not booking demo too far into future

so i'd like to think that our demo attendance rate is great (85%-ish) in part because we don't book farther than 2 days out, and dont even have that conversation on fridays.

but lately, people are requesting the demo be set a few days out (sometimes about 2 weeks!). against better judgment, we tested it out to see if something would happen to attendance rates. and lo and behold, it dropped to 31%.

of course, we want to go back to forcing them into 2 day out demos. would love some ideas on what the best way would be to rebut those "how does next week at next friday look for you guys" and its just monday.

(ps: i know some of you might say that means there's no need and i can agree to degree but i want to see how we can rebut properly)

📣 Demos

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Justatitle

Big Shot

Account Executive

Tell the prospect this data. “Hey we did a study, for a demo request if I book this a week out there’s a 30% chance that you show up. If we can do this tomorrow or the next day it’s 85% likely so what do you say let’s talk while this is fresh and help to keep my manager off my back.” It’s amazing what happens when you start to be human with people

cw95

Politicker

Sales Development Lead

This is great advice.

Bittersweet0326

Politicker

Digital Business Associate

Normally this goes back to value. If they don't see value enough to talk more soon, you may not have hit that hard enough. But that's not always the case. Instead of actually setting the demo that far out I've found success in saying something like - That day should work for me, tell you what, I'll follow up in a few days (two days before the demo date requested) to make sure it still works for you. At that point you set the demo and it's more fresh in their mind. Of course, only if you can't convince them to do it within two days the first time around.

Devil

Fire Starter

Partner

this is a brilliant idea! thanks!!

barney2021

Tycoon

Account Executive

I would always lead with today or tomorrow. If they say no then saying we are very busy over the next few weeks how about the 3rd day or 4th day.

GDO

Politicker

BDM

The longer the wait the lower the excitement will be. Try to hype them up again before the demo. That way they problably show up.

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Devil

not booking demo too far into future

6 comments

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