There comes a moment when even the most experienced sales development reps need to rethink their messaging strategy. Even if a certain approach is working well, there’s always space for growth. How can you tell when it’s time to change your messaging? Watch for these 5 signs:
1. You’re not hitting quota
This is the first and clearest sign that you need to change your messaging strategy. If something isn’t working, the best approach is to try to improve it. Take a moment to review your messaging. Do your introduction or closing need some improvement? Messaging is something you can control when it comes to meeting your goals. If you’re not reaching your targets, consider what you could change in your messaging to help turn your next prospect into 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.
5. Boredom
Whether it’s 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 it’s a little tweak here or there, new messaging can be a breath 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?