My first cadence I implemented 2 weeks ago. I tried to do it 5 prospects a day like you recommended. I knew it’d be difficult to be consistent with that goal considering my busy Tuesday-Thursday schedule. I figured I was overthinking my busy schedule and you’d know best, but it was indeed busy.
I only got half way through that cadence because it was impossible for me to stay organized and call on time. It was also just a shitty cadence lol!
Last week I used the revised version of my original cadence with a new ICP that is listed here. I added 25 prospects on Monday 4/22, that has withered down to 17 candidates, due to poor prospecting and people simply not needing the service or aren’t interested. However, out of the 8 prospects removed, 2 of those prospects have genuine interest, one from cold calling and the other from email. That batch of prospects will be receiving the “Safety Professional’s Dream” email tomorrow morning.
Today, I used your input from this post on my latest cadence which I just sent out today to 25 new prospects.
Here is what I think so far from these past 3 cadences (none of which are completed):
I know I should be direct with my communication and draw the prospect into wanting to book a call with me. However, I think I could do this much smoother. I think these emails are still a bit too robotic to some degree and I will need to continue to tweak them over time.
I think I am being too salesy in these emails, I could very easily give more value to these prospects without wasting my time and giving them a good experience and impression regardless if they end up using our service or not.
The standard I teach people about is released every 3 years. The 2024 edition was just released this year and there are new requirements that people need to be aware of regardless if they need training or not. I think I need to offer more risk free incentives while building curiosity.
For example, my cold call that went well with one of those 2 prospects: They already had a training provider, I asked if they’d completed their audits this year and they didn’t know what I was talking about. That led me to believe they weren’t actually in compliance. I asked quite a few questions about their training, their PPE, and their audit process and documentation process. I was able to give the prospect a clear outline of everything they needed to do to be compliant with the latest standard. After providing value to him that was risk free and easy to understand he forwarded me to his management asking for them to speak with me. This may result in a competitor takeover.
I’m sure there are a number of things I could have done better in that cold call and I could have been a bit more direct with getting what I wanted, rather than blabbering on about what they needed. However, I feel like this is something I could implement further into my existing cadence.
I can easily provide info on PPE, their Electrical Safety Program, the process of becoming a qualified worker and the requirements for that, and who is required to have the training.
I will be joining your morning group coaching call to discuss some this information as well.