Sure, you like to pick up the phone and call your prospects, but they much prefer email. Maybe you think a written message is the way to go, but they remember your key points much better if they watch a video. Or, maybe LinkedIn communication is the way to get your message across for certain prospects.
Be a scientist, experiment, and figure out what works best for particular audiences. Should you incorporate a gif? Vidyard? A Calendly link?
In the past, sales workflows consisted of just a few methods of contact—phone, television, print, radio, or face-to-face. Businesses now have to utilize all those methods, plus add in the many different online and tech-related channels, including websites, blogs, email, voicemail, Facebook, Twitter, and a myriad of other social networking or selling platforms.
Experiment with Different Prospecting Methods
Before you compose the order and timing of your sales cadence, you need to identify the specific elements that you want to use. You’ll probably need a couple of different paths depending on the type of initial contact with the prospect.
Will you send an email first, then follow up with a call? Perhaps you’ll reply to a Facebook comment, then attempt a live chat, and then call to offer more information or resolve a problem. After a couple of days, you might email to follow up and check on customer satisfaction or additional needs.
Keep the sales cadence simple at first, then expand and customize it as necessary. Industry studies reveal that 10% of sales are closed after 4 follow-up contacts, while 80% are closed after 5-12 follow-up contacts.
And don’t forget the “what do you think?” Call to Action! Mix and match and mix and match…and then mix and match some more until you come up with the right formula for your particular prospects.