3 tipos de Fluxo de Cadência de prospecção - Growth Machine - Thiago Reis

Summary

This video explains three key prospecting cadences: Fundamental, Transactional, and Relational. The Fundamental Cadence balances outreach efforts, aiming to avoid overwhelming the prospect. The Transactional Cadence focuses on high-volume, daily contact for smaller ticket sizes, while the Relational Cadence spans over a longer period, used for enterprise sales with larger deals. The video emphasizes testing these approaches based on ticket size and market type to optimize lead generation. It also highlights the importance of maintaining an efficient, well-paced outreach strategy to maximize results without causing prospect fatigue.

Takeaways

• 😀 There are three main types of prospecting cadences: Fundamental, Transactional, and Relational, each suited for different sales contexts.
• 😀 The Fundamental Cadence balances effort and timing, spreading out contacts to avoid overwhelming the prospect.
• 😀 Transactional Cadence is more aggressive, with frequent daily contacts, suitable for smaller ticket items or high-volume prospects.
• 😀 The Relational Cadence is slow-paced and strategic, used for high-value sales where building relationships is key.
• 😀 In the Fundamental Cadence, alternating between calls, LinkedIn messages, and emails over 7-10 days ensures consistent but non-intrusive contact.
• 😀 The Transactional Cadence involves persistent follow-ups, including daily calls and emails, but must be carefully balanced to avoid annoying the prospect.
• 😀 Relational Cadence spreads contact attempts further apart (e.g., weekly or bi-weekly) and is best for enterprise-level sales and large-ticket items.
• 😀 When structuring your cadence, consider the size of the deal and accessibility of decision-makers—this will guide your approach.
• 😀 Testing different cadences is crucial to understand what works best for your business and target market.
• 😀 It’s important to balance effort and spacing between contacts to prevent exhausting prospects or missing opportunities.
• 😀 Adjusting your prospecting cadence based on ticket size and prospect accessibility is vital for optimizing your sales efforts.

Q & A

What are the three types of prospecting cadences mentioned in the script?

The three types of prospecting cadences discussed in the script are: Fundamental Cadence, Transactional Cadence, and Relational Cadence.

What is the main focus of the Fundamental Cadence?

The Fundamental Cadence focuses on a balanced approach to prospecting, with efforts spaced out to avoid overwhelming the prospect while maintaining consistent contact.

How does the Transactional Cadence differ from the Fundamental Cadence?

The Transactional Cadence involves more frequent contact attempts, often daily, and is used for smaller deals or high-volume prospecting. It has a higher risk of stressing the prospect due to the frequency of contact.

In what situations is the Relational Cadence best used?

The Relational Cadence is best used for enterprise-level sales with larger ticket values. It requires longer intervals between touches and takes more time to close deals.

How is the effort distributed in a Fundamental Cadence?

In a Fundamental Cadence, the effort is distributed across several days. For example, on Day 1 you make a call, Day 3 you send a LinkedIn message, and on Day 5 you follow up with another call. This ensures you don’t overwhelm the prospect while maintaining consistent contact.

Why is it important to consider the ticket size when choosing a cadence?

It is important to consider the ticket size because, for high-value deals (larger tickets), you don’t want to overwhelm the prospect with frequent contact attempts. For smaller tickets, a more transactional, frequent approach may be effective.

What can happen if you overuse the Transactional Cadence?

Overusing the Transactional Cadence can lead to the prospect feeling overwhelmed or annoyed due to the high frequency of contact attempts, which could harm the relationship and decrease the chance of closing the deal.

What are the risks of a Relational Cadence in prospecting?

The main risk of a Relational Cadence is the higher cost of prospecting, as it requires more time and effort. Additionally, the salesperson may handle fewer opportunities due to the longer intervals and more personalized approach.

How can you determine which cadence works best for your business?

You can determine which cadence works best by testing different models and analyzing which one yields the best results. Factors like the size of your deals, type of prospects, and market conditions all influence which cadence will be most effective.

What is the importance of testing different prospecting cadences?

Testing different prospecting cadences is crucial because it allows you to understand what works best for your specific market and target audience. This enables you to optimize your outreach strategy and improve your sales results.