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tags: Module 6, Assignment
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# ✍️ Capstone Assignment: Create and live your own sales cadence
Once again, congratulations on getting this far!

- By now you should have contacted your leads through cold calls, cold emails and LinkedIn.
- You probably have some positive replies, some negative replies and some radio silence.
- As promised, it's now time to bring it all together by creating a multi-touchpoint campaign.

 
## What is a multi-touchpoint prospecting campaign?
Forget the wordy name - it's actually pretty straightforward and, as we explained earlier, also referred to as cadencing.

:::info
:bulb: A multi-touchpoint prospecting campaign is a specific plan outlining through which channels you’ll reach out to your leads, when, what you’ll say, and how many times you’ll contact them.
:::

You will need:

- A timeframe - 2 weeks? 4 weeks?
- A schedule of touchpoints - when and how will you contact your leads?

Here are a couple of examples 👇



 
## Why do I need one?
As we've mentioned many times throughout this module, doing one phone call or sending one message on LinkedIn won't be enough to engage leads

We live in a world of constant noise and distraction. People get hundreds of emails and notifications a day. In this environment, one message won't cut it anymore, no matter how carefully crafted it is.

Let's look at some stats:
:::info
- At any given time, only 3% of your market is actively buying; 56% are not ready, while 40% are poised to begin.
- The average person deletes 48% of the emails they receive every day
- Only 24% of sales emails are opened.
- 44% of salespeople give up after only one follow up (you will NOT!).
- 92% of salespeople give up after four “no”s, but 80% of prospects say “no” four times before they say “yes”.
- In high-growth organizations, sales teams make an average of 16 touches per prospect, within a 2-4 week span.
- In one study by Woodpecker.co, campaigns with 4-7 emails per sequence received 3X more responses than campaigns with only 1-3 emails in the sequence.
- Lastly, according to a report by Velocify, the optimal number of email messages is five.
:::
Convinced? You get the point. Persistence is key here, and combining different channels to reach out is crucial.

Before you create your own cadence to engage your leads, listen to our summary on sales cadencing below.

<div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/04b2219b251a4a889ea5b094f6295f24" frameborder="0" webkitallowfullscreen mozallowfullscreen allowfullscreen style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div>

&nbsp;
## ✍️ Your assignment
How many discovery calls do you have scheduled already?

:::info
**Remember your objective is to close at least 2 discovery calls.**
:::
To achieve this, you're going to have to keep engaging your prospects!
We want to make sure that for every lead on your list you've tried at least 7 touchpoints via different channels.

Here it goes:

:::info
**Your task**
&nbsp;
1. **Design your own cadence and share it with us below.** You can create as many variations as you like.
2. **Live this cadence for all your leads** that haven't responded and that you haven't reached out to yet.
:::

:::warning
*Note: Do not be afraid to be annoying! Always keep in mind you have a solution for a problem they may be suffering from. You truly want to help them. It's all about how you reach out. If you do it in a meaningful way that offers value, you are good to go.*
:::
&nbsp;
## 🤔 What next?
- Share your sales cadence with us below using any format of your choice.
- You can use Google Docs or Sheets, a photo of a notebook... whatever is easier 😉 .
- Execute it! Keep engaging your leads through multiple channels until you close 2 discovery calls.
- Even if you are lucky and you close two discovery calls within the first day or two of activity, continue your outreach for at least one full working week (5 days).
- Make sure you stick to your blockers of cold calling, lead research etc.
- Use your CRM to execute your cadence (plan activities for the respective days and touchpoints of your cadence).

:::warning
**Important**: Use your CRM to stay organized! This is super critical, otherwise you will soon be lost and forgot follow-ups and thereby drop potential opportunities. Watch how it's done using Hubspot.

<div style="position: relative; padding-bottom: 56.25%; height: 0;"><iframe src="https://www.loom.com/embed/544046a5707d43e594664f731f45aee3" frameborder="0" webkitallowfullscreen mozallowfullscreen allowfullscreen style="position: absolute; top: 0; left: 0; width: 100%; height: 100%;"></iframe></div>
:::

Enjoy this assignment. You are now working like a real SDR.

Onwards! 🚀

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