Converting your prospects to sales requires not one but a series of contacts. In this blog, we will see what the process named Sales cadence is. Also, What can you do to make this sales cadence better & converted more leads into sales?
So, let’s dive into this without wasting any moment.
What is Sales Cadence?
A Sales Cadence is a series of contact with a prospect to establish a connection for an engagement or a sale.
Sales cadences are typically parceled out over a fixed number of days & rely on various modes of communication like email, phone & social media. This help to develop contacts with potential customers & close deals.
What is a Good Cadence for Sales?
1. Understand your target audience
Research & understand who your potential customers are, what platform they are most active on, what their pain points are & how your solution would benefit them.
2. Where are you communicating?
A good sales cadence includes email, phone calls, text messages, social media messages, groups, etc. to reach out to your targeted prospects. Come up with a list of platforms where your customers are most likely to be active. If your prospect is more responsive to LinkedIn than phone calls, use that to your advantage by including the inmail of LinkedIn in your cadence.
3. How many touchpoints?
You need to contact a prospect at least 5 times to get their attention. So, a good cadence should have anywhere between 7-12 touchpoints.
4. Gaps between touchpoints
Touching base with leads more than 4 times a day is sure to get on their nerves & it increases your chances of losing the deal. Make sure you give them a day or two before contacting them again.
5. How long should be the cadence?
Duration is the length of the sales cadence from the first touchpoint to the last. The ideal duration of your sales cadence should be about two to four weeks. This depends on the prospect’s engagement with your email & phone call.
6. Categorizing targets
One of the best approaches to building a sales cadence is by first segmenting your list into tier accounts.
Once you divide your contact list into tiers, you can design a cadence for each level based on how to approach them, the number of touchpoints, the duration of the cadence & social media channels.
Advantages of a Sales Cadence
1. Provides scale to business
A simple one-page flowchart is enough to illustrate to any new sales reps you hire the exact sales strategy you use & they can begin making calls & interacting with clients immediately.
2. Focused effort by the team
Sales cadences make it easier to track where is your lead in the sales funnel. With clearly defined rules for your sales strategy, you never risk sending the same email twice or missing steps in the sales process.
3. Easy Refinement
You can begin refining your approach with this information. If you can see outreach calls tend to be more effective later in the process, you can adjust your approach to call prospects only once you have established a relationship via email or on LinkedIn.
This data lets you continually optimize your sales approach & improve your results.