There comes a time when even the most seasoned sales development reps should consider changing up their messaging strategy. Even if a particular messaging strategy proves to be efficient, there is always room for improvement. How do you know when it is time to switch up your messaging? Be on the lookout for these 5 indicators:
1. You're not hitting quota
This is the first and most obvious sign you should switch up your messaging strategy. If something is not working, the most logical thing to do is try and fix it. Take a step back and look at your messaging. Could your intro or closing use some work? Messaging is something you can control when it comes to quota attainment. If you're not hitting your numbers, ask yourself what you could do differently from a messaging standpoint in order to get your next prospect to convert to an opportunity.
2. New product or update
When releasing a new product or update, be sure to revisit your messaging. Sales should align with Marketing to understand new features, updates, and offerings, and then incorporate this new information into their messaging strategy. If your products and offerings are evolving, your messaging should too.
3. Your conversations are not leading to a next step
Have you ever had a prospect express interest, ask you to send them information, and then go dark? How about a VP who was blown away by your demo, but has yet to sign? Just as not hitting quota can be a red flag that it is time to switch up your messaging, so is a low conversion rate. Ask yourself how you can you get these opportunities sitting in limbo to a next step. Then, develop a new messaging strategy to put your plan in action.
4. Low response/open rate
It can be extremely frustrating leaving dozens of voicemails and sending hundreds of emails each week, and getting nothing in return. If prospects are not returning your calls or responding to your emails, it is time to make a change. Whether it is shortening your emails, switching up your voicemails, or alternating subject lines, keep trying different strategies to see what gets you the most call backs and opens.
Whether its riding a bike on the same trail, or listening to the same songs on the car ride to work, everyone gets bored in one way or another. Using the same messaging over and over again can not only make SDRs sound monotonous and rehearsed to prospects, but also to themselves! Even if its a little tweak here or there, new messaging can be a breathe of fresh air for any SDR.
In sales, it is natural to get comfortable with a particular messaging strategy and stick to it—especially if it gets you to meet and exceed quota each month. That being said, it never hurts to try something new. You may discover that by switching up your messaging strategy, you can qualify faster, sell harder, and jazz up your average sales conversation!
We want to know: How often do your SDRs switch up their messaging strategy?