A sales cadence is a series of steps taken by a sales rep initiates to connect with potential clients and make a sale. It has at least two major purposes: ensure that leads are not falling through the cracks while employing the CRM and that deals are progressing to the the next stages in the funnel.
The traditional cadence consists of 3 phone calls, 3 emails, 3 voicemails and 3 exchanges on social media. This strategy has been tried and tested, and if you’ve just started establishing your sales process, this should come first. Here are the five critical components of an effective sales cadence:Below are the five crucial elements of a successful sales cadence:The following are the five essential components of a sales cadence that works:
Number of Tries
This refers to the total number of touches that has been made in one sequence.
A healthy sales cadence will require using all communication channels that you have access to. If possible, find out whether a client prefers contact through phone, email or social media, and then put that knowledge to your best use. When it comes to transactional sales, smaller transactions and short sales cycles, the phone and other straightforward medium could be used. With longer sales cycles and bigger deals, start slow with email or social, then get faster with phone as you follow up.
According to research, two to four weeks is a good practice in terms of duration. Don’t give up before the two week mark, or there will be plenty of opportunities to miss. For relational or account-based campaigns, this will even need a longer time, depending on the particular strategy implemented. As to transactional or high-velocity campaigns, about two weeks is applicable.
Spacing of Initiatives
How much time should there be in between your activities – for example, providing content or submitting a proposal – so that your prospects get adequate time to process what you offer them? Usually, this would be anywhere from 1 and 4 days, with transactional sales reps on the lower edge of the scale. In any case, maintain consistent spacing for simplicity.
Typically, the type of business you’re in and the your target market will dictate what your message should be. A Boomerang study in 2016 says the best length of an email is around 50 to 125 words. Remember that only content that addresses customers’ pain points will be effective. Always begin and end with your customers, and you need to spend time creating and knowing your personas.