Your main goal as a salesperson is to book more meetings.
So you perform more and more activities to get there.
More emails. More calls. More tasks. More LinkedIn touches. More prospects.
At one point, you burn through your list.
The issue isn’t your activity volume — it’s that your target market is finite. Your lists are finite. And your ideal customers within these lists? Also finite.
Some prospects may actively interact with you, so you capture their attention and book a meeting.
But the rest of the list is forgotten.
With the looming recession, you cannot afford to miss out on any prospect.
The only way to hit your quota is to extract more from your existing list.
And the best place to start is by measuring how many meetings you’re booking per hundred prospects.
This is what we call “prospecting mileage.”
How To Maximize Your Prospecting Mileage?
i) Make Your Outreach Consistent
Studies show that it takes up to 8 follow-up touches for a prospect to book a meeting. Yet 44% of reps give up after one follow-up attempt.
Prospects are busy. They will not remember a random one-off conversation you had with them. Being persistent and regularly following up gives you more opportunities to stay top of mind and open a conversation.
By regularly following up with your prospect, you won’t give room for a competitor to swoop in and steal your prospect away.
Even if your prospect is not ready to book a meeting immediately, they are more likely to think of you when they are ready.
ii) Identify Prospect’s Stage in the Buying Journey
Consistency is one part of your outreach. You also need to be relevant while reaching out to prospects.
Every prospect goes through a buying journey before they make a decision about investing in your product/service.
This journey typically consists of 3 stages: awareness, consideration, and decision.
Prospects who are completely unengaged might be in the unaware stage — where they are just now getting introduced to the problem and educating themselves about it.
And those who engage with your outreach up to a certain degree might be in the consideration stage — where they are problem-aware and are evaluating potential solutions.
And the rest, who actively interact with your outreach, are problem-aware, and they know your solution. At this stage, they decide whether to talk to sales.
Identifying the prospect’s stage in the buying journey will give you enough context to take the conversation forward.
iii) Tailor Your Outreach Based on the Buying Journey
Now that you’ve identified your prospect’s stage in the buying journey, you need to tailor your messaging accordingly.
Each stage of the buying journey requires a different kind of messaging.
A prospect who is in the awareness stage might not resonate with the messaging of a prospect who is in the decision stage.
Your job is to group these prospects into segments based on their stages.
And each stage needs to have a dedicated strategy with messaging that matches their journey. For example, hot prospects need aggressive pitches, whereas unengaged prospects respond better to value-adding messages.
iv) Include Multiple Channels in Your Outreach Strategy
You can’t nurture a prospect on a cold call.
Calling is the perfect channel for pitches and getting a meeting booked.
Similarly, each channel has a specific purpose.
Emails are a great medium to nurture prospects with value, whereas it might be much easier to schedule a meeting on a call.
Social media puts a face to your name — unlike emails or calls. For this reason, it serves as an excellent conversation starter.
So, you can reach out to unengaged prospects on social media (say, LinkedIn) and start a conversation.
For prospects who are moderately engaged, you can set up a sequence of emails to consistently nurture them and stay top-of-mind.
And for “hot” prospects, you can directly hit them with a call or a highly-personalized email.
v) Make Your Multi-channel Outreach Sustainable
Now that you’ve established a purpose for each channel, you need to make sure your outreach efforts actually pay off.
Your emails need to land in inboxes. Sending bulk emails is not going to help you improve your sender reputation. You need to send emails at random intervals to mimic human behavior. Use your own domain to track links and reduce the odds of getting flagged. You need to avoid spam words and make your outreach relevant to the prospects you’re targeting.
To ensure your prospects pick up your call, you need to call them using their area code. Unfamiliarity automatically repels prospects, making them less inclined to pick up your call.
LinkedIn’s known for its rigid privacy policies. To sustain your outreach on LinkedIn, you need to follow safe practices. Just like emails, perform LinkedIn activities at random times. Sending too many connect requests or messages can result in a permanent ban. Make sure your messages are relevant to prospects.
5 Ways Klenty Increases Your Prospecting Mileage
Klenty is a Sales Engagement Platform that helps sales teams execute systematic outreach across multiple channels, send hyper-personalized messages, follow up regularly, and open new conversations at scale.
Unlike other Sales Engagement Platforms, Klenty emphasizes making the most out of your list. Klenty identifies prospects who are hot and adds them to different cadences automatically. While nurturing unengaged prospects in the background.
Here are 5 Klenty features that help you make the most out of your list.
Klenty’s Cadences make it easy for you to follow up with your prospects consistently. You can set up a cadence once and rest confidently knowing that your outreach reaches your prospects regularly and on time.
Klenty also detects your prospect’s time zone to increase visibility for your outreach.
ii) Multi-channel Outreach
You can combine emails, calls, texts, LinkedIn tasks, and WhatsApp messages into a single sequence. You can execute all activities in a single click.
What’s more? Klenty detects your prospect's details and automatically personalizes your messaging across all channels.
iii) Intent Scoring
Klenty highlights your “hot prospects” and puts them right on top of the list - helping you zone your attention on them completely.
Klenty’s Playbooks helps you switch strategies for every prospect based on their buying journey.
Klenty’s extensive deliverability features make sure your emails land in inboxes and not spam. You can assign custom domain links to track your emails.
All your messages — be it, emails, texts, LinkedIn, or WhatsApp messages — are sent at random intervals to mimic human behavior.
Klenty also notifies you when you hit the maximum threshold while performing LinkedIn activities, so your account does not fall under LinkedIn’s radar.
Keep In Mind
Doing more activities, and burning through more prospects will not work anymore.
The right message. To the right prospect. At the right stage in their buying journey.
With this mindset change, comes a strategy change. When your strategy changes to adapt to the buying journey, you start doing activities that move your prospect closer to booking a meeting. This directly has a positive effect on your pipeline.
We, at Klenty, went from 25 meetings/month/rep to 32 meetings/month/reps - that’s a 28% increase in meetings booked out of the same list. Find out how.