Knowing how to correctly create a sales cadence flow is essential for your company to increase the conversion rate and sell more. However, for many sales teams, this is the most difficult moment of the entire journey.
According to a study carried out by HubSpot, 42% of salespeople consider this the most difficult time when it comes to the sales process.
Therefore, for your sales team to be prepared, it is necessary to develop a good sales cadence flow, which is correctly structured and efficient.
This way, it will be possible to standardize and guarantee the optimization of all stages in the sales process. Therefore, in this article, we will present unmissable and efficient tips for developing a sales cadence flow that really converts your leads and increases the number of sales made by your team.
What is sales cadence flow?
First, let’s understand a little more about the subject before moving on to the tips. Sales cadence flow, or also just called sales cadence, is a systematized business strategy whose objective is to organize interactions between the seller and the potential customer so that they are carried out at the right time.
In other words, it is a sequence of actions that salespeople must follow to optimize the prospecting process. It serves as a guide for approaches to be taken in order to increase the chances of conversion opportunities.
The flow of sales cadences is fundamental because, when well worked, it can serve to educate the customer and present your company and solutions to them, thus preparing the ground for them to advance in the purchasing journey.
However, for this to happen it is necessary to hold several conversations and meetings until the right moment. Another study carried out by HubSpot revealed that 44% of salespeople give up after the first follow-up, with 80% of sales needing up to 8 follow-ups to be completed.
Tips for creating an efficient sales cadence flow
As you can see, a good sales cadence flow is extremely important to increase the chances of converting your lead into a customer. To make this happen more frequently in your company, we have put together some tips.
Know the customer profile
The first thing your sales team should do is define your Ideal Customer Profile or buyer persona. It may seem a little obvious, but this is essential for you to understand the prospect’s main needs and create an approach based on that.
Furthermore, when we talk about B2B (Business to Business) businesses, it is important to understand who the decision makers of other companies are. It is with them that you must create a connection and establish contact.
Define the main channels
Using more than one channel to connect with prospects is essential, it increases your chances and helps you create a good relationship. It is even possible to focus on just one channel, however, ideally it should be invested in more.
In other words, in addition to calling, the seller must send emails and, depending on the sale, even messages through social networks or other instant messaging applications.
But when it comes to the sales cadence flow, it is necessary to have this well structured in the logical planning sequence.
Create approach models
A support script is a way to guide salespeople during the interaction, especially in relation to the argumentative strategy.
Furthermore, it is possible to create some models that guide the approach. But remember to always adapt it to the stage of the process you are at and the client.
In other words, it is not enough to know which channel you will use to get in touch, but also the type of approach you will take. Is it to introduce yourself? To show the value of your solutions? This is important for setting up the flow.
By defining sales cadence flow models it is possible to standardize some of the processes and ensure that they will have the same quality every time.
Pay attention to the periodicity
It is necessary to be concerned with the frequency with which contacts are made. Too many contacts in a row can end up saturating the relationship with the prospect very quickly, while taking too long can end up cooling down that conversion.
Therefore, finding the ideal frequency is essential.
Finally, monitoring metrics is part of the obligations and optimizations for a good sales cadence flow. Through monitoring, it is possible to identify what is bringing positive results to the action and what needs to be improved, ensuring that your planning is always in development.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!