EP Huddle #29
Many experts agree that it takes on average 7 outbound touches to reach a decision maker and qualify an opportunity. But, all too often we don't hit this mark and only call or email a prospect a few times.
Here's a quick example of why it's important to maintain a consistent outbound effort.
At Engaged Prospect, we have a variety of outbound efforts to reach our prospects. One of these examples is a 5 email campaign that delivers various content to try and engage the prospect at the right time. If the prospect doesn't open our first email, then we will deliver this email up to two more times (same content, different subject line and different time/day). We really want them to receive the first piece of content.
Over the past few weeks, several leads have been generated and EP Huddle sign-ups have occured from email #3 in that flow. That means the person didn't open email 1 or 2, but then saw immediate value the first time they opened email 3. So much value that they signed up to learn more.
As a team:
How many times does your marketing staff try to reach a prospect before giving up? How about your sales team? There are many more sophisticated strategies out there (contact us for more information), but one of the most important is simply the number of times you're willing to try and engage someone. Look at your data and see what # attempt your sales reps have the best success reaching a prospect. It's probably not the first time.
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