The Ultimate Guide to Building a Prospecting Sequence | Vouris

The cadence is the order of your prospecting touches within the sequence, by channel. For example:

in Volatile Times, there are seven elements of prospecting sequences: Targeting Messaging Channels Cadence Touches Duration Spacing The formula for success with prospecting sequences is simple:

Far too often cadences are front-loaded with asynchronous channels to “warm prospects up” before a call is ever made. This is wrong. The focus of your cadence is to improve the probability of engaging prospects in conversations as early in the sequence as possible.

Emailing people out of the blue is likely to lead to a fairly low response rate. As such, modern sales teams will typically put together some sort of sales sequence. A sales sequence is the series of steps you’re going to take when reaching out to somebody. On LinkedIn, this might be visiting their profile, reading or liking a few articles they’ve

those prospects automatically get 12 email and 4 direct-mail follow-up communications, all customized and personalized, with precise timing (i.e., Follow-Up #1, 3rd Day, Follow-Up #2, 5th Day, etc.).

The ultimate objective of a prospecting sequence is to engage a prospect in a conversation.

However you accomplish it, here’s what’s important: Once someone has raised their hand and expressed interest in your products, services, solution, or information and you put them on your path, they should be moved forward toward the sale at a prescribed yet flexible pace, with a lot of nudges by mail, email, fax, drives to different websites, tele