Today we know that the agency market is located in a red ocean and the big challenge is to make your agency stand out from the whole range of options in the market.
We also need to work with the best internal processes. That is why it is important to have cadence flows for agencies as they are focused on the peculiarity of the market, which we will talk about later.
Also, according to Digital Results:
”60.36% of agencies do not work in a specialized way”
This means that more than 50% of agencies work fighting for the same audience!
But how to differentiate?
If you offer similar solutions for the same market, your main alternative is to focus on the shopping experience you offer your customers.
Only in this way will it be possible to position itself for the value that is delivered and not enter the price dispute.
For that to happen, Sales Engagement will be essential to differentiate itself and gain more space in such a disputed market. 😀
Browse the content
- What is Sales Engagement?
- What are the priority flows for your agency?
- Tips for structuring a stream of converts more
- What are the first steps to building your Sales Engagement process?
- But how can you do it for your customers?
What is Sales Engagement?
”Sales engagement, or commercial engagement, can be defined as all the contacts that will be established between a seller and a consumer, whose objective is to ensure the best interactions with an opportunity along the funnel.”
For your agency, Sales Engagement is the method that you will use to establish an ideal volume of actions that your salesperson should take to ensure the adequate fulfillment of your opportunities.
And it is these actions that will make up your different types of cadence flows!
Today, my goal here is to be able to help you get out of scratch and start structuring a first version of your sales process workflow, ok?
Remembering that taking the first step is more important than standing around waiting for someone to do it for you. Either way, we at Reev are here to help you not waste leads by offering a bad shopping experience.
If you don’t differentiate yourself already in your commercial iterations, your potential buyer will hardly see value or differentiation in your solution.
So let’s start differentiating now?
What are the priority flows for your agency?
Now that you know the method, it’s time to think about how you can take the first step and structure your first flows in the best way possible.
For that, I’ll leave here 2 golden tips for you to make no mistake:
Streams you can’t do without:
In this section we are going to talk about the minimum of the minimum you need to have to start executing a Sales Engagement process.
By structuring these cadence streams you will be able to reduce the waste/leakage of your trade funnel and begin to see the first results.
What streams do we have to start with?
Here your objective is to be able to establish a first contact with the lead. For this, we will segment our connection process in two ways: Outbound and Inbound Connection
Nobody likes to make an appointment and the other doesn’t show up, right?!
This flow is to help you not to go through this situation often, that is, the objective here is to reduce unwanted no-shows 😀
To do this, let’s select some actions so that you can confirm the meeting you had scheduled.
It’s very common for you to talk to a lead that doesn’t have the maturity to consume your solution at that moment.
In these cases, what we will do is build a sequence of actions in order to target the opportunity so that it is prepared to consume your solution, that is, we will target relevant content while maintaining a close relationship.
All of this so you can continue to generate value and not lose lead engagement in your sales process!
Everyone knows that a proposal sent is not a sale yet. But of course, we already know that we are very close to being able to celebrate!
To ensure that this proposal is accepted, we cannot “let go” after all the time dedicated and that is precisely why there is a flow of closure.
With it, you maintain proximity to the lead while strategically addressing final objections to get the contract signed.
Tips for structuring a stream of converts more
Here, I bring you, two key insights that our report c the m over 4 million outbound interactions brought us:
Number of touchpoints:
This means that if we want to have the best conversion rates we should start by creating cadence streams with at least 8 touchpoints. Closed?
And if you would like to have access, before the official release, the new version of our report (now with more than 10.5 million iterations analyzed) use this pre-order page .
Types of flows
The two main existing flows: automatic and mixed.
In the first one, we will not waste our salesperson’s effort because the tool will be responsible for all the work. In the second, all tasks will be the responsibility of the seller and now we are going to use more than one communication channel.
I imagine you might be thinking: ”Oh now I’m going to automate as much as I can!
Although today’s technologies allow you a degree of customization of an automated email, what we saw in real data from our interactions was that:
Mixed streams convert 5x more than automatic.
These are just flows must have ( mandatory ) for your sales process, but this is still a generic direction.
So that you can identify the best process for your scenario, I left here the first steps you should follow.
What are the first steps to building your Sales Engagement process?
Know your PMP
Try to study in depth about your proposal, be it a product or a service. It is this knowledge that will direct your speech to I talked to an opportunity that your solution is the most suitable.
Knowing the market helps you make the best decisions according to your lead’s behavior.
Understanding your customer’s famous buying journey is essential for you to structure the internal process that will make the buyer want to be your customer.
Have a defined ICP
I know you hear this a lot.
But having an Ideal Customer Profile provides focus for your entire sales process and message customization.
This is even more relevant when we want to scale the process and consequently disseminate our knowledge to the team that has just joined the company.
Define priority cadence flows
With the information from the ICPs in hand, we can better customize our message to achieve greater attraction and adherence to our solution and brand.
With this in hand, we can also define what are the important characteristics of our cadence flows.
Can contact via social media facilitate the connection?
Is more informal communication adhering to our ICP?
In addition to answering these questions, we need to prioritize new flows that can positively impact our process.
I’ve already gone through a few that are basic and you can start now.
But don’t forget to always evolve your cadences.
Look for a tool that makes it possible to work Sales Engagement
As I always say on my linkedin, all good content must be shared and it’s even more important to work with the right methodologies and tools.
Tools are great enhancers of the human being. We humans, with our intelligence, are capable of doing amazing things.
Going to the moon until selling more to move the business world.
But how can you do it for your customers?
Here at Reev we have a team focused on helping agencies to scale their results using the most relevant methodologies in sales.
Combining their marketing knowledge with our sales expertise we achieve high-scale acquisition.