Being great at something, like sales, takes time. You need experience to hone your skills and savvy dealing with people.
But you also need, much like an athlete, to grow your sales muscles. These sales tips will help you get into the best shape possible to present a better sales pitch, approach leads with more confidence, and close more deals.
There’s a famous quote by Jeffrey Gitomer that goes like this: If you can make ‘em laugh, you can make ‘em buy.
And he’s absolutely right.
When we create our sales email templates, we strive to integrate as much humor as possible.
Partially because that’s who we are and it attracts like-minded clients, but it also because it works.
Consumers watch video at a voracious rate.
According to Forbes:
“Videos have a compelling way of fostering engagement, yielding results like click-throughs, shares, lead generation, and sales. It is indeed one of the best tactics to bring more exposure to your brand while helping you achieve your bottom-line.”
You probably don’t realize how easy it is to send your clients and prospects video content. There are free tools you can use, like Loom and Soapbox, that let you record yourself leaving the prospect a message, and quickly embed it into an email.
We use this sales tip heavily in our outbound sales strategy – as well as throughout our entire sales process – and the responses we receive from people who have never heard of us before is crazy-great.
In fact, our video emails have the highest click-through and response rate of any sales emails we send.
The good news? Creating and sending a video email takes three to five minutes, but it has an 8x higher response rate than an email without video.
We’ve embedded one of these videos below so you can get an idea of what it looks like.
A sales cadence helps you maintain a consistent process for your leads to go through. It’s simply a series of emails that nurtures leads, educates them, and calls them to action.
Here’s an example cadence:
Creating a simple sales cadence allows your sales team to know exactly where leads are in the sales process, during the prospecting phase.
Rather than sitting around wondering what they should be doing next, your sales team knows exactly what to do.
After putting thousands of leads through our sales cadence, we’ve learned that 10 different touches is a good number to generate results, or a response.
Some people don’t respond until the eighth touch, and will book an appointment with us a few weeks into the process.
If we stopped at three or four touches, we’d lose out on half of the meetings we book.
To keep an eye on what day our leads are on, we use the “board” view in our CRM (Hubspot) and we move our leads through the pipeline daily.
By moving our leads through each stage daily, we never skip a step and ensure everyone gets hit with a message. And by staying organized, we can prospect new customers faster than I used to run to the neighborhood ice cream truck as a kid.
Even without Hubspot, it’s pretty easy to set up a sales cadence in an “outbound” pipeline in just about any CRM – whether that’s Pipedrive, Salesforce, ActiveCampaign, or Keap.
This is one of our best sales tips:
Regardless of whether you’re a one-person sales team or you have 20 reps, it’s essential to schedule time to analyze the results of your email templates, call scripts, call recordings, video open rates, and so on.
If you don’t measure the results of various tactics, you’ll never know what works. You could potentially spend 1000s of hours on activities that are a complete waste of time.
In order to do this right, first, determine what you’re going to review weekly, monthly, and quarterly.
Here’s what we recommend doing.
Review the total sales activity of each rep. This is a TOTAL of all sales activities – emails, calls, meetings. By doing this, you can easily keep an eye on total outbound effort that’s being completed.
My advice is to have a weekly requirement, such as “500 Sales Activities” to keep things moving.
Review email open rates of different sales email templates, their response rates, how many appointments were booked, and how many deals closed based on verticals.
By knowing these numbers, you can begin to make adjustments to your templates/scripts to improve conversions.
Review the efforts of each vertical your prospecting.
The good thing about outbound sales is that you get to decide which verticals to pursue, and if you want to change them, you can do it by simply tweaking the messaging of your email templates and scripts.
Early in 2019, we created a plan to target consultants. As we reviewed the results of this sales campaign, we discovered that the group we were targeting wasn’t a good fit due to their low capacity to give their campaigns the attention they needed to succeed.
So we switched our outbound efforts to a new vertical that DID have the time and budget to achieve results.
Monthly analysis example:
During a regular analysis meeting, we were looking at our sales template metrics, and we realized that the 10th email we sent to our leads was converting the most responses.
So we made that email the first one leads got, so we could capture people sooner. If we hadn’t analyzed our emails, we would have converted significantly less meetings.
