So you’ve taken the time to craft the perfect email. Fine-tuned it to match your prospects' needs and after slaving over it all day, you’re just about to hit send.
Until -
An epiphany!
You realize that at 5 pm on a Friday afternoon, you would much rather be nipping to the pub with your colleagues than reading a prospecting email that’s landed in your inbox. You deduce that your prospect would likely share the same sentiment and so instead you schedule the post for 10 am on Monday morning. A time when most of us, fresh from the weekend and enjoying our coffee, are reading through our emails and trying to make sense of the week.
The success of your digital marketing efforts depends on more than producing engaging content and pushing it out to your marketing channels. In order to have your voice heard, you need to pay attention to the data and more importantly, what it reveals about open rates/conversion/ revenue or other KPI’s that are an important focus area for your organization. To get you started, we’ve pulled together 5 of the most surprising data-driven sales secrets that are guaranteed to maximise your lead generation with minimal effort required!
1. The best time to email
Now we’re not trying to trick you but it turns out that there’s more than one ‘best time’ to email. According to Campaign Monitor, the best time to reach your clients is between 9 am-11 am when they are just settling into the day. This is followed by another spike at 2 pm when procrastination peaks after lunch.
Mail Chimp, Hubspot, Experian and customer.io have corroborated the findings, making this almost undeniable truth in the digital marketing sphere- test it out for yourself but be sure to track the read rate so you can truly realize the benefit for yourself.
2. The key to cold calls
They might not tell you freely, but it’s a little known fact that most salespeople are nervous about cold calling. Whilst we recommend warm calling where possible, if you’ve got targets to reach sometimes there’s no better tactic than picking up the phone. The only question- when to do it?
Well, the answer is as soon as possible! According to KISSmetrics, the best time to reach a prospect is within 20 minutes of a form submission or enquiry. Any longer and they’re likely to be looking elsewhere, much shorter and they won’t have finished browsing your site.
3. The best way to follow up
Be creative in your approach to communications! Not everything needs to be an email or a formal meeting. By using a variety of messaging mediums, you can diversify your outreach strategy and give your prospects multiple opportunities to interact with you.
Your pipeline will thank you for it too! Conversion rates climb by as much as 300% when an organization has an effective follow-up strategy. For example, prospects that receive SMS text messages during the sales cycle convert at a 40% higher rate than those that do not.
4. The number of times you should post on social media
Social Media offers a unique opportunity to engage with potential customers in an authentic and honest way and this is being reflected in the growing trend towards social selling. AKA using social media to develop meaningful relationships that could lead to fruitful sales opportunities further down the line.
The number of times you post on social will depend on the channel you’re using (we recommend LinkedIn for 3CX Partners). Aim for 2 posts of content per week and one post of curated content to entice prospects without filling up their feed.
5. It’s the hare that wins the race
In sales that is! Salesforce reports that 50% of B2B sales are won by the vendor who makes contact first, meaning you need to be quick off the market when you get a new lead. The winning formula? A discovery conversation followed by a summary email outlining key steps has been founded to have the highest follow through rate.
Looking to take your prospecting game to the next level? Download your copy of the 3CX Guide to Sales Outreach from your partner portal today!
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