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  • #9516855
    New Sales Cadence
    Caden Ritter
    Participant
    Apr 23, 2024

    Now that I have a LinkedIn profile and a better idea of my schedule and availability for sales I have a new cadence that I just started using yesterday and plan to build off of.

    This is for EHS/Safety Managers in Food & Beverage Manufacturing with less than 10 years of experience at companies with at least 100 employees.

    I think this will be most effective if I can eventually multi-thread with a cadence for maintenance managers.

     

    Week 1 – Monday Step 1: Personalized Intro Email + LinkedIn Connection Request

    Subject: [NAME] – New arc flash training

    Body:

    Hi [NAME],

    Updating [Company]’s arc flash training to the latest standard can be a challenge.

    I help safety professionals avoid injuries, fatalities, and OSHA violations with expert-led arc flash training & NFPA 70E compliance consulting.

    We’ve worked with some major manufacturers in your industry like Tyson and ConAgra.

    Would it make sense to set up a quick call to see if your training needs to be updated?

     

    Week 1 – Wednesday Step 2: New Angle of Value Proposition + LinkedIn Comment

    Subject: Compliance requirements for 2024

    Body:

    Hi [NAME],

    The 2024 edition of NFPA 70E has been released, likely bringing new compliance requirements for [company].

    I wanted to see if you need arc flash training this year.

    This year we quickly updated training & programs for J.M. Smucker and Kraft Heinz.

    Should we set up a time to chat and see if you’re up to date with the latest standard?

     

    Week 1 – Friday Step 3: Cold Call -> Voicemail -> Email

    Subject: Confirming Compliance

    Body:

    [Name] – I tried calling but I didn’t manage to reach you.

    Just wanted to confirm you’re all good to go for the new 2024 Edition of 70E.

    Should I follow up with a brief outline of potential needs & changes?

     

    Week 2 – Tuesday Step 4: Reality Bridge Email

    Subject: [Name] – The Safety Professional’s Dream

    Body:

    Hi [NAME],

    We just helped Tyler at Hefty Trash Bags become a hero. 

    It started with an on-site training class at his plant.

    That grew into NFPA 70E training for all of his qualified & unqualified workers.

    His facility’s training & electrical safety program became the foundation for compliance at all Reynolds Consumer Products locations nationwide.

    Corporate took notice of Tyler’s swift compliance solutions and sharp reduction in incidents and made him a regional director of safety.

    This started with a quick call with us.  Would it make sense to jump on a quick call to see if we can make the same happen for you?

     

    Week 2 – Thursday Step 5: LinkedIn DM

    Personalized

     

    Week 3 – Monday Step 6: Short SMS Style Email

    Subject: Common arc flash PPE issues

    Body:

    I streamline compliance.  We’ve done it for JBS, Swift Foods, and Nike.

    PPE requirements can be difficult to navigate, especially for arc flash.

    Would it be helpful for me to send you some common PPE issues in your industry?

     

    Week 3 – Friday Step 7: Cold Call -> Voicemail -> Email

    Subject: Call & Voicemail

    Body:

    I tried to call you earlier today.  Is there a better time to reach you?

     

    Week 4 – Tuesday Step 8: Break Up Email

    Subject: Things get crazy

    Body:

    [Name], the world of EHS is nothing but busy.

    I’m sure you’re swamped with projects right now.

    I’d rather not add anything else to your plate.

    Is 70E training not a priority at the moment?

     

     

    #9516890
    Will Barron
    Keymaster
    Apr 25, 2024
    Will Barron Apr 25, 2024

    Week 1 – Monday Step 1:

    I’d update the CTA to make it sound less like they’re doing it wrong and more like there’s an opportunity to improve.

    Would it make sense to set up a quick call to confirm your training plan is up to standard?

     

    Week 1 – Wednesday Step 2:

    Avoid sentences that begin with “I wanted…”. That sucking value rather than offering it.

    Hi [NAME],

    The 2024 edition of NFPA 70E has been released, bringing new compliance requirements for [company].

    We quickly updated training & programs for J.M. Smucker and Kraft Heinz.

    Make sense to set up a time and see if you’re up to date with this latest change in standards?

     

    Week 1 – Friday Step 3:

    Good email.

     

    Week 2 – Tuesday Step 4:

    I’d perhaps make the last line a little less direct/cheesy –

    This started with a quick call with us.  Would it make sense to jump on a quick call to see if we can help?

     

    Week 3 – Monday Step 6:

    Nice.

     

    Week 3 – Friday Step 7:

    Good.

     

    Week 4 – Tuesday Step 8:

    Looks good.

     

    Question – Have you implemented one of these cadences yet? What do the numbers look like?

    #9517463
    Caden Ritter
    Participant
    Apr 30, 2024
    Caden Ritter Apr 30, 2024

    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.

    #9517464
    Caden Ritter
    Participant
    Apr 30, 2024
    Caden Ritter Apr 30, 2024

    Also here are some cold emails I sent in the past that had some success before I joined this program.  There may be some elements in here that I can implement into my existing cadence.

    This was for public works but they still seemed to be effective:

    Subject: Fort Worth’s Electrical Safety Training Update

    Body:

    Hello Monty, I’m Caden with Ritter Safety. I wanted to inform you about the NFPA 70E 2024 Edition, impacting electrical safety practices in Fort Worth.

    It’s a requirement to have this training every three years for employees at risk of electrical hazards. Our NFPA 70E Arc Flash & Electrical Safety Training is available both on-site in Fort Worth and online.

    Here are our upcoming training dates:

    Thursday, December 14th, 2023

    Tuesday, January 30th, 2024

    Tuesday, February 20th, 2024

    Tuesday, March 26th, 2024

    Interested in a call to explore training for your team?

     

    Subject: Upcoming Electrical Safety Training for Visalia’s Team

    Body:

    Hi Nick, Caden from Ritter Safety. We’re hosting online Arc Flash & Electrical Safety training sessions on December 14, 2023, January 30, 2024, February 20, 2024, and March 26, 2024.

    If these don’t suit you, we can schedule custom online or on-site training in Visalia at your convenience.

    Would you be interested in more details or setting up a session?

    #9517465
    Caden Ritter
    Participant
    Apr 30, 2024
    Caden Ritter Apr 30, 2024

    They may also be completely useless junk haha!

    #9517491
    Will Barron
    Keymaster
    May 2, 2024
    Will Barron May 2, 2024

    Hey Caden, we covered a bunch of this on the group coaching call this week.

    I’d avoid emails like this because they are not personal. It looks like you’ve written this to sent this out to 1,000 half random people and so comes across as an unsolicited marketing email.

    As sales email (even if it does go out to lots of people…) makes the prospect feel like you took a moment to hypothesize their issue and write to them personally.

    Hello Monty, I’m Caden with Ritter Safety. I wanted to inform you about the NFPA 70E 2024 Edition, impacting electrical safety practices in Fort Worth. It’s a requirement to have this training every three years for employees at risk of electrical hazards. Our NFPA 70E Arc Flash & Electrical Safety Training is available both on-site in Fort Worth and online. Here are our upcoming training dates: Thursday, December 14th, 2023 Tuesday, January 30th, 2024 Tuesday, February 20th, 2024 Tuesday, March 26th, 2024 Interested in a call to explore training for your team?

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