From Cold Prospect to Client in 2 Weeks: The Secrets to Our Lightning-Fast B2B Sales Process

B2B Selling has changed.

Aggressive sales tactics no longer work.

Salesy prospecting is no longer effective. High-pressure sales have lost their power.

In today's article, I'm going to show you how our sales team will convert someone from cold prospect on LinkedIn to a closed client in 2 weeks.

Anyone can implement this.

Now, if you're selling a one-million dollar piece of machinery, don't expect to be able to shorten your sales cycle to 2 weeks. But you can drastically speed up your sales cycle by following the principles shared here.

And before you read this, I've shared this with tons of other B2B companies, and when they implement a similar strategy, it's worked. Every time.

But, but, but Braden...

"Our customers are different, this won't work."

"This will waste our sales team's time and won't result in deals."

"We'll have to readjust our entire process and that is way too complicated."

That's fine.

If that's you, stop reading now.

But maybe just maybe there could be a better way?

Are you tired of the traditional, pushy sales approach that leaves prospects feeling cold and uninterested? If so, it's time to try a new approach: a customer-centric sales process that focuses on building relationships and delivering value.

At HyperSocial, we've seen tremendous success with this approach, and I'm here to share the secrets of our success with you. Here's our entire sales process, the psychology behind it.

Last thing before we start, I'm not a psychologist.

I'm not a sales guru. And I really struggle getting thoughts out of my head and onto paper.

However, I consulted with a psychologist to help me understand this process more. And I had help making this so I can make it make sense.

Step 1. Prospecting

Most of our prospecting is done through LinkedIn and we also use Apollo.io for cold email. No matter where we prospect, our process remains similar.

If we're using LinkedIn, we get connected first, and then we begin this process.

Ask 1: Webinar

We start by asking if they would be interested in attending a free webinar about using LinkedIn for lead generation. This initial touchpoint is an opportunity to demonstrate our expertise and offer valuable information to the prospect.

Which, by the way, you should totally register for here!

Why

Offering a free webinar about a relevant topic (using LinkedIn for lead generation) is a low-commitment way for prospects to engage with you and learn more about your expertise. By asking for their interest in attending the webinar, you are tapping into their curiosity and desire for knowledge.

Ask 2: 1-on-1 Call

Regardless of their reply about the webinar (unless they say something like I'm retired), we then offer a 1-on-1 call to provide even more specific and actionable advice. This 1-on-1 call is a unique opportunity to deepen the relationship with the prospect and establish ourselves as a trusted advisor.

Why

Offering a 1-on-1 call to provide even more specific and actionable advice is appealing to prospects because it shows that you are willing to invest time and resources into helping them. This personalized approach builds trust and rapport and positions you as a valuable resource.

The Psychology Behind Our Prospecting Strategy

The psychology behind our prospecting strategy is simple: we are offering value upfront, which helps to build trust and establish a relationship. By starting with value, we demonstrate our expertise and position ourselves as a valuable resource.

This approach also helps to overcome the natural resistance that prospects may have to a sales pitch. By offering a free webinar or 1-on-1 call, we are not asking for anything in return, which makes it easier for the prospect to say yes.

Once the prospect has agreed to the 1-on-1 call, we have started a relationship and created an opportunity to further demonstrate our expertise and value. This sets the stage for the prospect to feel like they're going to be valued and not sold to.

Step 2: The First Call

Building Relationships and Delivering Value

The first call is an opportunity to build rapport with the prospect and understand their needs/struggles. During this call, we ask about their current use of LinkedIn and their understanding of the platform, and provide helpful tips and advice.

Did you miss that??

Let me reiterate, we share actual strategies and things they can do on their own without hiring us.

The goal of this call is not to close the deal, but rather to build a relationship and position ourselves as a valuable resource. By delivering value and demonstrating our expertise, we are able to deepen the relationship and establish trust with the prospect.

The Psychology Behind Our First Call Strategy

The psychology behind our first call strategy is centered around building relationships and delivering value. By focusing on the needs of the prospect and providing helpful tips and advice, we are able to demonstrate our expertise and position ourselves as a valuable resource.

This approach helps to overcome the natural resistance that prospects may have to a sales pitch. By focusing on building a relationship and delivering value, we are not asking for anything in return, which makes it easier for the prospect to say yes.

Our team is NOT ALLOWED TO SELL ON THE FIRST CALL

Now, after we're helpful and offer actual advice, the conversation naturally pivots to the prospect asking us "so what do you guys do?"

In which case, we will explain our services, pricing, how we can help, how we can do it for them.

But we still don't sell.

NO MATTER HOW MUCH THE CUSTOMER WANTS TO BUY.

If the prospect in interesting in hiring us or buying, we schedule what we call "the approval call". Again, to serve the prospect's best interest.

Step 2.5: Before the Approval Call

Ensuring a Good Fit for Both Parties

Before moving forward with a sale, we have an internal discussion with our client success team to ensure that the prospect is a good fit for our services and that we can deliver the results they need. This step is critical as it helps to ensure that both parties are comfortable with the sale and that there are no misunderstandings.

We believe in only taking on clients that we believe we can get great results for. Our goal is to build relationships and deliver value, not just make a sale. By taking this approach, we are able to ensure that both parties are comfortable with the sale and that there are no misunderstandings.

The Psychology Behind Our Before the Approval Call Strategy

The psychology behind our before the approval call strategy is centered around value, trust, and respect. By only taking on clients that we believe we can get great results for, we are demonstrating our commitment to delivering value and building relationships.

This approach helps to build trust and respect with the prospect and shows that we are committed to delivering the best possible results. By taking this step, we are also reducing the risk of misunderstandings and improving the chances of success.

Step 3: The Approval Call

Ensuring a Good Fit and Setting Clear Expectations

The approval call is a critical step in our sales process as it allows both parties to determine if working together is a good fit. By being upfront and transparent about this, we are building trust and respect, and avoiding potential misunderstandings later on.

During the approval call, both parties have the opportunity to ask questions and clarify any concerns. This approach helps to reduce the risk of misunderstandings and improves the chances of success.

In addition, the focus on logistics and expectations during the approval call helps to set clear expectations and reduces the risk of confusion or disappointment later on. By discussing logistics, we are able to ensure that both parties understand what is expected and that there are no misunderstandings.

Finally, we only ask for payment after the approval call is a customer-centric approach that demonstrates our focus on building a relationship and delivering results, rather than just making a sale. This approach helps to build trust and respect with the prospect, and shows that we are committed to delivering the best possible results.

The Psychology Behind Our Approval Call Strategy

The psychology behind our approval call strategy is centered around transparency, trust, and value. By being upfront and transparent about the approval process, we are building trust and respect with the prospect.

In addition, by giving both parties the opportunity to ask questions and clarify any concerns, we are reducing the risk of misunderstandings and improving the chances of success.

The focus on logistics and expectations also helps to set clear expectations and reduces the risk of confusion or disappointment later on. By discussing logistics, we are able to ensure that both parties understand what is expected and that there are no misunderstandings.

Finally, by only asking for payment after the approval call, we are demonstrating our customer-centric approach and our commitment to delivering the best possible results. This approach helps to build trust and respect with the prospect and sets the stage for a successful working relationship.

Conclusion

In the modern world, it's better to be helpful than salesy.

And by being helpful you can actually close deals faster because your sales process is built on trust.

PS: If you'd like to have a 1-on-1 call with our team where they can teach you about LinkedIn and how you can use it, feel free to use the link below!