I’m going to show you exactly how I book 1 meeting every 50 minute of prospecting.
Keeping a consistent output (regular meetings) is hands down the toughest part of the SDR job. But if you build a system, you’ll be able to predict how many prospects to contact to book one meeting. And then it’s just a matter of executing daily.
Unfortunately, most reps are so distracted by their day-to-day, that they never stop to examine how the can improve their performance.
Here are the most common mistakes I see when training sales reps:
They don’t know how many prospects to contact to reach their targets.
They prospect like crazy for a few days, then stop everything.
They get lost in lengthy research trying to personalize their outreach.
They don’t have a well-structured, well-timed sequence.
If this sounds familiar, you’re in luck. I’m going to show you exactly how to avoid these mistakes.
Here’s my system, step by step:
Knowing how many prospects to contact is the first thing to find out when building a prospecting system.
Start with the target in your compensation plan. If you’re an SDR, you’re most likely compensated on meetings booked or opportunities generated.
Take this end number and find out the following number:
Reply rate (#prospects replying/#prospects contacted)
Meeting rate (#meetings booked/#prospects replying)
Opportunity rate (#opportunities generated/#meetings held)
When you have a clear idea of these numbers, you should be able to calculate how many prospects to contact to reach your targets.
For example, in the table below, we need to contact 23 prospects daily to reach a target of 80 opportunities generated per quarter.
So many reps have the right activity level but they forget to build a follow-up sequence.
They send one message to their prospects, and then give up if they don’t receive a reply. A good follow-up sequence should include the following elements:
multiple channels (where you send the touchpoints)
multiple media (what’s the support you use for the touchpoint)
multiple problems (what’s the issue you’re solving for your prospect)
Here’s an example of a sequence structure I use every day:
This is the last, but most important step of booking meetings regularly.
Start by finding out a time in your workday when you’re the most productive and focused. Then put a recurring blocker in your calendar.
For me, it’s from 08:00 to 09:00.
I know I’m more motivated in the morning, and I like taking care of repetitive tasks (like prospecting) first.
This is a protected time when no one can book me, and it’s happening every day. Think of it as a daily gym or meditation routine.
And that’s it.
Step 1: Define your cruising altitude.
Step 2: Build a sequence.
Step 3: Block some time to prospect daily.
That’s all for this week. 1 simple prospecting tip.
And if you’re interested in diving deeper into this topic, I’m doing a free webinar with SuperOffice.
I’ve been invited to share the exact system I use to book 1 meeting every 50 minute of prospecting. It’s on Tuesday the 26th of 09:00 Berlin time.
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