How to Reduce Your No Show Rate on Calls
Michael Hanson
Empowering B2B Sales Teams to Have Better Conversations | CEO - Growth Genie, Host - COSMIC Bridge Podcast
Most sales meetings don't have agendas, so break the mould. Here is an example:
“Gabby, Jeff - excited to speak with you both on Friday. Here is an agenda for our call:
If there’s anything you’d like to add, please let me know”
2. Send an SMS or Whatsapp 24 hours before the meeting
The average open rate for an SMS is over 90% compared to just 20% for an email. If you have their mobile number, use it to send them a text the day before. Here is an example:
“Jeff, look forward to chatting about your outbound pipeline goals for H2 tomorrow at 2PM UK. Michael, Growth Genie
3. Call the attendees before the meeting
If you have their mobile numbers, you should give each person a call and say:
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“Gabby, look forward to connecting tomorrow at 2pm. I had planned to ask some questions to understand your goals and challenges for this project, and then run through how we have helped some similar SaaS companies this year. So I can make the call as relevant as possible, what else would you like to see on the agenda?”
4. Connect with each person on LinkedIn
Super simple but effective tip. This is just another way to stay top of mind with a message similar to the text:
“Jeff, look forward to our call tomorrow at 2PM UK with Gabby. Be great to connect here also.”
If they accept, this has the added benefit that you can send them voice notes after, which you can't send to second connections
5. Don’t bully people into meetings
There is nothing worse than an overly aggressive sales person. Polite people find it difficult to say no or hang up, so they will accept a meeting but not show up. A way to avoid being pushy is to ask this question before going for a meeting:
“Would you be interesting in learning more?”
This helps you gauge their interest and see if they are genuinely interested in having a meeting or just want to get you off the phone.
Anything else I've missed? Leave your thoughts in the comments
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2 年Great suggestions!! Honestly I have never sent an invite with a detailed agenda . I can see how more meaningful can be .
Overcome sales objections, ghosting, prospecting challenges and generate more sales. Personalised 1:1 Sales & LinkedIn coaching. Group Training also available. 30 years international selling experience.
2 年Great points Michael Hanson most people don’t think about nunber 4.
Statistics | Machine Learning | Computer Science
2 年Thanks for sharing!
Marketing Operations Manager at SkillCorner
2 年Great tips here Michael!
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2 年These are awesome! Big fan of the AE sending a video setting the agenda ahead of the call. "Hey Mikey, I'm Will the AE you'll be meeting this Thursday at 3pm ET. I got some insight from Gabby on what you might be trying to achieve with decreasing no shows. The agenda for that call, I'd like to learn more about the reasons behind these no shows and how that's affecting your business. I've also prepped a short overview based on what you told Gabby was important in a new solution. Please let me know if there's anything else super specific you'd like me to prepare. If not, look forward to chatting Thursday!" This achieves five things: - Confirms the time / date - Sets a clear agenda & opens it up for additions - Show's the client they wont have to repeat themselves because an SDR handover has taken place - Puts a face to an otherwise unknown AE so the prospect feels less inclined to cancel - No CTA so light lift for the prospect