Prospecting leads is still a major challenge for many Brazilian companies. In most cases, there is a good conversion of negotiated proposals into opportunities, however, the volume of opportunities in the salesperson's pipeline is lower than the maximum potential .
This can happen for a number of reasons, but the most common problem is the lack of a well-structured lead prospecting process . For this reason, it is necessary to define an email cadence.
But what is this? Email cadence is a marketing automation feature that consists of organizing contacts, made via email, that the salesperson or SDR makes to guide the lead to the next stage of the sales funnel.
And here you need to be strategic! According malaysia phone number resource to research conducted by HubSpot , marketing emails sent between 9am and 12pm on Tuesdays are the ones that get the most engagement, followed by Monday and Wednesday, at the same time.
So, do you want to know how to plan your email cadence effectively? Then sit back and enjoy reading!
Define the goals
Within the email cadence, each one has a specific purpose . It is essential to understand this issue so that you do not run the risk of filling the lead 's inbox with unrelated messages, turning it into spam, did you know?
An example of cadence might be:
Email 1: Find out who the decision maker is in the company;
Email 2: Schedule a call with the same professional;
Email 3: Gain authority by sending rich material focused on the needs identified in the call;
Email 4: Ask if the lead has any questions regarding the proposal.
Establish the ideal number of emails
It is worth mentioning that there is no universal truth on the subject, however, it is best to start with cadences of between 6 and 8 emails .
But why these numbers? In some cases, less than 6 may not be enough to convey your company’s value and reach your list’s full potential , and more than 8 may be overkill (and even boring).