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4 Critical Factors to Sales Follow Up Campaign Success
- 1. 4 Critical Factors to Sales Follow-Up Campaign Success @PersistIQ
- 2. 1. The 4 Critical Factors………………………………………………….. 5 2. Number of Touchpoints……………………………………………….. 6 3. Channel Diversity………………………………………………………. 8 4. Time Between Touches……………………………………………….. 11 5. Content of Touchpoints………………………………………………… 16 6. Re-emphasize Business Value………………………………………...17 7. Offer New Insights…………………………………………………….. 19 8. Educate…………………………………………………………………..21 9. Share News……………………………………………………………..23 10. Putting it All Together………………………………………………… 25 1. The 4 Critical Factors………………………………………………….. 2. Number of Touchpoints……………………………………………….. 3. Channel Diversity………………………………………………………. 4. Time Between Touches……………………………………………….. 5. Content of Touchpoints………………………………………………… 6. Re-emphasize Business Value……………………………………….. 7. Offer New Insights……………………………………………………... 8. Educate…………………………………………………………………. 9. Share News…………………………………………………………….. 10. Putting it All Together………………………………………………….. @PersistIQ Table of Contents
- 3. There is no one magic formula for outbound sales success. Yet sales professionals are in a constant search for an elixir. @PersistIQ Sorry, but...
- 4. @PersistIQ There are numerous resources out there for creating an ideal client profile. Posts have been written about lead gen. There are 100s of email templates and subject lines. That’s all great, but how does this all tie together in a broader outbound sales strategy? Strategy?
- 5. @PersistIQ When creating your outbound strategy, you need to take into account 4 considerations: 1. Number of touchpoints 2. Channel Diversity 3. Time between touchpoints 4. Content of touchpoints The 4 Critical Factors
- 6. @PersistIQ While there’s no golden rule and you should find what works best for you, the general consensus among experts is 7 or more touches. 1) Number of Touches
- 7. @PersistIQ (Click to Tweet) Here’s the one thing we know works for outbound sales: Persistence!
- 8. @PersistIQ Email isn’t the only way to follow up. Pairing email with phone calls and social media outreach is usually a winning strategy. 2) Channel Diversity
- 9. Favorite a prospect’s tweet and then following them an hour later. If/when they follow you back, tweet a message at them (don’t use Twitter direct message, no one reads those anymore). @PersistIQ For Example, on Twitter...
- 10. Comment on a post your prospect has written. Like or share an update. Jump into a conversation your prospect is having in a group discussion, then reach out for the connection with a personalized message. @PersistIQ For Example, on LinkedIn...
- 11. I recommend being a little more persistent early on, then tapering off if the buyer hasn’t responded. We’ve seen great results sending the second touch a day or even 12 hours after the first. @PersistIQ 3) Time Between Touchpoints
- 12. Forget about those reports and articles about “the best day to send emails.” They always change. One authority comes out saying Wednesdays at 3pm is best. Then everyone start sending at that time. Guess which day is now a terrible time to send an email? @PersistIQ
- 13. Day 1: Call and email Day 2: Email and Twitter Day 3: Twitter Day 5: Email and LinkedIn Day 7: Email Day 10: Call and email Day 17: Email and Twitter Day 21: LinkedIn and blog post Day 28: Call and email @PersistIQ Example Campaign:
- 14. The content of your email is largely going to determine if you come across as an annoying pest or a persistent businessperson. Starting each successive touch with “just checking in” or “just following up” gets old fast. @PersistIQ 4) Content of the Touchpoint
- 15. @PersistIQ (Click to Tweet) To get replies: Don’t be boring. Have personality. Add value.
- 16. @PersistIQ 1. Reemphasize business value 2. Offer insights 3. Educate 4. Share news Ideas for Follow-up Email Content
- 17. It’s all about what you can do for the prospect. Find a way to show them value. Talk to their pain points. @PersistIQ Re-emphasize Business Value
- 18. Hi {{first name}}, I'd love to have a conversation with you about how we might be able to exceed your 2016 goals, like we did for other companies in {{industry}} in 2015. We can help you: {{Benefit 1}} {{Benefit 2}} {{Benefit 3}} Do you have 10 or 15 minutes at the beginning of next week? Thanks, {{your name}} @PersistIQ Example Template
- 19. Again, make it about them and their benefits. It could be sharing a different way to approach their problems or a novel idea for how they can reach goals. @PersistIQ Offer New Insights
- 20. Hey {{first name}}, I know many companies like yours are constantly challenged with {{problem}}. I was reading a blog about {{topic}} and it got me thinking. Have you ever thought about {{solution}}? Do you have 10 minute next week? I’d love to share my thoughts with you. Cheers, {{your name}} @PersistIQ Example Template
- 21. Don’t pitch in your follow ups. Instead, offer a piece of valuable content, whether it’s a whitepaper, ebook, webinar recording, case study, etc. @PersistIQ Educate
- 22. @PersistIQ Example Template Hey {{first name}}, I know many companies like yours are constantly challenged with {{problem}}. We just published a blog about {{blog title}} and I thought you’d find it helpful. Would love to discuss it with you. Do you have time this Wednesday? Thanks, {{your name}}
- 23. Why do you think social media is so addictive? People want to stay up on news. They don’t want to miss out on anything. Relevant news is a great way to grab attention and offer value. @PersistIQ Share News
- 24. Hi {{first name}}, Did you hear the latest news about {{hot topic in your industry}}? {{give a interesting/surprising stat}}. Did you know {{your company}} can help with this? Let’s jump on a quick call and I’ll explain. Do you have time Tuesday morning? Thanks, {{your name}} @PersistIQ Example Template
- 25. Now that we have all the pieces of a successful outbound sales strategy, it’s time to start executing. @PersistIQ Putting it All Together 1. Decide on a number of touchpoints 2. Vary the medium 3. Assign a schedule 4. Create good content
- 26. The platform you choose should let you customize your campaigned based on each of the 4 factors above. Don’t skimp and don’t compromise here. @PersistIQ The 4 Critical Factors
- 27. @PersistIQ (Click to Tweet) Choosing the technology for the job will save you time, money and energy.
- 28. How to Build the Perfect Sales Stack How Sales Reps Can Get to Yes Despite the Constant Barrage of No’s 4 Simple Steps to Find the Decision Maker in Any Company @PersistIQ More Resources
- 29. @PersistIQ PersistIQ Want to see how PersistIQ can help you be more effective with outbound sales? Let us show you! PersistIQ.com/demo #MeasuringSalesMetrics @PersistIQ
Editor's Notes
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S