People will start seeing what all the fuss is about.įor now, my last point is that sales is about a journey- it is not a one-and-done act. For example, if you have automated a process that saves time, you want to shout it out on social media for your customers, competitors, colleagues, employees, and peers to notice what you are doing. These cannot be done just once- you’ll need to keep collecting in order to interest customers about your offerings. Next, let’s discuss data points and metrics. You can prioritize by revenue, number of employees, locations, number of activities ongoing in the company, etc. You go through the list and prioritize which companies/contacts have a better fit for your offering. After about a month’s time, you may have gotten 500 -1,000 views on your website the SDR will have a list of who these contacts are. How can you do that?Īn SDR will provide you with weekly or bi-weekly reports of contacts opening and clicking through some of the marketing material sent out. Don’t leave them out there all alone to flounder in an ocean of potential customers- help them narrow down the search. Next, your SDR needs your input along the way. If you haven’t done proper outreach, and it is your very first time, please realize that the first three months are really about getting everything warmed up. But don’t worry, because the SDR’s continuous outreach via email campaigns and phone calls is building your reputation. Be ready to hear that no one has ever heard of you, and that is a little deflating. Yes, even an experienced SDR needs knowledge and training materials on your offerings. By Day 90, meetings and demos should begin to surface. Over the next 60 days, you will continue to build your network while conversations about benefits of your product occurs more often. During this time, you will generate an “above the funnel” network of potential leads. Reserve the first 30 days to do training, marketing and promotion of your offerings. It takes upwards of a month to start seeing some interest in your products and services. These are not helpful to your SDR, or your potential customers. Service providers who say, “we aren’t different” or “we are better because we listen to our customers” are not hitting the mark. Potential customers don’t have a tolerance for demos of products without any new and relevant features, and that’s why it’s important to identify your differentiating factors early on. It can feel like you’re begging for a new customer’s time as an SDR selling a “me too” product or service. Acquiring new business is much different than getting renewals after a long track record of successful projects. Here’s the thing: Finding new business in certain industries can be quite challenging, especially if there’s competition there already. I write this in compassion for the role of the service development representative (SDR)- otherwise known as inside sales, sales generator, risk taker, person without an ego, and any other names we have been honored with throughout the years.
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