surgeon.
(27:49):
So it doesn't appear that theyhave one in Rock Hill.
But let's go to Fort Millbecause that's the other
location.
All right, let's look at theproviders.
Okay, dr Megan Joint oh,there's the Moes.
Okay, so Dr Wainer I hope I'msaying that name right he's a
Moe surgeon.
So what probably happens isthat the Rock Hill location,
they're going to send all theirpatients to the Fort Mill
location so they have a protocolfor skin cancer removal.
(28:12):
It doesn't mean that they wouldnot be interested in a device,
they're just not the low-hangingfruit that you're looking for.
So, all right, so let me answersome questions.
So Justin asked so what wouldan example 306090 plan consist
of for a new potential client?
Okay, well, the 306090 as faras a potential client is.
(28:38):
It's kind of a loaded question.
I'll try to unpack it as best Ican in such a short period of
time.
So you were going to want toget, while you're asking
questions, you're going to wantto get signals that they have a
need and they have an opening.
Now, sometimes, if you're new tosales or you're new to medical
(29:02):
sales, you might not pick up onthose buying signals or those
buying statements.
So you just need to ask morequestions because and one of
your questions can be, and oneof the questions I used to ask
when you find something that youreally like, what kind of
timeframe do you try to make adecision?
Do you debate it for a while?
(29:23):
Or if you know exactly what youwant to go for.
Do you implement it quickly?
You can ask one of thosequestions and then you'll find
out exactly how long it takesthem to make decisions.
So, for 306090, again as Imentioned before with the
Oakview dermatology, for bothlocations, their 306090 would be
(29:48):
if you have time during the dayand you have some extra time
where you want to give them acall or you want to try to set
something up, you can do that.
But basically, for a 306090 dayplan, you want to hit your 10s
and 9s.
You're most important peoplewhere you think you're going to
get the most business.
You want to have at least threetouch points.
(30:10):
Now, if you were on the calllast week, the whole world has
changed.
Touch points now can bepersonalized video If you were
on the webinar with Matthew RayScott.
If not, you can go back on myLinkedIn page and you can
rewatch that, because it'scompletely changed.
I mean, 10 years ago, the onlyway to get meetings and the only
(30:30):
way to get in front of buyerswas face-to-face.
Covid changed everythingDigital personalized video,
using Zoom, using FaceTime.
There are other ways to get inthere.
So, realistically, yourimmediate customers.
You want to close them in 90days.
Okay, now, that's difficultsometimes, but the way you can
(30:54):
do that is you can truncate.
It can happen.
When I started sellingradiation machines, I closed two
units in six weeks and thereason why was because I
hyper-focused on a clinic.
I had 12 touch points in twomonths with the doctor.
But the way it's all about theway you reach out to them.
I didn't use the word circleback, follow up, checking in.
(31:19):
You know, did you get my lastemail?
Did you get my last?
I didn't do any of that.
Every time I came in, I came inwith a new question.
I came in with a new thought ofhow we can move the ball down
the field and get it into theend zone and get the deal done.
So a 30, 60, 90 day plan isgoing to look different for
every single person you're goingto have, and I do think that
(31:42):
the 30, 60, 90 is kind ofoutdated a little bit.
Now.
I know that's probably not thebest answer, but you know a lot
of people.
What's the famous line fromMike Tyson?
Everybody has a plan until theyget punched in the mouth.
That's kind of what happens inthe field.
You've got a great laid plan.
It's more, not about theactivity, and that's what I
(32:04):
think the 30, 60, 90 does is itcreates activity as opposed to a
process.
So in 90 days you want to have12 touch points that can be
spread out.
That can be, you know, hyperfocused.
You can do a drip campaignwhere you start off slow and
then you start to add more onceyou get engagement.
(32:26):
There's a lot of differentthings you can do.
In fact, I'm going to probablyhave a 30, I'm going to write it
down now 30, 60, 90 day seminarBecause I really need to.
I really need to rethink usingpersonalized video.
I mean, matthew really reallyjogged some things loose last
week when he was talking aboutpersonalized video and some
(32:49):
things even clicked for me.
So hope that answered yourquestion.
Justin Ty, do you have this setup to plug into Salesforce or
CRM directly?
Right now we do not.
So right now our platformrhythm is a standalone platform.
We don't have any APIs for anyexternal CRMs right now.
(33:10):
So that is something that we'reworking on as a company moving
forward, but right now we don't.
