Hot take: letting junior staff pitch services is hurting our close rates

I noticed across 4 agency meetups this year that the teams with senior people doing initial calls close at 68% while teams sending juniors hover around 42%, so are we just burning trust by not putting our best face forward first?

2 comments

2 Comments

oscarm244d ago

Ran the numbers at our shop and found the exact same thing. Sent a junior to a pitch once and he spent twenty minutes explaining what a server does. Client asked if we could handle their database and he said "probably" with this little shrug. We didn't get that one back. Senior reps know when to shut up and when to flex. Sending a junior is like sending a sous chef to negotiate a menu with a food critic.

webb.xena4d ago

Nodded along reading this, @oscarm24, because we had the exact same wake up call. I started sending a senior dev along with newbies on pitches after watching a junior tell a potential client "we could probably figure that out" when they asked about scaling. Senior guys just say "we do that all the time" and move on to pricing. It's amazing how much a little confidence actually matters (even if you're faking it a bit).