Optimize your sales process with a winning sales cadence and the essentials you need to boost conversions and drive revenue.
Do you know what a sales cadence is and why it's important for your business? If not, don't worry, we've got you covered. In this article, we'll dive into the basics of sales cadence, why you need one, and what you should have on hand to make it work.
Simply put, a sales cadence is a timeline of sales activities and methods that your reps follow to engage leads. It's the steps you take to contact a prospect and get them to agree to a face-to-face meeting. For example, if a lead fills out a form on your site, your sales cadence tells you when and how to contact them (e.g., email on day 1, call on day 2, send a follow-up message on day 3, etc.).
A well-defined sales cadence can make your sales process run more smoothly and efficiently. Here's why:
A sales cadence provides a set of specific and common procedures for reps to follow, ensuring consistency in your sales process.
A sales cadence makes monitoring and measuring your sales process easy, making managing and optimizing it simpler.
A sales cadence removes potential choke points or leakages, speeding up your conversions.
A sales cadence allows you to quickly scale up your sales process, such as growing your team or doubling your pipeline.
To make sure your sales cadence works as advertised, you need a few things:
A modern sales cadence requires at least three channels (emails, phone calls, and social media) to make an impact.
It takes 6 to 13 touches before you can generate a valid lead, so make sure your sales cadence includes multiple touches.
You need a tool to monitor all of these activities, and that's where a CRM platform comes in handy.
Are you tired of sending out countless emails and making endless phone calls to potential clients with little to no response? Don't give up just yet! Follow these 12 steps to turn those cold leads into warm prospects.
First impressions matter. Introduce yourself, your company, and what makes you unique in a way that will grab their attention. Show them why they should choose you over the competition.
Personalize your message and find a common interest or connection to make a genuine connection. After all, people buy from people they like and trust.
Be bold and pick up the phone! Establish a connection and briefly discuss your offering. Remember, you're not trying to make a sale just yet; you're simply introducing yourself and your company.
Address any questions or objections mentioned during the phone call. This shows that you were listening and cared about their concerns.
Engage with their content by leaving thoughtful comment or sharing their post. This will show that you're interested in what they have to say and want to support them.
Follow up on your previous conversation and provide additional information or resources. This will demonstrate that you're serious about helping them and are willing to go the extra mile.
Share success stories from clients in their industry. This will help them see the value in your offering and how it can benefit their business.
Like or comment on their content on relevant platforms. This will keep you top of mind and show that you're interested in what they have to say.
Attempt to schedule a meeting or demo to discuss your offering in more detail. This is your chance to showcase your expertise and show them how you can help their business thrive.
Create a short, engaging video that addresses them by name and highlights the benefits of your solution. This will help you stand out from the competition and demonstrate your creativity.
Send a personalized, handwritten note or a small, relevant gift that shows your commitment to helping their business succeed. This will leave a lasting impression and show that you're willing to put in the effort to win them over.
Make one last attempt to connect and discuss your offering, mentioning any interactions during the previous steps. This will show that you're persistent and genuinely interested in helping them succeed.
By following these 12 steps, you'll be well on your way to winning over even the toughest of prospects. Remember, it takes time and effort, but persistence pays off in the end.
Do you need help creating a sales cadence that actually converts prospects into paying customers? Don't worry, you're not alone. Crafting a winning sales cadence can be daunting, but you can create a compelling and enjoyable sales process with the right inspiration.
Here are some proven sales cadence examples that you can borrow from to create your own winning formula:
Uses all three key channels (email, phone, and social): This sales cadence is effective because it utilizes all three communication channels commonly used in sales. This increases the chances of reaching out to prospects at a time and in a way that they prefer. The sales team can establish a more meaningful relationship with the prospects by diversifying communication channels.
Leverages the law of immediacy: This sales cadence utilizes the law of immediacy, which suggests that sales reps should reach out to prospects in a timely manner to improve the chances of conversion. The touches are spread over a ten-day period, which is short and short. This approach helps maintain interest without overwhelming the prospect.
Uses both live phone calls and voicemails: By using both live phone calls and voicemails, this sales cadence increases the chances of reaching out to the prospect. Live phone calls can help build trust and rapport, while voicemails can be effective in reminding prospects of the sales pitch.
Uses too few touch points: This sales cadence may need more touch points to be more effective. According to most studies, generating a valid lead may take up to 13 touches. Adding a few more touchpoints could improve the chances of reaching the prospect and establishing a relationship with them.
Waits until day 3 to place a call (calling on day 1 for inbound leads would work well): This sales cadence waits until the third day to place a call after sending the initial email. This delay could reduce the chances of reaching out to a prospect. If this were an inbound lead, calling on day 1 would work well because they are already familiar with the company and its product or service.
A well-defined sales cadence is crucial for any business wanting to increase sales efficiency and conversions. By providing a set of specific procedures for sales reps to follow, a sales cadence ensures consistency, simplifies monitoring and measuring, and speeds up the conversion process. Following the 12 steps to winning over prospects, which includes utilizing email, phone calls, social media, personalized videos, and direct mail, can help turn cold leads into warm prospects. Remember, persistence and genuine interest in helping the prospect succeed are key to success. With these tips and strategies, you can create a successful sales cadence and increase your chances of converting leads into sales.
Elevate your sales outreach with cadence when working with Lunas, learn more our outbound lead generation services or book a call now!