{"id":14193,"date":"2022-08-24T09:36:00","date_gmt":"2022-08-24T16:36:00","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?p=14193"},"modified":"2022-09-26T10:12:31","modified_gmt":"2022-09-26T17:12:31","slug":"improving-conversion-rates","status":"publish","type":"post","link":"https:\/\/somametrics.com\/clone\/improving-conversion-rates\/","title":{"rendered":"Improving Conversion Rates: SDR Best Practice 2"},"content":{"rendered":"\n

SDR Best Practices – Knowing the Inflection Points<\/strong><\/h2>\n\n\n\n

There are four inflection points in a SDRs workflow from the moment of starting to dial a prospect, to a booked meeting that goes on the sales executive\u2019s pipeline: Improving Connect Rates, Improving Conversion Rates, Meeting Attendance Rate, and Meeting Acceptance rate.<\/p>\n\n\n\n

We will discuss the second one in some detail below.<\/p>\n\n\n\n

2. Best Practices for Improving Meeting Conversion Rates<\/strong><\/h3>\n\n\n\n

If your SDRs follow the best practices we recommended here<\/a>, they will see their connection rates increase in the form of returned emails and calls, and more calls picked up, as prospects begin to recognize who is calling them, and why.<\/p>\n\n\n\n

Now, it\u2019s time to make sure that every connection counts, and none are wasted. After all, you spent more money to get to this point.<\/p>\n\n\n\n

And again, just as in the first step of increasing connection rates, the secret to increasing meeting conversion rates is to focus on the prospective buyer and conduct the call from her point of view.<\/p>\n\n\n\n

The best way to look at this is to insert yourself in the prospect\u2019s shoes. Imagine you just got a call (one of many you have received today) and you recognize the company calling. You decide, \u201cWhat the heck, let\u2019s see if they really have something worth checking\u201d. You don\u2019t know who you will be speaking to and how that conversation will go. Hoping it won\u2019t be a total waste of your time, your interest is piqued and you hope for the best. <\/p>\n\n\n\n

That is the bar your SDR has to meet at this point\u2014not blow the call. And unfortunately, that happens quite a bit.<\/p>\n\n\n\n

Bad Practices to Stop<\/strong><\/h4>\n\n\n\n
  1. Don’t let your SDR assume the prospect already knows what this is about and waste time asking, \u201cDid I catch you at a bad time\u201d. It is almost always a bad time to interrupt someone.<\/li>
  2. Don’t let your SDRs figure out what to say, when and to whom. As we explained in detail in a related blog, only your best SDRs will take the time and effort to really do their own research to be good at this. Most wing it, and since they don’t connect enough, they won\u2019t have a chance to really hone their pitch.<\/li>
  3. Don\u2019t let your SDRs figure out their own objection management responses. Most will not develop effective ones.<\/li>
  4. Don\u2019t leave it up to the SDR to figure out how to set an appointment for the sales rep. Worse, don\u2019t leave it up to the prospect to do that. Your SDR should never have to say, \u201cLet me get back to you on times that can work for you and our sales exec.\u201d That is likely a lost prospect.<\/li>
  5. Don\u2019t let your SDRs be chatty, ramble on, etc. That just increases the likelihood they could blow the call.<\/li><\/ol>\n\n\n\n

    Better Practices to Follow<\/strong><\/h4>\n\n\n\n

    Under increasing connect rate, we said that a major best practice was to use highly segmented lists and that your SDRs should only call on one homogeneous group each day. The reason is that when they actually connect with a prospect, they only have to think of what to say to a specific role that works in a specific industry\u2014financial controllers in medical device makers, for example.  If you do that it now becomes easy to:<\/p>\n\n\n\n