JC10X profile picture
JC10X profile picture

JC10X

Senior Sales Manager

Politicker
Arsonist
Valued Contributor
+6

Tips on decreasing no shows!

I have a couple below but please comment and share your best practices - want to learn from you all!


Tips to increase meeting show rate

1. study most successful week/month (show)

2. see roles + situations that compelled the most shows

3. check how many are pending vs how many REALLY no showed

4. Validate booked time frames - longer than 1 week is a bit risky

5. How many are already rescheduled? How many missing - any situations in common that caused the reschedule?

6. Set a second reminder on the calendar invite - 1 for 30 mins and another 10 mins prior :)

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18 comments

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softwaresails
Politicker
5
Sales Manager
The most helpful thing our organization has done to increase the likelihood a prospect shows for an online meeting is to remind them about the meeting.ย 

We do this by scheduling a text / email reminder (sometimes both) to be sent to the prospect an hour or two before the meeting and also calling the prospect the day before to remind them about the appointment and do additional discovery before we get on the phone for the walkthrough.
JC10X
Politicker
0
Senior Sales Manager
Thank you!
Ozz
Politicker
0
Account Executive
Yes, 100% - we use calendly and have automation to send a email reminder 1 day before and 1 hour before. Only no shows are non-serious prospects or someone that has an emergency which is nice.ย 
funcoupons
WR Officer
3
๐Ÿ‘‘
My biggest way to avoid no shows is to properly qualify my leads to begin with.ย 

Some might disagree, but I don't objection handle as if my life depends on it just to get a meeting. I gladly walk away from prospects who are rude, express total disinterest (one word answers for everything,) or who give non-answers to even the most basic of qualifying questions.ย 

Why spend precious time persuading these people to accept a call when they don't care or really don't have time to consider my pitch? And even if they do humor me and show up, are they really going to go down the sales process path with me? Likely not.

I usually make note to circle back to dud prospects down the line to see if they're feeling pain, or maybe the rude ass POC got fired. Who knows, but I'm not going to waste time now!

JC10X
Politicker
0
Senior Sales Manager
This is great! Stealing this for a pep talk tomorrow! Any tips on disqualifying besides the one word answers or non answers? How have you seen this impact your overall performance? Very curious,thanks!
funcoupons
WR Officer
2
๐Ÿ‘‘
Happy to help!ย 

Other disqualifiers will greatly depend on your industry. But to be broad...ย 


- If the person is not the DM or at least directly connected to the DM (other executive level employees) I don't fight too hard and will instead call back another time for a higher level person. I definitely don't pitch gatekeepers, I give them as little info as possible.

- If the person doesn't speak English well enough to have a casual conversation I don't push hard. I sell a complicated product that's tough enough for people to understand, a language barrier makes it damn near impossible. I leave leads like that hoping a colleague who speaks their language can connect with them.

- If the DM is elderly (70+) I'd rather pass. Too many battles there.

- Beware of prospecting family businesses. Dad might be the DM but you can bet that mom, sister, aunt, and brother all get a say...

- Personal connection to their current vendor (friends, family, sit on same board, they're a donor) has me bailing pretty quick.ย 

I think knowing where to focus my time and energy can only improve my performance. A lot of people will disagree with me saying everything is winnable and maybe it is, but I'm in an industry where leads are limitless and I can be picky.
MaximumRaizer
Politicker
2
Sales Manager
My biggest way to avoid no shows is to properly qualify my leads to begin with.ย 
Blackwargreymon
Politicker
2
MDR
The most helpful thing our organization has done to increase the likelihood a prospect shows for an online meeting is to remind them about the meeting.
Broncosfan
Politicker
1
Account Manager
Create a compelling calendar invite that reminds them of why they're taking the call. If they cancel or no show, reference their why and ask if it's no longer relevant for them.
Mr.Pickles
Arsonist
1
Sr. Customer Success Manager
sms the day before
FightingFistDrangon
Politicker
1
Director of Sales
Create a compelling calendar invite that reminds them of why they're taking the call. If they cancel or no show, reference their why and ask if it's no longer relevant for them.
Clashingsoulsspell
Politicker
1
ISR
Why spend precious time persuading these people to accept a call when they don't care or really don't have time to consider my pitch? And even if they do humor me and show up, are they really going to go down the sales process path with me? Likely not.
MR.StretchISR
Politicker
1
ISR
Why spend precious time persuading these people to accept a call when they don't care or really don't have time to consider my pitch?
Jesterlord
Politicker
0
BDR
ย I don't have a tip to offer, but I appreciate the information and hope to apply it effectively.
Jesterlord
Politicker
0
BDR
ย I don't have a tip to offer, but I appreciate the information and hope to apply it effectively.
Mr.Floaty
Politicker
0
BDR
I don't have a dog in this fight. The last gaming system I touched was the old school Nintendo.
Cyberjarre
Politicker
0
BDR
volatile but the future for sure.
Error32
Politicker
0
ISR
Buy the dip! Miners are heating my basement.

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