Improving meeting hold rate as a BDR

I'm a BDR and keep running into an issue where prospects initially agree to a meeting, then either ghost or decline before the set meeting time. I'm newer to the company so it makes me look like an idiot to my AE.
I know ghosting happens all the time in sales but it's gotten to a point where I feel like they're agreeing to time as a way to get off the phone. Thoughts on overcoming this?
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11
FromaBlankPerspective
Politicker
6
District Manager
So one of the things that we put in place to stop people from no-showing (or at least help get a better idea of when it was going to happen) was to send a survey to the prospect prior to the meeting. We just ask a couple of questions so we can make sure to tailor the call to their needs. If they respond, they are more likely to show for the call, if they don't, it gives a point of follow up to confirm. 
takethemeeting
Opinionated
0
AE
I like this idea- I typically ask 3 things to discuss in the next call and see which one resonates with them the most and get them to explain why that one is most important. Similar to the survey before the call.
cw95
Politicker
0
Sales Development Lead
Really rate this, just sent my team this to discuss tomorrow! 
CharmingSalesGal
Politicker
3
Account Executive
Are you sending reminder emails? Or even calling to confirm if they don't accept the calendar invite?

I'd also try to get some info from them before hanging up- if they rush you off the phone, you can assume they're likely to no show.
UrAssIsSaaS
Arsonist
2
SaaS Eater
2 thoughts quickly come to mind here, 1 super tactical thats easy to implement, the other more nuanced but needed to be successful.

1) Have the prospect accept the calendar invite when you are on the phone with them. It boosts show rates and confirms you have the most direct email to a prospect. 

2) How long are you appt setting calls lasting? If they are less than a couple minutes they are just saying yes to get you off the phone. Take a couple minutes to ask what their priorities are right now and then align your solution to those priorities. The prospect should hang up the phone and think for 30 seconds about how you will help them solve their problems. In short, ID a couple pain points quickly in the call and get them excited to hear about your solution. If you do that, show rates will jump . 

The last thing I will add, send an agenda 24 hours before the meeting and ask if they want anything else included. We have a ton of success doing this and it helps gain an understanding of what the prospect cares the most about. 
takethemeeting
Opinionated
0
AE
Overall the calls are typically 5-10 minutes, go through discovery, latch on to things that identify pain, address how we fill that gap and go for the close. I like that idea of sending the agenda, it shows we did our research/put effort into planning the meeting. I will have to connect with my AE on that.
goose
Politicker
1
Sales Executive
Give them a chance to bail on the call.  Something like "listen, when we get to the meeting date some people find that they can't (or don't want to) attend the meeting; if that happens let me know and I'll work to re-schedule it with you or cancel it"

You may have some people cancel but I believe your completion rate will increase and you'll have the ability to re-schedule some of the ghosts.  As an added bonus you won't look like an asshole.

Just a thought.
Calico
Celebrated Contributor
1
Corporate Trainer
Apart from the previous comments, we also make sure we tell the prospect what to expect after we hang up - "I'll send an email with the invite, and I'll send a reminder the day before. The AE will look over my notes and during the meeting, they'll ask you a few more questions about your company in order to tailor everything to your needs."

I've also heard of BDRs sending the invite immediately and asking the prospect to accept it before they hang up "to kickstart things on my end". 
takethemeeting
Opinionated
0
AE
Yeah I always send it over when we’re on the phone to make sure they get it/I have the correct email and bully them into accepting it when they see it. If they don’t accept 9 times out of 10 they’re ghosting or were never interested in the first place
desperado
Politicker
1
Head of Sales
Put in the invite title "Meeting Title | [Accept To Confirm]" 
cw95
Politicker
1
Sales Development Lead
@FromaBlankPerspective Gives a good tip here. I, kinda similar, email the night before asking if they are still good, then in the morning I send a zoom/teams link saying 'Just incase the link didn't send through on the invite here it is again' or, I simply call in the morning! 
FromaBlankPerspective
Politicker
1
District Manager
Thank you!
Upper_Class_SaaS
Politicker
0
Account Executive
IMO it's all about how you are setting the stage on your cold call. Are you getting to know their pains that they are experiencing & are you able to position our product enough to get them excited to see how It could help alleviate their pains. 
RedLightning
Politicker
0
Mid-Market AE
They're probably agreeing to get you off the phone. You need to shift your mindset to selling the meeting vs setting it.

So when your AE asks "why are they taking this meeting" you need to be able to answer that and it needs to be a reason why they are going to show up.

Find a pain point. Don't be afraid of being blunt, you can throw out the "Honestly, sometimes people agree to meetings as a "polite" way of getting off the phone. Is that the case." You'd be shocked how much impact blunt honestly has as a pattern interruptor.

Speaking of pattern interrupts, I don't know how your calls sound but it's probably a carbon copy of anyone else's cold calls.  Prospects can feel that (think of how you react to robo calls about an extended warranty). Their mind jumps to this is a sales call I don't want to take how do I get off the phone. It's pure reflex at that point.

If you nail a good pattern interupt, it disrupts that reflex and actually activates their brain so they are wondering who you are why you are calling and how it can help them.


Gyro25
Notorious Answer
0
Account Executive
I have a form in my calendly which says "Please include any details you think would help with our meeting scheduled for x date and y time" 
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