GALACTIC

Account Executive

Meeting No-Show

Hey all,

I'm working in adtech, it's always been a tough grind, but I've been running into a higher than normal amount of meeting no-shows. Considering how hard it is for me to get meetings booked in the first place this is starting to demotivate me.

I'm booking more meetings and closing more new logos than anyone else in my country, so I'm not worried about getting fired, but I have a wedding next year and need to save something like 25 grand and my commish just isn't where it needs to be.

Any tips out there to better lock in the meetings that I'm booking?

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20 comments

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poweredbycaffeine

WR Lieutenant

☕️

How far out are you booking, and are you doing confirmations the day prior?

GALACTIC

Politicker

Account Executive

for the most part 1-2 weeks is my lead time for meetings, I send reminders the day before and the day of.

I have the best response from my cold calls, aka let's chat this afternoon and keep it fresh and rolling.
I have a hard time building real value prior to a face to face meeting/product demo, but once the demo starts they're generally hooked.

poweredbycaffeine

WR Lieutenant

☕️

Getting them to show up is the battle we are fighting. I’d work on sending out a couple of bullets to prep them and give them a specific CTA to react to before the call. Try to get engagement through simple confirmations.

Kosta_Konfucius

Politicker

Sales Rep

What are your thoughts on reminders? I have read it leads to more cancels since it gives them an out.
Better than a no-show, but curious what your thoughts are

poweredbycaffeine

WR Lieutenant

☕️

I’d rather get a “no” than a ghost.

GALACTIC

Politicker

Account Executive

I think this is worthy of a test, everything in sales is upside down right now. I send the reminders to show that I actually care, but maybe i could try being less proactive

DungeonsNDemos

Big Shot

Rolling 20's all day

any time that I schedule a meeting farther than a week out for first calls greatly raises my no show chance

punishedlad

Tycoon

Business Development Team Lead

I always, ALWAYS, send out a reminder email the day before a booked demo with a link to the Zoom and a prompt at the bottom asking them to call me if they need to reschedule.

Gasty

Notable Contributor

War Room Community Manager

@GALACTIC: Have you tried cliffhangers?

Here's the thing - as important as each meeting is in your universe, it's not in the prospect's universe.
For you, the meeting was a "No-Show". A non-appearance of someone who committed to you.But to your prospect, it might just be "Another Vendor Call".

So here's what you do - try creating a cliffhanger and send it to your prospect a day/two before the meeting.

A 100-second loom works the best - you lay down the agenda of the upcoming meeting in brief and leave an element of surprise/something they can look forward to in the meeting -

"...and Joe, I am also looking forward to showcasing an audit report on your website that I prepared over the weekend..."

This makes it really hard for the prospect to not attend the meeting they committed to (or even half-heartedly said yes to).

Sunbunny31

Politicker

Sr Sales Executive 🐰

Can you identify anything that's different from what you've done in the past to what is happening now?

GALACTIC

Politicker

Account Executive

I'm doing way more diverse outbound now, lots of networking & referrals to get meetings on the calendar. I feel like my pre-demo value prop isn't strong or different enough to motivate my customers

Sunbunny31

Politicker

Sr Sales Executive 🐰

Sounds to me as though you're much more successful with the quick meetings, rather than the ones far out, which aligns with my experience too. Any discovery meeting that is 2 weeks out...isn't important, and by the time the meeting shows up on the calendar, they've forgotten why they ever agreed to talk to you - no matter how good your reminders or bullet points are.
Is someone else setting the meetings vs your personal cold calls?

GALACTIC

Politicker

Account Executive

I think you're right, if it's too far out it's clearly not a priority for them. I book 90%+ of my own meetings - the BDR leads are always shit.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Any of the leads I got that couldn't talk for weeks were not good UNLESS there was an RFP or some other reason for the delay.

Diablo

Politicker

Sr. AE

Agree with what other have said. I like to add a point in my reminder that’s if there’re any changes they can rebook it with a note. That has helped me.
Is the demo next steps or there are other engagements - such as trial sandbox etc?

sketchysales

Politicker

Sales Manager

Give them a call starting 3 days in advance to give yourself enough time to get a pick up and remind them.

Justatitle

Big Shot

Account Executive

I would encourage you to set the meeting no further than 2 days out so that it is still fresh.

CuriousFox

WR Officer

🦊

Are you sending an agenda of the points you will be discussing during the meeting?

Maximas

Tycoon

Senior Sales Executive

Congrats for your wedding!
Do you think there is a common no show reason among the prospects that didn't show up, if yes then it's probably what you need to work on!

If not and you were sure that they were really interested in the first place, in this case you need to act upon doing some more confirmations for the meetings including sending reminders with all means necessary (Emails, phone calls, etc, )

WheelofCheese

Opinionated

Sales Executive

Always confirm your appointments. I’ve learned the hard way. I’d rather have someone reschedule with me than waste my time driving to and fro!! No-shows are the absolute worst. In some cases it’s a complete oversight (exactly why confirming appointments is important).. other times it’s a prospect that simply doesn’t value your time. Good to know on the front end. Your time is just as valuable as theirs! Sure.. you may have someone cancel if you reach out, but I’d much rather have that than waste a good portion of my day with a no show. I once had a prospect not show up after FLYING to meet them. Shame on me.

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GALACTIC

Meeting No-Show

20 comments

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