So I'm just going to tie a bowon this rhythm and then see if
anybody else has any otherquestions and, again, if anybody
else is watching.
If anybody else is watching andwants to chime in with a
question, you can let me knowwhere you are watching from and
(33:32):
also what questions you have.
So you go back to the map andthen.
So one thing that's also goodif you have multiple locations,
okay.
So Piedmont Plastic Surgery andDermatology has a ridiculous
amount of offices.
I think there's like nineoffices in the city of Charlotte
, in surrounding areas.
You know the Charlotte MetroMarket.
So that can lead to some issues.
(33:56):
Okay, that can lead to someissues because, thankfully,
there's dedicated staff at eachclinic.
You don't have people bouncingaround.
But that's happened before.
So one of the things that Rhythmalso helps with is you can
customize the days.
Let me just show you this realquick.
So you go into the edit.
So right now you're seeing thatthese are the hours Monday,
tuesday, wednesday, thursday,friday.
(34:18):
You can go in and edit these towhen it is specific to your
buyers.
So let's say that they only seesales professionals Mondays
from 11 to 1pm, save.
(34:41):
So that's great information foryou to know when you're
creating your routes, whenyou're creating your plans.
You know that's the only timethat they're going to see in
Shelby North or, I'm sorry,forest City, north Carolina.
That's the only time thatthey're going to see sales
professionals, or that's theonly time you can book meetings.
Why?
Maybe they only have providersthat are there two or three days
a week so they want to focustheir attention on their
(35:02):
employees.
So you can customize everythingfor every account because,
again, every single prospect isgoing to be completely different
.
There is no one size fits allfor your prospecting.
Okay, the only thing you can dois a process and allow the
(35:22):
buyer to tell you and explain toyou what your journey or what
their journey is going to be.
Okay, and as a reminder, youcan go to rhythmaicom and rhythm
for 14 days for free, andrhythmaicom.
(35:43):
So I'm going to wrap up in afew minutes.
I'm going to wait and see ifanybody has any further
questions.
Prospecting is so important andphilosophies are always
evolving.
I used to be a storm the gatestype of prospector Six-four, 260
pounds.
When I walk into a room peoplenotice I'm just a large guy.
(36:07):
I'm a tall guy, a large guy, abig guy.
Everybody thinks I play for theCarolina Panthers.
I very rarely would get told noin person and I could ask
questions and I could sidestepthings and I usually could get
back.
I could get a meeting.
Access was not an issue for me.
If I did that over the phone,that was a different story.
(36:28):
Somebody can easily hang up onyou over the phone.
In person, it's not as easy forthem.
So my philosophy was storm thegates.
So when I used to start everyposition, I would drive to every
single account that was in mydream 125.
And it would usually take meprobably about two and a half to
(36:48):
three weeks Two and a half tothree weeks to hit every single
office.
And some of these offices Imean I had North and South
Carolina.
Some of these offices are five,four, five hours away,
especially going to SavannahGeorgia, but I would hit every
single one of them.
I'd create my lists and verysimilar to what rhythm has
(37:08):
turned into, but I'd create mylists and I would just go one
after the other and within twoand a half weeks to three weeks,
I could hit every singleaccount.
That was in my dream 2025.
And then I could reshuffle thedeck and figure out who were my
targets, who were my priorities,and then I would start to focus
on them and create a plan thatis not as efficient.
(37:29):
So, while you're going throughthis right now and you're going
through this prospecting journey, just realize that it's fluid.
I mean, I've completely changedhow I recommend to people to
get out in the field and toprospect.
So and it's because technologyhas taken over and COVID changed
everything I'm going to shootright now.
(37:49):
If you're watching this, you'reeither watching it live on
LinkedIn or YouTube, you'rewatching the replay from my
LinkedIn page or you're going tobe listening to my voice.
Go through this on my survivingoutside sales podcast.
Think about that for a moment,because your buyers have the
(38:10):
same type of ability to hearyour content, to hear your voice
, so you can create touch pointsa lot faster.
So, no, I do not recommend thatyou do what I do.
It just drive everywhere andstorm the gates.
That's not efficient anymore.
It doesn't work anymore.
If I were to go back out in thefield today, I'll tell you
exactly what I would do.
Obviously, I would use rhythm.
(38:32):
I create my list, I startmaking phone calls and try to
gather as much information.
I start asking questions overthe phone that I would ask in
front, but different.
So, like to a front desk person.
