{"id":12957,"date":"2021-08-26T12:26:20","date_gmt":"2021-08-26T11:26:20","guid":{"rendered":"https:\/\/woodpecker.co\/blog\/?p=12957"},"modified":"2025-01-21T10:15:08","modified_gmt":"2025-01-21T09:15:08","slug":"how-many-touches-multichannel-sales-cadence","status":"publish","type":"post","link":"https:\/\/woodpecker.co\/blog\/how-many-touches-multichannel-sales-cadence\/","title":{"rendered":"How Many Touches Should You Include in a Multichannel Sales Cadence?"},"content":{"rendered":"

Engaging with prospects across different channels can increase your chances of starting a conversation with a good-fit prospect and ultimately – striking a deal.<\/span><\/p>\n

But how do you decide on the number of touches across channels to not come off as too pushy, and yet be effective?\u00a0<\/span><\/p>\n

How often do you reach out to prospects on each of them? What do you say? And how do you know when enough is enough?<\/span><\/p>\n

I won\u2019t offer you a silver-bullet solution. What I will offer, though, is a tried and tested framework shared with me – and now, with all of you – by outbound sales coach <\/span>Jason Bay<\/span><\/a>.<\/span><\/p>\n

Feel free to steal it.<\/span><\/p>\n

How often do you reach out on each channel?<\/span><\/h2>\n

All right, it\u2019s time for a game plan.<\/span><\/p>\n

The framework I\u2019m sharing in this article is called KISS (Keep It Simple Sequencing)<\/strong>.<\/span><\/p>\n

In a nutshell – it suggests doing 15 sales touches over 3 weeks.<\/span><\/p>\n

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  1. You start with reaching out to a prospect via phone, email and some sort of LinkedIn touch.<\/span><\/li>\n
  2. When you call the prospect, you leave a voicemail and say \u201cHey, I\u2019m about to send you an email, and the subject line is\u2026\u201d and you let them know the subject line. And then you send the email.<\/span><\/li>\n
  3. For LinkedIn touch, you can visit their profile, send a connection request, like or comment, follow them – it\u2019s up to you what action you choose.<\/span><\/li>\n
  4. Then, 2 business days later you reply to your first email in the same thread, and you say \u201cAny thoughts?\u201d<\/span>Avoid the \u201cDid you get my email?\u201d type of message, because that\u2019s asking them if they got the email you\u2019ve sent. You want to make it about them, and asking if they have any thoughts will do just that.<\/li>\n
  5. Next, you call them as well when you do that.<\/li>\n
  6. And that\u2019s week one.<\/li>\n<\/ol>\n

    If you follow the same pattern for 3 weeks, you\u2019ll end up with 15 touches in total: 6 emails, 6 phone calls, and 3 social touches. You don\u2019t need to stick to 15, but it should be 12-15 touches between these three channels.<\/p>\n

    What should you say to prospects?<\/span><\/h2>\n

    Week 1\u2019s messaging should revolve around one problem.<\/span><\/p>\n

    Week 2 should focus around a second set of problems.\u00a0<\/span><\/p>\n

    Jason provided an example:<\/span><\/p>\n

    \u201cIf I\u2019m reaching out to people to help them with training and coaching with their SDR team, one of the focuses in that first week just might be on the challenges of cold calling, like getting people to pick up the phone and deal with the call reluctance.<\/span><\/p>\n

    Week 2 might be quota attainment.<\/span><\/p>\n

    What to do if 2 or 3 of your reps are carrying the entire quota for your team and you have underperformers – how do you get them to do the same stuff?\u00a0<\/span><\/p>\n

    So that might be week 2\u2019s email content. So that would change my call and my voicemail in terms of what I talk about as well.\u201d<\/span><\/p>\n

    And then week 3 would be a third topic.\u00a0<\/span><\/p>\n

    So what the KISS framework suggests is to do 3 weeks of sequences with 3 different topics – one new per each week.<\/span><\/p>\n

    How do you know when enough is enough?<\/span><\/h2>\n

    Obviously, there isn\u2019t one method that will work for all prospects across all industries. However, the KISS framework suggests that 15 touches is where you should draw the line.<\/span><\/p>\n

    You reach out for 3 weeks – with 6 phone calls, 6 emails, and 3 social touches.<\/span><\/p>\n

    If prospects don\u2019t respond to that, you put them on a pause. You can reach out to them again next quarter or later that year.<\/span><\/p>\n

    Now, let’s put the framework to action in Woodpecker.<\/p>\n

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