Some industries respond better to outbound sales than others. Acquiring this knowledge requires testing your sales tactics.
As long as you have some credibility and can generate great results for different industries, you’ll be able to test your outbound sales cadence (above) on various verticals.
One of our sales consulting clients was prospecting for small local businesses in their area, and it wasn’t going well. They weren’t getting any responses. Their list was hyper-targeted, but they weren’t booking any meetings.
We recommended switching their focus to larger healthcare organizations because they had extensive experience in this field. They began seeing results from the exact same outbound approach – although they did tweak the copy of the outbound templates a bit to speak to the audience.
This is the lowest-hanging fruit that every salesperson should do – or stop doing.
I’m sure that a crazy amount of emails you send don’t need to be typed out every time.
You can save hours every month just by creating standardized email templates.
Even if it saved you 1 hour each week, you’d free up 4 hours per month, per rep, to do more prospecting. Most reps can prospect 30-50 people/hour, meaning that ONE rep could easily touch 120-200 new people each month by simply using templates.
This is actually a vital sales tip for large teams. If you can standardize your messaging across the board, everything you do will be the same, and you’ll maintain quality control in conversations with prospects.
We use email templates for everything from prospecting to client interaction to internal company communication. And by doing so, we collectively save tens of hours every month.
Many salespeople simply close a deal, and then hand the client off to the team, customer service, operations, etc.
They rarely talk to the customer again – unless there’s a renewal or upsell/cross-sell.
Being strategic about building relationships after the sale leads to better retention and more referrals.
We created a “Delight Phase” plan for our clients, which included writing impromptu handwritten appreciation notes, sending birthday gifts and company anniversary gifts, and then spontaneous gifts. Clients love it!
One of our clients was taking forever to sign the agreement. From getting to know him in the sales process, I knew he was a big fan of whiskey. So we bought him a glass barrel (he runs a manufacturing company) that can sit on a shelf, and you can put whiskey in it.
He signed the agreement within two weeks from sending the gift, and he’s been one of our clients for years.
Another of our clients became a grandpa for the first time, so we sent him a collection of funny movies and a book about grandpas.
We’ve also seen great responses from sending gifts from bouqs.com, custom moleskine notebooks, and small-batch roasted specialty coffee.
Create a product or service that you can close quickly and requires only one or two sales calls from your team.
Think about packaging your services into something “small” that requires little investment on the customer’s part but naturally leads customers into your primary offerings.
Be sure to standardize the product for the first-time customers to minimize the work it takes for your team. The idea is to get customers in the door, so they get to know, like and trust you – and will take out their wallet for that big-ticket purchase.
We created an on-demand video training for building an online course. Once someone watches the training, they have the opportunity to book a free strategy call with us. On that call, we offer them a $1,497 course or a $1,000 consulting package.
By the end of the call, they either buy or they don’t. It doesn’t extend into a 4+ week sales cycle.
And of those quick sales, we convert about 50% into higher-ticket, ongoing clients.
Another rockstar sales tip, having an outbound strategy is crucial for getting leads and customers quickly – and it’s the perfect yin to your inbound yang.
Start with a vertical or industry you think will be a good fit with what you’re selling, and create a strategy for phone calls, video voicemails, emails and connecting on social media.
We created a series of 10 emails to target outbound sales for one industry we pursue. Prospects get 2 emails per week and the call to action is to book a free marketing assessment with our team. By having this simple outreach, a single rep books 2-5 meetings per week, for about an hour of prospecting each day.
Do you know which leads are hot, warm and cold?
Your CRM can support your strategy to manage your database. In fact, it’d be very difficult to re-engage with leads if you don’t have a CRM or contact database.
One tactic involves re-engaging with contacts based on the actions they take. If they land on the contact page or fill out a free strategy call form, you can be notified so you can call or email them quickly.
These sales tips will help you get into Olympic-athlete shape and create revenue streams you never thought possible.
Like anything, it takes time to set them up, follow them religiously and see substantial results.
But make no mistake, they work.
I’ve been consulting sales teams for years, and by making simple adjustments to a few of these different areas, their sales teams generate MORE meetings and MORE revenue than ever before.
The question is...
Which one are you going to start doing today?