We are currently hiring an SDR or Sales Development Representative. In this episode, Kevin shares why we decided to hire an SDR.
Kevin Daisey (00:02):
I am currently hiring a sales development representative. What’s up everybody. It’s Kevin Daisey here. So right now I’m putting out a position for a SDR or a sales development representative. Now, actually I have heard SDR thrown around quite a bit over the last couple years, and I honestly didn’t even know what it stood for, but now I know it’s sales development representative. So why am I doing this? Why are we doing this? And what have we done in the past? So in the past, we’ve had multiple sales folks come through and, and come on the team and we’ve always done it where we expect the salesperson to find the work, create the leads, chase them down, create their own leads, update the CRM, and then take those leads all the way through to a closed deal. So they have to pitch ’em show ’em price, get them a sign, the agreement.
Kevin Daisey (01:06):
So basically they had to kind of do it all and we pay high salaries and is there, you know, seasoned experience salespeople. And so that’s kind of always what we’ve done. And if we get a lead, we can push it to ’em, but we never really, really getting a lot of leads. So what’s led us to hire this person now, which we’re looking for is we are generating leads one through some advertising and LinkedIn we’re generating leads from law firms and not just law firms, but the managing partner of law firms. If you kind of followed our story, our journey you’ll know that we’ve niched into working with law firms only at Array Digital. And then we own another company Rival Digital that only works with HVAC contractors. So we’ve kind of niched and completely, you know, and we have two separate companies.
Kevin Daisey (02:00):
So now we’re starting to generate a lot of interest in leads through our podcast. We have a podcast where we interview managing partners with law firms. So all those guests over 250 all are potential clients that a salesperson could call track down. See if we can set up a meeting. Now this SDR, the, the salesperson is not going to close. They’re just going to set up the appointments. So their making calls, setting up appointments, and they’re gonna be paid on the jobs that are closed. The deals that are closed me and Erik will still be closing and talking to these clients because we wanna make sure there’s a fit. We’re the only ones right now that can actually take them through that process and get them to sign, but also make sure that they’re the right fit and we want them to sign. So for now, we’re just gonna set up this or have this SDR set of appointments. And so
Kevin Daisey (02:58):
We have leads from LinkedIn, from advertising, from SEO and from our podcast. And honestly, me, Erik, or both of us cannot keep up with calling and emailing and, and reaching out to these folks. It takes a lot of work. It’s between five and 12. Yeah, 12, five and 12. If you’re you’re watching, I was trying to do my, my hands there five and 12 touches before you’ll get back in front of a prospect or get the meeting that you want. So it requires quite a lot of work, especially if you have dozens or hundreds of leads, you know, if you’re gonna do each of those five to 12 times, that that’s quite a bit. So looking forward to this, we’re gonna have someone that’s sitting in our office here in Chesapeake, Virginia. So we can work with them one on one, make sure they’re making the calls. We’re expecting 50 calls a day, five days a week, and setting the appointments. That’s all they’re gonna do. I’m excited to work with them and show them what I’ve learned, share them, our, our sales training that we have, and what’s been effective for us. But now we’re just gonna take it to the next level. So excited to hire an SDR and see how it goes. So we’ll be updating you. I’ll let you know how it’s going. If you are a salesperson and listening to this and it’s timely, reach out.