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  • #9512462
    Upselling Cadence
    Eli A
    Participant
    Jun 27, 2023

    Hi Will,

    THanks for the feedback last session. Really need your HELP with my candence for upselling customers. Getting in touch with current customers is really difficult. I literally need a 16 touch cadence just to get a response from customers, since no one replies to ANYTHING unless you have a relationship with them first.

    This is my current messeging framework from what we discussed last week.

    Subject Line: Winning?/Name, Growth/etc..

    1-Hook: Insight about their account, the market. Where they were before compare to now and the changes in their org.
    2-Body: Pain, Solution, Proof. (DO NOT PITCH PORDUCT, only benefits.)
    3-Convo CTA: Jut get them to talk. (I’m doing this because no one is booking calls right now, so I just want to start a convo)
    4-If they respond, then I will pitch them on a call.

     

    Ex of manual email Play #1:

    Subject Line: Will, Support

    Hi Will,

    Noticed your team has logged many cases into their Salesforce Account.

    is there anything in specific giving you trouble?

    Thanks,

    Liam

    (If they respond to that with yes, I would reply with something like:”

    “I understand. I recently helped¬† our customer Helix Network save their team time and energy with the same issue. Would it make sense to jump on a quick call this week to see how we can do the same for you?” THanks, Liam” (I can then upsell our premier support as an example.)

    —————————————————————————-

    Ex of automated email: (This is on a cadence of customers that have not responded to me yet.)

    “Hi (Name), I’m Liam, your dedicated Salesforce Account Manager. How can I help you and your team get the most out of your Salesforce Invesment at the moment? Thanks, Liam.”

    ———————————————————————-

    Ex of Cold Call:

    Me: Hi Will, this is Liam your Salesforce Account Manager. How have you been.

    Will: Good.

    Me: Great, giving you a quick call because I noticed (x) about your account. Hows that working for you?

    Will: Blahh.

    Me: Great, I recently helped our customer x with something similaa which helped them y benfit. Would it make sense to jump on a quick call this week to see if we can do the same for you?

    —————————————————————————-

    Would really appreciate your help on this will since I’ve been strugglling to generate pipe.

    Thanks,

    Liam

     

    #9512477
    Will Barron
    Keymaster
    Jun 28, 2023
    Will Barron Jun 28, 2023

    Hey Liam, how many emails have been sent and how many calls have been made?

    I think the key thing here is your initial hook. This isn’t very strong –

    “Noticed your team has logged many cases into their Salesforce Account. is there anything in specific giving you trouble?”

    You need to explain “why now”-

    “There has been X shift in your market since you signed up.

    Would I make sense if I showed you how to use Salesforce to take advantage of that?”

    Think about what trigger events could have happened? –

    • Change of staff since sign up? = Refresher meeting/training, new priorities etc.
    • Change of company direction? = Updating Salesforce funnels, marketing tools etc.
    • Bad experiences? = Can they stop using additional products and streamline with Salesforce etc

    This is the key thing to think about –

    #9512508
    Eli A
    Participant
    Jul 5, 2023
    Eli A Jul 5, 2023

    Hi Will,

    Thans that maes sense. Also what spacing do you recommend between every play for my cadences for current customers?

    Right now I’m doing one play a week for colder customers who have not replied to me yet and one play¬† every 20 days for current customers who I have a open channel of communication with.

    What spacing would you recommend?

     

    Thanks,

    #9512529
    Will Barron
    Keymaster
    Jul 7, 2023
    Will Barron Jul 7, 2023

    Thans that maes sense. Also what spacing do you recommend between every play for my cadences for current customers?

    If the buyer wants to meet with you then no different to an inbound cadence –

    • 2-3 weeks long
    • New contact every 2-3 days (none over weekend)
    • Break up email at end

    If your buyers don’t want to meet/your still working on an effective value prop then once a week is fine.

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