Sellers are the most valuable when they interact with customers one-on-one. These are highly skilled and highly paid professionals who want to convert as many prospects into sales as possible. In fact, 80% of sellers think that the phone (where they can sell one by one) is the best way to make a deal.
The problem is that setting up a meeting with a lead requires a lot of tedious and repetitive work, which humans do not do well. Automation helps a lot but does not replace the seller. Instead, it supports the necessary tasks that do not require a human touch, freeing your salespeople to have as much selling time as possible.
Adopting automation does not even mean repressing your sales process. Here are three simple ways to master automation that will allow your salespeople to do conversions.
1. Stick to email for as many interactions as possible
One-to-one interactions are essential for closure, but it is difficult to scale them up. If a person speaking on the phone can make 8 calls per hour, you can prepare and send 200 personalized email campaigns in half that time.
Because email does not require real-time communication, it allows human contributions to focus on creating personalized content. Repetitive content and delivery planning can be transmitted to your sales automation software.
Let me give you an example. Most words of an e-mail can be repeated. This means that you can create a template with spaces left for the sections you want to customize. If you are using an e-mail extension controller such as Growbots, Yesware or Outreach, all your representative needs to do is to create custom information to integrate them into the template, thus avoiding the need for more information. having to write a new message each time.
It's really convenient when you consider that with cold awareness, only half of the answers come to you after your first email. We conducted a study of over 600,000 cold email campaigns sent to our platform to determine the percentage of positive responses received after each email in your broadcast sequence. We found 97% of your potential answers, you must send at least four emails.
It only takes a few minutes to configure a sequence of messages to automatically program for hundreds of email addresses. Not only that, but most decision makers check their own email. On the phone, many points of contact would take more than three days. Even in this case, your sales representatives are most likely likely to reach the secretaries of their leader or other guards they will need to work.
It's easy to test and optimize different aspects of your delivery and messaging. Your models can be easily tested A / B to see which line of object, format and sequence work best. Even optimizing the delivery time can have a big effect on the response rate. Different targets have different habits when it comes to responding positively to your emails. Take the example of this perspective:
Automation means that you can plan delivery of your emails at the right time, roughly doubling your conversion rate over less desirable periods.
2. Collect and Reuse Content That Works
You will find that some answers to questions and objections work better than others. These can be loaded into an email accelerator like Cirrus Insight or Mixmax. They sit in your inbox and provide you with an already prepared answer that you can send immediately. You can also share these answers with new team members so that they do not need a long integration process before they can start answering queries from the team members. prospects.
When a track needs to be more convincing or stops responding, it is not lost. An email controller, such as followup.cc, rebump, or vocus, allows you to configure an automated message sequence that you can customize to handle specific lead pain points. Your sales representative can use a combination of answers that have already been effective and configure them to deliver automatically. In this way, they can stay in touch with this track without having to take the time to check with them.
3. Do not leave meeting planning at random
After your sales representative has done all the work to have a one-on-one meeting, he does not want to lose his head in the time that elapses between the meeting and the meeting. Despite the fact that your representative's representative has reported that they want to meet, they can still lose them if your representative is not careful.
The comings and goings that ensues by accepting a meeting moment loses a surprising number of tracks. An automated meeting planner allows your prospect to choose a time when you are both available. There is no going back and forth and no chance that the meeting will be broken.
An automated scheduler will not only update your two calendars but will also send a friendly reminder to your prospect. Although it may not seem like much, it makes a big difference. Before we start using a scheduler like Calendly, only about half of the meetings we set would be followed. After this number rose to 74%.
A scheduling automator frees your representative's time while doing the job better than what he could do himself.
It's time to free your salespeople with automation
Automation is more effective when it gives your salespeople more time to talk individually with their prospects. Things that computers do well and that humans do not do, like scheduling interactions and doing repetitive processes, can be easily automated. This means that your sales reps can add their human touch to many more interactions. We found that on average, a sales representative can triple the number of meetings that he delivers with the help of automation, which is possible without him.
About the Author: Lewis Stowe is a content marketing specialist at Growbots and has written extensively on building an automatic output pipeline in the US. art of customer acquisition.