How we book qualified sales demos for mining operations software

Move more material, get more production out of existing assets, and reduce downtime.

You’re trying to reach people who don’t know you. The more complete your solution is, the more steps you take over for them, the better it is.

The more you make this done for you, the better it’s going to work. I like to put guarantees or performance-based offers on all of my offers because it works so much better.

Mine operators and mining companies with active production. It’s important that they’re actually running something.

Reach every decision maker and every influencer with something that’s relevant to them. An IT director will care about different things than a mine manager.

At least one active, producing mine is required. We don’t need all of these signals, but these are examples.

Hiring for the thing that you solve is a great angle to reach out for. It means they’re problem aware and solution aware to an extent.

The total addressable market is limited, and we’re dealing with average contract values over $100,000.

Every positive reply gets a call within five minutes from an SDR. The shorter you make it, the higher the booking rate.

Send from secondary lookalike domains to protect the main domain. Use the main domain for internal purposes.

We use Google inboxes. We don’t send on weekends.

Most of these people already have a solution. We have three main outreach angles.

You could offer to get them up and running within 72 hours with a data export. You can also offer buyouts of their current contract.

Replace an existing system that falls short. Target mine, operations and fleet managers.

In these scripts, include an actual customer you have. You can replace the final CTA with a video, a brief, a free trial or a quick chat.

The point of the first cold email is to start a conversation. Especially for expensive software, talk to these people before booking a call.

Call the lead as soon as they say they would take a look. You learn about them and learn if you actually can help.

Add a missing capability. Target production, fleet and maintenance managers.

Specific proof is better than generic proof. Recent proof is better than proof that’s far out. Mentioning names is better than mentioning none.

Integrate existing systems. Target operations, technical services and digital leaders.

Start with a relevant question related to the pain point. Then the offer, the risk reversal, social proof and a low-commitment ask. Lower the effort and sacrifice as much as possible.

Based on conservative assumptions: send 10,000 emails and get around 100 replies. Twenty of those are positive.

That’s 16 bookings and 13 who show up. At a 15% win rate, about one to two deals close per month, theoretically. There’s a delay because of your sales cycle.

The loaded cost of an SDR or setter includes hiring, tools, salary, commission and manager time.

In-house, you come out to around $7,000-$8,000 a month. With us, it’s about $3,600: $1,000 fixed and $200 per showed-up, qualified call. Thirteen showed-up calls is $2,600.