Most sellers think:
“Every new touchpoint = brand new message.”
But what if we told you…
Repeating yourself is actually the smart move?
Welcome to this week’s Sales Hack:
Using the Mere Exposure Effect to build reply-worthy cadences.
What’s the Mere Exposure Effect?
It’s a cognitive bias that says:
The more we see something, the more we like it.
Even if we don’t consciously notice it.
Our brains crave familiarity.
It’s why jingles work. Why logos matter. And why repeating your value prop across your outreach can 2x your replies.
What most sellers get wrong:
They overcomplicate.
Touchpoint 1: "Here’s why we’re great at onboarding."
Touchpoint 2: "Did you know we help with compliance?"
Touchpoint 3: "Thought you’d like this event we’re hosting."
STOP. You’re not building trust. You’re giving them whiplash.
What we do instead:
We pick one value prop and build the whole cadence around that one message.
Across multiple channels, with different angles, not different topics.
Example:
Core Message:
“We help ramp new SDRs 2x faster with proven onboarding systems.”
Cadence Flow Examples:
-
LinkedIn Voicemail (Day 1):
“Hey Lisa, I saw you’re hiring 3 Sales Reps! Massive Congrats! If you’re aiming to ramp fast, we’ve helped others cut their Ramp Up by 50%. Want to chat and see how this could work for you?” -
Email (Day 2):
Subject: Connection Request
“Hey Lisa, I saw you’re scaling your team. Awesome news!
We’ve seen Sales Reps onboarded 2x faster using our systems. Happy to share some best practices with you! Let me know what you think.” -
Cold Call (Day 3):
“Hey Lisa, Helena here from Sales in DACH!
I'm calling you because I saw you're hiring 3 more Sellers in DACH! Super exciting! Are you aiming to shorten your ramp up phase to make sure thoe Sellers hit the ground faster?”
Same value. Different formats. Higher trust.
Pro Tip for Sales Leadership ❤️:
Want to speed this up?
- Define 1–2 key messaging pillars together with Marketing!
- Let your sellers run cadences with the same messaging that’s live on your website and campaigns.
The more your prospects see it, the more they’ll believe/like it.
Use your sellers as brand amplifiers, not random storytellers!
Quick Win Challenge:
Look at your current cadence.
Ask yourself:
→ Does each step reinforce the same message?
→ Or am I trying to pitch 5 things in 5 days?
Pick your strongest value prop.
Rework your cadence around that.
Let cognitive psychology do the work.
Want to see the full cadence templates
that use this psychology? 😍
We now combine Live Training with On-Demand Content to help you hit target faster!
No matter where you are in your Sales Career, we got you sorted!
👉 and use psychology and sales to fill your pipeline faster.
Let the compounding start ✨
Your Sales in DACH Team
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