How to Prevent 'No-Shows' on your Sales Calls
No shows used to be the bane of my existence!
You do all this work in the marketing realm, feel super proud to have someone committed to showing up and potentially closing a new deal, only to have them not even show up and now you've wasted your time AND you're in a bad mood.
Well, it happened one too many times for me and now I've got a virtually bullet-proof system that makes them a non-issue in my business as well as for anyone else who uses these simple 5 steps!
5 Steps to Making No-Shows a Thing of the Past!
1. It's Not You, It's Your Process
The first and most important lesson was realizing that it wasn't me people weren't showing up on.
It was my poor process.
It was my lack of confirmation.
It was the potential customer's own fear of social interaction and my lack of abating it.
It was ambiguity of purpose in our conversation.
There were a ton of factors that all coalesced into someone not showing up when I expected them too, and none of them were about me as a person.
2. Fix the Process
How does someone find out about you?
How do they go from Awareness to Interest? How about from Interest to Purchase?
I use an automated meeting scheduling tool called Calendly for people to book a time on my calendar that guarantees works for both of us because they get to choose it.
Calendly puts the meeting on both of our calendars, and sends a follow up reminder to them.
This alone drastically reduces the number of people who will no-show.
3. Own the details
The other great things about Calendly is you get to choose what information someone is required to give you when they book an appointment with you.
Maybe you want their business website so you can do a little background research.
Maybe you want their email to add to your mailing list.
Whatever you get, Make sure you get their phone number so you can call them at the predetermined time of their choosing.
This is also critical for the next step..
4. Confirmation
People forget. People are lazy. People don't want to do anything.
Make it super easy and remind them about WHY they want to jump on this call with you.
Send them a text first thing in the day that goes something like; "Hey Joe, I'm super excited about our conversation today at 3pm EST to talk about how we can make your life easier by x, y, or z"
Speak to their desires.
They WANT what you have. They don't want to talk on the phone to a stranger.
Remind them what's in it for them.
5. Set the agenda
When they do show up, take charge, be the leader, and be easy to follow.
Once they start following you, you can lead them through knowledge all the way to purchase seamlessly.
"Thanks for taking the time today. I'd love to accomplish two things on our call. One, I'd like to find out a little bit more about you and your goals and Two, I'd like to tell you about myself and x,y,z product/service and see if there's any overlapping synergies between us. Does that sound good to you? Yes. Okay great, why don't you start us off. Have you ever tried x,y,z product/service before?"
Implement these 5 steps and watch the number of people who show up to your meetings increase immediately!
Which step are you most excited about?
Did I miss something that really works for you?
Let me hear from you!
Here's to you Actualizing Your Potential!
--
With gratitude,
Dennis McGinley
Founder and CEO @ STRIVENT
"Actualize your Potential!"
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