Chuva de Leads #18: O real motivo dos leads te deixarem no vácuo

Summary

This podcast episode delves into the essential components of a successful sales prospecting cadence. It emphasizes the importance of strategic timing, effective spacing between follow-ups, and creating engaging content that adds value to leads. The key to success lies in continuous testing and adapting to find what works best. Additionally, the episode discusses techniques for ensuring leads show up to scheduled meetings, stressing the importance of proactive scheduling, confirming appointments, and managing expectations. The core message is that effort and execution, combined with personalization, are crucial for maximizing sales success.

Takeaways

• 😀 Test different prospecting cadences: Every company has its own reality, and it’s crucial to test various cadences to find the right balance in timing and intensity of follow-ups.
• 😀 Don’t overwhelm prospects: Avoid bombarding prospects with too many messages in quick succession. Spread out your touchpoints to avoid appearing desperate.
• 😀 Be consistent with follow-up intervals: Experiment with different follow-up intervals (e.g., one day, a few hours, or a few weeks) to find what works best for keeping engagement without annoying the prospect.
• 😀 Always aim to add value: Early messages should focus on providing value and showing genuine interest. The goal is to build a relationship, not just sell.
• 😀 Avoid being robotic: There is no one-size-fits-all approach. Test various strategies and keep your communication personalized and human rather than standardized.
• 😀 Keep the content of your messages relevant: Whether you're offering a solution or asking qualifying questions, tailor your messages to the prospect's needs and interests.
• 😀 Don’t assume a meeting will happen just because it’s scheduled: People often cancel or skip meetings, especially if they haven’t formed a strong commitment or connection with you.
• 😀 Use the 'onion peel' technique for scheduling: If a prospect isn’t available for a meeting now, suggest times as soon as possible to get the meeting on their calendar, ideally within 1-3 days.
• 😀 Be transparent about priorities: If a prospect keeps postponing, ask if the conversation is really a priority for them. It helps identify whether they are a genuine lead or not.
• 😀 Confirm meetings multiple times: Always confirm a scheduled meeting by reaching out a few hours beforehand to ensure the prospect remembers and shows up, reducing no-shows.
• 😀 Effort drives results: Consistent effort in following up, confirming meetings, and being available to prospects is often more important than relying solely on intelligence or strategy.

Q & A

What is the recommended duration for a prospecting cadence?

The ideal duration for a prospecting cadence is between two to four weeks. This timeframe allows enough opportunity to test different contact methods and refine your approach.

Why is spacing between contact attempts important?

Spacing between contact attempts is crucial to avoid overwhelming the lead with too many messages at once. A balanced approach, such as reaching out once in the morning and again in the afternoon, or alternating between WhatsApp, email, and calls, helps maintain engagement without seeming desperate.

What role does content play in a prospecting cadence?

The content in your outreach should focus on providing value rather than just pushing for a sale. It's important to be helpful, add relevant information, and demonstrate a genuine interest in the lead's needs to keep them engaged.

What is the key to developing an effective playbook for prospecting?

There is no one-size-fits-all playbook, as each company and prospect has different needs. The key is to test different strategies, monitor what works, and continuously refine the approach. Focus on adding value and maintaining a balance between persistence and being helpful.

How can you ensure that a lead shows up for a scheduled meeting?

To ensure a lead attends a scheduled meeting, confirm the appointment multiple times. First, confirm the meeting the day before, and then send a reminder about an hour before the meeting to reinforce its importance. This minimizes the risk of no-shows.

What are the best practices for confirming a meeting?

Best practices for confirming a meeting include contacting the lead the day before via phone, email, or WhatsApp, and sending a final reminder about an hour before the meeting. This helps reduce no-shows and keeps the lead engaged.

What should you do if a lead can only meet after a week?

If a lead can only meet after a week, ask them directly if the meeting is still a priority. It's important to gauge their level of interest and urgency—if they say the meeting isn't a priority, it's better to reschedule for a time when they are more likely to engage.

Why is it important to schedule meetings as soon as possible?

Scheduling meetings as soon as possible ensures that the lead remains engaged and that the conversation happens when the lead's interest is still fresh. Delaying the meeting can result in the lead losing interest or reprioritizing other tasks.

What should you do if a lead expresses interest but doesn't show up for a meeting?

If a lead expresses interest but doesn't show up, it's crucial to follow up immediately. Send a polite reminder, and consider adjusting the cadence of future outreach to ensure you're not over-persisting but maintaining interest.

How can you reduce the chances of a lead canceling or rescheduling a meeting?

To reduce cancellations or rescheduling, be clear about the value of the meeting from the start, confirm the meeting time multiple times, and make it as easy as possible for the lead to attend. Offering flexible times and reinforcing the urgency can help ensure they attend.