We start with fact finding to set a baseline. Firstly, we gather current benchmarks in speed to lead, communications content and the number, frequency and diversity of outreach attempts. We compare these with our industry benchmarks, identifying gaps. Secondly, we walk reps through the prospect user journey in detail and gather any questions, concerns or objections that may be roadblocks to success.
Stage Two – Get the Basics Right
Once we've set the baseline, we can then address the opportunities.
Speed and tenacity are the keys to making contact with as many of those prospects as possible. We create a bespoke checklist for our clients that includes:
Be the first to call– According to research from InsideSales.com, 35-50% of sales go to the vendor that responds first. That's a prize worth chasing, so make sure your CRM, dialer and lead routing all support the fastest response possible.
If you can't be first, still be fast– Even if you're not the first to call, reaching out within seconds rather than minutes or hours can dramatically improve your chances of making contact and having the chance to sell.
Keep on trying– That same InsideSales.com research found that the average number of call attempts made by sales reps to a new lead before giving up was just 1.3 times. MVF's own in-house contact center has found a sweet spot of 8 call attempts over the first 5 days before decreasing returns make it less effective to continue chasing a lead. If you're doing much less than that you're almost certainly leaving a lot of potential value on the table, and your ROI on your current lead gen spend could be significantly better.
Diversify your outreach– A phone call has always vietnam news latter been the gold standard for lead contact as it puts you in dialogue with the prospect so that you can make a sale. But to get that phone conversation you're likely to need a mix of several call attempts, strategic voicemail, an email and SMS cadence, and even a potential follow and a few likes on LinkedIn. Be willing to create your own mini-brand campaign to get your name in front of the prospect so they might pick up the phone on that next call attempt.