Hey, I'm brand new, can youhelp me out?
Yeah, what do you need?
Well, thank you so much forhelping me.
If you were in my shoes, howwould you go about meeting with
(38:56):
such and such Dr Jones, dr Smith, how would you go about getting
in front of them?
Does your office already have aprocess in place?
Can you explain that to me?
Can you teach me and let theother person talk?
Offices usually have some typeof process.
You know the person at thefront desk office manager.
(39:17):
They're not just winging it.
They've been told by thephysicians or they've been told
by the business owners.
Doesn't matter if you're inmedical sales or not.
They have been told by manypeople or they've been told by
the bosses this is what we'regoing to do.
So that's exactly what they doand they'll tell you hey, this
is what we do.
You can't do this, can't dothat.
(39:38):
If you go to, if you call beforestorming the gates, if you call
and you hear well, we don'tallow reps, you don't allow reps
.
You can turn it around andChris Fawesome repeat the
question in a very curious toneyou don't allow reps, let them
talk, and they're gonna say no,but you can do XYZ.
(40:00):
Oh, okay, great.
Is there a way to?
Can I email some information?
How can I get information tothe providers if I want to get
it to them faster or I want tocommunicate with them?
Sometimes they're gonna givethem, give you generic emails
like info at or questions at,and just ask them.
(40:22):
Is it possible?
Because a lot of times theirbusiness cards will have email
addresses on there.
So can you snap a picture ofthe business card and send it to
me?
What's the harm to ask that?
You'd be surprised that peoplewill send you information if you
just ask them.
You'll never know unless youask.
You can also say something likeyou know what?
I really hate to do this to you.
(40:42):
I really don't wanna bother you, but would you do me this huge
favor.
I know it's really out of leftfield, but can you snap a photo
of Dr Stone's business card andsend it to me?
Sometimes the email address ison there.
Then, if you get an emailaddress or a phone number oh my
gosh, we got a phone number.
You wanna make sure it's notthe general number or it's a
(41:04):
cell phone number then you cansend a personalized video, like
Matthew Ray Scott says, and youcan do informative.
You can do a virtual demo, aneducational mini series.
You know product evolution,innovation, basically why you
should meet face to face, whyyou should talk, why you should
(41:26):
interact with me.
Prospecting is about finding theright people and building them
up into buyers, making them intocustomers, and you're going to
have to continue to cycle in newpeople every single month,
every single quarter, everysingle year for the rest of your
(41:47):
career.
Welcome to sales.
I'm gonna hang out for about aminute, see if there's any other
questions.
If you want to reach out to me,you can Reach out to me on
LinkedIn.
You can also go toMikeOKellycom for sales
resources and courses, anythingoutside sales related, anything
(42:11):
about building sales processes,sales training, et cetera.
The sales podcast is on mywebsite surviving outside sales.
I run five episodes a week.
Usually one is a big topicfeatured episode, which is
usually the webinars from theweek and a half before, usually
post on Mondays and then so thisMonday will be the webinar from
(42:33):
Matthew Ray Scott will beposted and there's products.
You can see the products in theback here if you're watching
tumblers, mugs, coffee mugs.
You can also buy coffee from mywebsite as well.
Coffee is for closers.
I absolutely love coffee.
You can go to MikeOKellycomcheck it out.
Reach out to me if you have anyquestions.
(42:53):
Please reach out to me onLinkedIn and let me know if you
have any questions, if there'sanything that I can help you
with in the outside sales world,especially in the medical sales
world.
I've been there.
You don't wanna have to makethe same mistakes that I have
made in the past, and theevolution of this industry is
absolutely wild, absolutely wild, and I personally believe now
(43:17):
that the old philosophy of shovethem out, give them a year to
figure it out and if they don'tfigure it out, we'll cut bait
and lose them.
I don't like that and I alsodon't like that.
A lot of sales professionalsare spinning their wheels in the
field and they feel lost.
That really sucks.
That really sucks if they feellost.
So I'm just trying to helppeople, trying to be their
(43:39):
navigator so that people havemore confidence, can scale their
business, make more money andlive the life they want through
sales.
All right, thank you so much.
I really do appreciateeverybody who was on today and
asking questions.
Thank you so much, I appreciateit and we'll see you next
Thursday on the business of livewebinars presented by Sales
(44:01):
Builder Academy.
Hope everybody has a fantasticrest of their day.
See you later.
Bye-bye.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.