“If you give value, you tend to get value back.” – Florin Tatulea in today’s Tip 758
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Florin Tatulea. Florin is a passionate sales leader who lives and breathes all things sales development. He’s currently leading a team of SDRs at Loopio. Here he is:
Florin Tatulea: I think copywriting and building of outbound sequences is one of the most underrated skills in sales development. So here’s some fundamentals that have led to us booking over a thousand meetings in a year.
So one think about a sequence as a story to your prospect. It’s never about one single email call or a LinkedIn message. There needs to be value and a purpose in almost every single touchpoint.
Two. In sales, a yes is best and a no is better than it maybe. Therefore your sequences should be more aggressive than you’re probably comfortable with. So right now, currently we’re doing 18 touch points in 22 days, and you know what? The small percentage of prospects aren’t happy with it. And I’m, we’ll keep that if we’re getting results.
Three. Have multi-touchpoint days, call email and Lincoln messages on one day, and really let the prospect know that you were there.
Four. Open-end reply rates are typically dropping after the first few emails, because most sequences get less aggressive as the day goes on. Flip this around, try to stand out, and have more frequent touchpoints towards the end. So we’ve actually increased our reply rate on steps 15 to 18 from 0.5% to 5% just by doing this. Letting the prospect know that you’re not going to leave until you get some kind of an answer.
And five. And my final point here is have certain outreach be all about value with no ask to your prospect. Typically, if you give value, you tend to get value back.
Let me know if these work.
Scott Ingram: To connect with Florin on LinkedIn where he regularly posts really valuable insights like these and for a link to his episode on Sales Success Stories when he was the top-performing SDR at Loopio himself, just click over to DailySales.Tips/758 and we’ll have those links for you there.
Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!