- Sales Cadences are about more than just finding customers
- It’s important that every cadence respects the prospect
- That includes making sure to thank them for their time
- Showing gratitude can include sending real gifts
- Boom Demand is grateful for the chance to help our clients grow!
Many companies, while focusing on their sales cadences, tend to be most concerned with playing the numbers game and getting as many contacts as possible in the search for the one that says yes.
Whether or not anyone says yes, do you remember to thank all of them? Every sales call, every email, every message on LinkedIn? Each one of these requires the prospect to spend irreplaceable time paying attention to you, even if just for a few seconds. Are you at least giving them some indication that you appreciate that effort on their part?
Today we want to look at a couple of important ways that you can do so, and if you are already doing it, let’s see how we can all improve.
How Sales Cadences Work
First, let’s review the basics of how sales cadences function.
The key idea is that it’s an organized way of making sure that you do everything possible to reach a potential prospect in the best way for them.
That means making a series of phone calls, sending emails, and reaching out over social media, all in a non-intrusive way.
The sales cadences used by Boom Demand typically involve 19 touch points spread out over 18 days. No more than seven of those are phone calls. We’ll try emailing up to eight times and make four attempts to connect over LinkedIn.
We never attempt to use the same technique more than once per day, and on some days we let the prospect rest and we don’t try to contact them at all. On those days, we focus on other potential customers.
The Value of Gratitude
In our modern culture, we tend to think about gratitude really only once a year. You’re more likely to see a blog post like this one sometime in November.
But the thing is, gratitude is one of the most important attitudes any sales professional can have. In fact, not just sales professionals, but all professionals.
You see, when we’re not grateful for the things that we have, it’s easy to get consumed with negativity when things go wrong.
But when we remember all the things that make our lives good and enjoyable, and how so many of those things came to us even though we feel like maybe we didn’t deserve them, it somehow makes it a lot easier to get through the difficult spots.
It’s really just a question of priorities. There are two ways of looking at any situation.
On the one hand, we can say, “sure, I have all of these benefits, but what about this problem and that problem, and the other?”
On the other hand, we can look at the situation and say, “it’s true that this moment is difficult, but I remember that I have this blessing, and that gift, and this source of joy, and I’m grateful for them.”
What do you think? Which perspective do you think is going to generate better results?
Putting Them Together
So, how do we combine specific techniques such as sales cadences with a general attitude of gratitude?
Well, the first and most obvious thing is to make sure that we do express our appreciation for the other person in every point of contact. This can be as simple as saying “thank you for your time” at the end of a phone call, or writing “thanks” in the signature line of an email.
What about going one better, though? what about more than simply saying that we’re grateful? Is there a way to actually show our gratitude as part of the sales process?
There is! Consider the concept of e-gifting. One company out there that makes e-gifting especially easy is Thnks. They make it very simple to send small but personal gifts via a mobile app that the recipient doesn’t even have to download.
The way Thnks has everything set up is pretty cool. You can send digital gifts like a coupon that gives them a week of free coffee, movie tickets, or a free Uber ride. You can also arrange to send them an actual physical gift.
All they have to do is show a barcode at the place they want to redeem it or input their address for delivery. If they prefer to, they can also reassign the value of that gift to the charity of their choice.
Regardless of the options that you choose using their app, the point is that it’s an easy way to show a little more gratitude than just saying thank you.
What’s especially great about this way of expressing gratitude is that it applies to everybody that you interact with.
Not only is it a great way to say thank you to clients who actually close a deal with you, but it’s also a good way to stay top-of-mind with somebody who might be a good partner and takes a lot of time in negotiation, but ends up not signing anything right now.
You can still tell them thank you for going through the process!
Doing so may or may not lead to a new deal in the future with them, but it will almost certainly improve your brand and lead to some referrals.
Saying Thanks with Boom Demand Sales Cadences
Expressing gratitude is an important part of the sales cadences that we use at Boom Demand. We remember that everything that we have as a company depends on the time and effort that our customers and prospects give us. Sure, we’re providing useful services, but that doesn’t mean that we should take it for granted.
Thank you for reading this post! If you’re interested in how our sales development representatives and the cadences they use might be able to help your business grow, go ahead and contact us today! We’ll be happy to show you how it works, and we’ll be quite grateful for your interest.