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Padraig123

Mid Market Account Executive

Executive
Good Citizen
Contributor
+4

Prospect no shows twice

When a prospect no shows for a second time in row on a previously confirmed meeting how aggressive do you get with your follow up note? 

What I want to say below: 

Seems like this isn't a priority for you. Normally it's common courtesy to give people a heads up when canceling for the second time.
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11 comments

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Gasty
Notable Contributor
8
War Room Community Manager
If it’s an outbound lead, there’s a chance the prospect accepted because they were pushed into it / didn’t understand anything before accepting.

if it’s an inbound lead, there’s a chance the prospect might actually be busy. Maybe a note on around this:

“Hey Xx, you couldn’t join the call today which tells me that either YY is not of immediate interest/priority or you’ve been keeping really busy. In either case, would love to hear back from you.”
antiASKHOLE
Tycoon
6
Bravado's Resident Asshole
Keep it professional and leave your feelings out of it. Reach out to see what happened and then try for a 3rd time based on their response.
CuriousFox
WR Officer
4
🦊
Maybe they had an emergency?
dualaces123
Opinionated
3
Account Executive
This only works if the meeting was scheduled in certain ways, but I really like going the opposite route. I pretend I missed the meeting and apologize profusely.
"Hey John, I am SO sorry about earlier. I realize we had our Zoom scheduled for 10 but I ended up on another call that went long and I completely lost track of time. I know it was completely unprofessional of me and if I were you, I'd probably blow me off at this point. But, last time we spoke you mentioned that fixing XYZ was a priority and I know ABC company can help with that, and I don't want to let my unprofessionalism get in the way of you being the hero for your company by bringing a solution. Has my mistake prevented us from hopping on a call on Monday?"

I come from the school of thought that you never want to back someone into a corner, always gotta give them a way out. By YOU becoming the f**kup instead of them, often times they'll confess that they missed the meeting also and you suddenly have some rapport. Or, they'll let you take the fall and try to use it as leverage. Who cares. I'd rather have the meeting than not. OR, in rare cases, they'll figure out what you're doing, and more often than not they respect/like it. If they use it to not hop on a call, they were never getting on a call anyway.

Good luck.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
If want to burn a bridge, sure.
There are 2 things which come to mind:
(1) he has legit reasons and its just bad luck on your part. Sucks, but it happens.
(2) you haven't created enough value or a big enough reason for him to prioritize your meeting.

Hope that helps. Good on getting #3.
jefe
Arsonist
2
🍁
I understand the inclination, but soften it a little and keep it professional. @Gastyrephrased it nicely.
Padraig123
Executive
1
Mid Market Account Executive
Should have clarified into adding a “what I want to say” vs “what I’m actually going to say”
Kosta_Konfucius
Politicker
1
Sales Rep
I would say its not a priority, send a break up email, but I wouldnt do the courtesy line
YoursTruly
Politicker
1
Account Executive (SaaS)
Meh. A guy ni showed me twice and then came on the third time about 4 months later. Wasn’t the right contact and he gave me a referral. Keep it professional, let them take a breath after an initial missed connection email then try again.
saaster
Fire Starter
1
Account Executive
Cut bait. And say exactly what you said. Spend time with prospects who want to spend time with you.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Try multi-threading around them at this point

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