[Stuart Summers]

Improving Inbound Lead Cadence

Stuart Summers

Participant

Oct 23, 2023

Hey Will,

They’re put a lot more focus on how we handle inbound leads, so I’m trying to make sure my cadences for inbounds are as effective as possible, and they have to have 6 steps and first contact has to be within 2 hours.

Unfortunately not all inbounds are necessarily great. As people tend to tick the request demo box without really thinking about it. See here

They’re also not always great quality, as sometimes businesses are brand new and really should just be on our free plan. So a demo is a waste of time.

This is what I’ve been using to date; (worth noting they don’t always provide a phone number)

Day 1

Step 1:- Phone Call

Step 2:- Automated Email immediately triggered by logging call attempt.

Subject:- Trustpilot Demo Request

Hi {{{Recipient.FirstName}}}

Thanks for requesting a Demo of Trustpilot. I just tried to call you.

Demo’s are done on Zoom so I can share my screen, and we can have a chat about what outcomes you’re looking to achieve through reviews, and Trustpilot.

Book a day and time here; https://calendar.app.google/i1dZbv7rMC6appEi6

If you clicked the “Demo Request” by accident ping me back an email to let me know, so I don’t keep pestering you.

Thanks,

48 hours later….

Step 3:- 2nd Call Attempt

Step 4:- 2nd Automated Email immediately triggered by logging call attempt.

Subject:- Re. Trustpilot Demo Request

Hi {{{Recipient.FirstName}}}

Just tried to call again. I’ve not heard from you since you put in the demo request.

Are you still keen to jump on a Zoom so I can take you through Trustpilot?

If so please book via this link; https://calendar.app.google/i1dZbv7rMC6appEi6

If you’re no longer looking to explore Trustpilot further, would you mind letting me know so I don’t keep chasing you.

Thanks,

48 hours later….

Step 5:- Manual Email (Template built but adjustable to a specific observation)

eg:-

Subject:- Will – Your Reviews

Hi {{{Recipient.FirstName}}},

I notice the reviews on your website aren’t 3rd party.

Public 3rd party reviews may not be a priority for you right now, but they can increase on site conversion by on average 25%.

Would you like me to show you how to start?

Thanks.

72 hours later…

Step 5:- Linkedin Connection Request

72 hours later….

Step 6:- Manual Email Using Template

Subject:- Re. Will – Your Reviews

Hi {{{Recipient.FirstName}}}

You popped in a demo request on {{{Recipient.ContactSourceMostRecentDate__c}}}

However I’ve not been able to reach you since.

Are you still keen to learn more about Trustpilot?

If so please book via this link; https://calendar.app.google/i1dZbv7rMC6appEi6

If you’re no longer looking to explore Trustpilot further, would you mind letting me know so I don’t keep chasing you.

Thanks,

120 hours later…..

Step 7:- Linkedin goodbye.

Send a note on Linkedin to say I’ve been trying to reach them re. their demo request.

I’m tempted to build 2 inbound cadences, one where a phone number is provided and one where it hasn’t been.

Thanks

[Will Barron]

Will Barron

Keymaster

Oct 25, 2023

Will Barron Oct 25, 2023

Hey Stuart,

Does it not come off as incongruent if your messaging talks about calling them if you don’t have their number?

If you give the prospect a link to your calendar there is no pressure for them to get the demo booked in as they know they can book it in 6-weeks if they like. It’s better to ask if they’d like the link to get the ping-pong of conversation going.

I’d be a little more gentle with your initial email. I know you’re probably getting a bunch of these a day and most of them are a waste of your time, but they don’t know that.

Stuart Summers wrote:

Subject:- Trustpilot Demo Request

Hi {{{Recipient.FirstName}}}

Thanks for requesting a Demo of Trustpilot. I just tried to call you.

Demo’s are done on Zoom so I can share my screen, and we can have a chat about what outcomes you’re looking to achieve through reviews, and Trustpilot.

Book a day and time here; https://calendar.app.google/i1dZbv7rMC6appEi6

If you clicked the “Demo Request” by accident ping me back an email to let me know, so I don’t keep pestering you.

Thanks,

Something more like –

Hi NAME,

I just dropped you a quick call to arrange a time for your personalised Trust Pilot demo.

Would it make sense to book a slot to go over how Trust Pilot can potentially help you [REASON FOR DEMO]?

Thanks,

[Will Barron]

Will Barron

Keymaster

Oct 25, 2023

Will Barron Oct 25, 2023

Stuart Summers wrote:

Hi {{{Recipient.FirstName}}}

Just tried to call again. I’ve not heard from you since you put in the demo request.

Are you still keen to jump on a Zoom so I can take you through Trustpilot?

If so please book via this link; https://calendar.app.google/i1dZbv7rMC6appEi6

If you’re no longer looking to explore Trustpilot further, would you mind letting me know so I don’t keep chasing you.

Thanks,

Again, this is a little arsey.

I wouldn’t include the “mind letting me know” until your final break-up style email.

[Will Barron]

Will Barron

Keymaster

Oct 25, 2023

Will Barron Oct 25, 2023

Stuart Summers wrote:

Hi {{{Recipient.FirstName}}}

You popped in a demo request on {{{Recipient.ContactSourceMostRecentDate__c}}}

However I’ve not been able to reach you since.

Are you still keen to learn more about Trustpilot?

If so please book via this link; https://calendar.app.google/i1dZbv7rMC6appEi6

If you’re no longer looking to explore Trustpilot further, would you mind letting me know so I don’t keep chasing you.

Thanks,

Taking the edge of this one will make it work better –

Hi {{{Recipient.FirstName}}}

You requested demo request on {{{Recipient.ContactSourceMostRecentDate__c}}}.

I appreciate things might have got busy since then.

Is there something specific that you’d like to know about TrustPilot?

I’d be happy to answer your questions on a quick call. You can book a time that fits your schedule here –  https://calendar.app.google/i1dZbv7rMC6appEi6

Thanks,

[Will Barron]

Will Barron

Keymaster

Oct 25, 2023

Will Barron Oct 25, 2023

Final thought is to add them on LinkedIn immediately. It’s probably worth finding them on there before your initial call for 20 seconds of research anyway.

Get inside the head of the person filling in the form. Why did the complete it? Did they really want a demo? Can you send them a nice email with a qualification question before you pitch the demo?

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