The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
Step C: Finding your inner detective
|
Hello Reader, Over the past two weeks, we’ve talked about building a strong foundation and using the most powerful tool you’ve got – your brain, for thinking to outthink your competitors, so you can outperform and outsell them. Now, it’s time to put on your detective cap, grab a magnifying glass, and awaken your inner Sherlock Holmes. Because this week, we’re moving onto Step C in the 7-Figure Sales Programme: Finding. No matter how skilled you are at closing deals, your results depend on finding the right prospects. So, this step focuses on identifying opportunities, creating value, and setting up systems for inbound and outbound sales success. But it requires a lot of research. If you watch a lot of detective shows, I’m sure you picked up some skills and tactics, so it’s time to put them to use! Because the reality is – you truly need to research like a detective would. It requires a lot of digging to find the answers you need, especially for point 1, which we’ll discuss in a minute. And if you get this first point wrong, you’ll struggle with the rest. So, shall we have a look at what “Step C: Finding” is all about? … Great salespeople don’t sell products – they solve your problems and deliver what you want. In other words, they sell outcomes. But you must ensure you’re selling to the right audience, and next – ensure you’re selling to quality prospects. Otherwise, you may find yourself wasting time trying to sell your product to someone who doesn’t want or need it, or someone who wants it but can’t afford it. So, to solve this, you need to find quality prospects by understanding your target audience's problems and wants. How to identify problems and wants:
Example: If you’re selling HR software, your prospects’ problems might include inefficient onboarding or high employee turnover. Their “wants” might include creating a seamless hiring experience or improving team morale. When you position your solution as the bridge between those two points, it becomes irresistible. Action Step: List the top 3 problems your ideal customers face and how your solution addresses them. Practice weaving these insights into your outreach. Today’s buyers are more informed than ever. They research solutions online long before speaking with a salesperson. That’s why providing value upfront is essential. Creating helpful, educational content positions you as a trusted expert in your field and attracts prospects to you. The reason why is because, as much as people may research online, they still might not find the answers they’re looking for. So when you arrive on their doorstep with value – that value could be just what they needed. And this helps you build tons of trust with your prospect. Types of value-driven content:
Example: A financial advisor might create a free “Retirement Readiness Checklist” or host a webinar on “5 Common Investment Mistakes to Avoid.” This positions them as a helpful resource while subtly showcasing their expertise. Action Step: Choose one piece of content to create this week – a blog, video, or downloadable resource. Share it with your audience to start building trust. While inbound strategies are powerful, outbound prospecting remains a cornerstone of successful sales. It’s about taking the initiative to connect with your ideal prospects and show them the value you bring. Best practices for outbound prospecting:
Example: Instead of sending a generic cold email, a tech sales professional might say, “Hi [Name], I noticed your company recently expanded into [market]. I just wanted to offer this report that highlights the challenges with [specific pain point] in that market, and how to address it. Here’s the link to it [insert link]. I’ve shared it with [x] other companies in your industry and they found it extremely helpful, so I’m sure it’ll be of value to you.” Action Step: Dedicate 1 hour per day, minimum 30 minutes to personalised outbound prospecting. Track your outreach efforts and refine your approach based on response rates. Okay, inbound opportunities are still important! If your clients come straight to you, it’s proof that your brand is growing, that people are recognising you, and your reputation is growing – in a good way. Not to mention it saves a lot of time if all your new business doesn’t rely on cold outreach. But the key to generating inbound leads is ensuring you’re visible and valuable in the right places. Steps to maximise inbound opportunities:
Example: A software company might publish a whitepaper titled “The Future of Automation in [Industry]” and promote it through LinkedIn ads. When prospects download it, they’re added to a nurture sequence, turning curiosity into sales conversations. Action Step: Review your website and LinkedIn profile. Are they optimised to attract leads? If not, update your messaging to reflect your USP and how you solve customer problems. (Need help with your messaging and USP? Go back to Step A: Building, for assistance) That’s a wrap for Step C: Finding! And finding the right prospects is yet another crucial step towards sales success. Whether it’s understanding their problems and desires, delivering value through content, prospecting proactively, or attracting them through inbound strategies, this step is essential to building your pipeline. In fact, all the steps in the 7-Figure Sales Programme are essential and should not be skipped. Talking of steps, next week is Step D, which will take us yet another level deeper into sales mastery and where you’ll need to bring out your inner therapist. Until then, keep finding those opportunities! James How would you rate this edition? 🤏🏻 So-So |
James White
The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
Hello Reader, Happy New Year! I hope you’ve had the chance to rest, reflect, and maybe even think about what you’d really like 2026 to look like. Not just in sales results, but in how you feel about the work you’re doing. At this time of year, lots of people set goals or resolutions. Fewer people create a clear plan to achieve them. And in sales, that’s where the difference lies. A strong year isn’t built on motivation alone — it’s built on clarity and consistency. Knowing: what you want to...
Good morning ReaderI hope you’ve had a peaceful Christmas, full of good food, laughter, and quality moments with the people who matter most.Over the last few days, I found myself thinking not about the presents under the tree… but about the time around them. Sitting with family, watching nieces and nephews play with their new toys, chatting with relatives I don’t see often... these were the moments that stuck with me. It reminded me that the things we often overlook are actually the things...
In today’s edition, we explore why the small wins are so vital to celebrate and how being appreciative of yourself is the starting point of continued sales success. Let’s get to it. Good morning Reader, Christmas is a good time to remind ourselves of the basics. When I was younger, I would have a stocking put out by my bed by my mum. This was just the start of the Christmas presents. Both my sisters and I knew that when we walked downstairs, we would have our own individual piles (and yes,...