Ever reach out to a prospect just to get shot down? We've all been there and know how frustrating that can be. Outreach's Manage Objections & Follow Up Workflow is just what you need.
Bottom line: This Workflow will enable your team to continue the dialogue and book that meeting!
Keep reading to discover the following:
- Steps in a Typical Manage Objections & Follow Up Workflow
- Workflow Setup for Admins
- Workflow Measurement for Admins
Steps in a Typical Manage Objections & Follow Up Workflow
|Receive a reply with some sort of objection from a prospect (e.g., bad timing, no budget,|
|cost too high, current contract with competitor, etc.).|
|Compose a new reply.|
|Select an Outreach template. Optional: Customize with additional snippets of info.|
|Use a strong call to action and/or insert availability.|
|Attach a Follow Up Sequence to your message in case your prospect does not respond.|
|Send your message.|
|You get a meeting booked.|
|Nice work! Attend the meeting and close the deal.|
|You receive a reply.|
|Continue dialogue with prospect.|
|You receive no reply.|
|Follow Up Sequence will send a reply message to prospect reminding them to respond.|
Need a visual? Check out this Workflow in action below.
Workflow Setup for Admins
For the best user experience, follow these configuration steps.
|Inbox Experience Setup|
|Organize your Templates and Snippets into Collections so reps can find them easily.|
|Create standardized templates so reps can quickly handle objections from prospects.|
|Meeting Experience Setup|
|If your reps are booking on behalf of other users, make sure they are set up properly.|
|Teach users how to view colleague calendar visibility.|
|Setup a standard Initial Demo meeting type for reps to use. Doing so will auto fill the|
|agenda and conference details, giving reps one less thing to do.|
|Make sure meetings are set to sync with SFDC.|
Workflow Measurement for Admins
One last thing, metrics! Just setting up this Workflow is not enough. It's vital to measure Workflow efficacy as an ongoing practice. Here are the metrics to consider when viewing your Team Performance Dashboard.
|Key Performance Indicators|
|Reply Rate - Segment by rep or sequence to see what is most effective.|
|Meetings Booked - Are you booking meetings from follow up?|
Advanced Pro Tip: Once you have this Workflow up and running, it's time to think about taking it to the next level. One way to do this is through multi-channel communication. Engage with your buyers with the right message at the right time and stay one step ahead of your competition!
Need some assistance setting up your Workflows? Check out our Professional Services.