If you're in sales, you know that inbound sales sequences are key to success. But what makes an effective inbound sales sequence? In this post, we'll explore three types of inbound sales sequences that are essential to any inbounding motion. We'll also provide examples of each so you can get started right away.
Let's begin with the basics. An inbound sales sequence is a pre-determined series of email or phone call touch points with the goal of moving a lead further down the funnel. Three types of inbound sales sequences are essential to success: demo request, general inbound response, and call heavy.
A demo request sequence is the most important of the three as demo requests are the highest quality inbound lead to work with. The goal of a demo request sequence is to get the prospect's demo scheduled so they can experience your product. The key to a successful demo request sequence is to be personal and relevant.
Second is a general inbound response sequence. This sequence is great for all types of inbound lead response and is something every seller should have in their back pocket. The goal of a general inbound response sequence is to begin building a relationship with the prospect. The key to a successful general inbound response sequence is to be helpful and informative.
Finally, a call-heavy sequence is best used when working with high-intent leads. The goal of a call-heavy sequence is to get the prospect on the phone so that you can qualify them. The key to a successful call-heavy sequence is to be brief, friendly, and to the point.
Now let’s get into the sequences.
The Demo Request Sequence
A cadence for when your prospect has expressed interest in a demo. A few automated emails for easy scheduling and a few manual call and LinkedIn tasks to convert harder-to-reach prospects.
General Inbound Lead Response
A mix of calls and automatic emails to keep you top of mind with your prospects, without the pressure of writing every single email from scratch.
Call-Heavy Inbound Lead Response
You're great over email, even better on the phone. A call heavy inbound cadence with a few automatic emails sprinkled in to get those meetings scheduled.
Now that you know the basics of inbound sales sequences, let's dive into three sample intro emails you can use to get your sequences started, beginning with a demo request. Use this sample email as your intro email step.
Demo Request: Intro Email Template
General Inbound: Intro Email Template
Call-Heavy: Intro Email Template
What’s great about these intro emails is that they’re easy to mix and match. Pull strategies from each of them to create an intro email that fits your exact use case or experiment with A/B tests to find the style that works best for your audience.
Another tip is to personalize your emails! Especially important for your introduction, inbound salespeople should focus on writing email copy that is personalized to their prospects whether it’s with information found on LinkedIn, Twitter or even a company website.
Remember that introducing new sequences into your repertoire requires care and dedication. It’s extremely important that you follow the sequence touch patterns to properly build the stacking effect and drive engagement.
For further help with sequences, contact the team at regie. We’ll send you home with a customized sequence of your own. And for guidance on best practices, sign up for our monthly benchmarks newsletter. We’ll keep you updated on the techniques that are working best in inbox land.