swerve

Account Executive

Meeting tips: Reduce no-shows and speed up meeting accepts

I'm an AE, for context. Here we go:

Connect with prospects on LinkedIn BEFORE the first meeting, include a note about looking forward to the conversation (the only time I ever include a note).
When they accept, send a personalized video with 1-2 points about why you're interested in the meeting (e.g. saw your team's expanding, noticed your podcast just got off the ground, etc.).
I have had exactly ZERO no-shows when I followed this exact process, whether I set the meeting up or the BDR did.

Send the calendar invite first, don't ask for times. Include {proposed time} in the subject line, and add "If this time doesn't work, we can flex" in the agenda. You waste DAYS sometimes by negotiating calendar time with buyers. Go on the offense.

If you're a BDR, tell your rep to do these things^. They should be on the hook for getting the buyer to show up as much as you are.

👑 Sales Strategy

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7 comments

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gdzll

Opinionated

4

Sales Development Representative

I also add the zoom link 30 minutes before the meeting instead of in the initial invite - works wonders and nobody has ever complained

jefe

Arsonist

0

🍁

Never done this, but I like the strategy.

Do people ever reply when they're accepting/receiving it and ask about the link? Or do you add a note that it'll be accepted?

sales101

WR Officer

3

Head of Channel & Alliances

Would completely agree with this- sending a confirmation the day before or follow up after they accept with some key points is gold. Sometimes prospects will even add things they want to discuss or are curious about which means you can come prepared.

As a side note- BDRs/SDRs who do this are generally the best performers (as they have the most conversions) and the ones managers/seniors look at to transition into an AE role too, as they have more than the "set and forget" mentality when booking a meeting.

FireSale

Opinionated

1

Account Executive

I've found having the agenda for the call in the actual calendar invite description is helpful as well. Just in case they're running extra busy that day or if you have had to reschedule the meeting at all in the past.

CuriousFox

WR Officer

1

🦊

Tell me more about this video you send. Do you send via email or are you still using LinkedIn?

swerve

WR Lieutenant

0

Account Executive

Always on LinkedIn.

Salespreuner

Big Shot

0

Regional Sales Director

Such an excellent process, perfect!

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