No shows are daunting – few things make me more anxious than waking up to a notification that reads “John Wilson has declined the meeting” or a message from an AE letting me know the prospect didn’t show up & is unresponsive.
No-shows and rebooking are going to happen regardless, despite your best efforts to prevent them – shit happens, your prospects are busy, things crop up or they may have even forgot what the meeting is even about.
Here are some of the ways we’ve learned to increase prospect attendance – When you’re on the phone with your prospect, always slow down and take the extra 10-20 seconds to ensure the invitation lands in their inbox and they accept it in real time – they’ve already allowed you to pitch your product and have a conversation – an extra 10 seconds isn’t going to set them off.
A lot of the time, prospects don’t show up because there isn’t genuine interest or a legitimate use-case for their business – They’ve passively accepted a meeting because you’ve convinced them to – this might be okay to do in some cases, but If you’re only being paid for qualified opportunities, why send your AE junk meetings? The solution to this is to disqualify/ qualify your prospects – ask them questions, discover pain points, and if your product helps with that pain point – shoot for the meeting. A quick recap of what you had spoken about goes a long way of ensuring your prospect shows up when cold calling – you can also ask them before the call ends: “What aspect of our solution are you most interested in learning more about during the demo”?
Before the meeting, you can send them a reminder email and include information about whatever aspect of your product they are interested in learning about. Always introduce your prospect to the AE taking the meeting, this might look like: “Hey John, meet Matt – he will be leading the demo that is scheduled for June 4th at 2:00 GMT – he is excited to give you a tour of the platform, and dive deeper into (the aspect your prospect is interested in) – feel free to invite any of your colleagues as well. See you then”
If you schedule the meeting for a long way out, follow up with your prospect a few days before through the same channel the meeting was originally booked. For instance, if you book a meeting with John on LinkedIn, follow up to confirm the date and time still suits through LinkedIn. If this is where he originally responded to you it will likely to be the best place to reach him again.
When leading up to a meeting, a good low pressure touch point is viewing your prospects LinkedIn profile. This way they will get a notification of your name and hopefully it reminds them of your upcoming call. Taking it one step further, LinkedIn allows you to “endorse” individuals for different skills. By doing this, a prospect will also get a notification with your name. This low pressure method will keep you top of mind for prospects.
-Benjamin Kelly, Nevada Nuzum, and Austin Trout-
This article was written by three SDRs on the Tugboat Logic SDR team. Benjamin, Nevada, and Austin have been with the company for about a year and are strong advocates and sharing what they’ve learned to the SDR Community
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