How to Stop Prospects From No-Showing Sales Calls
Ryan Stewart
I'll build you a marketing engine that generates new clients in 90 days or less (or you don't pay).
Getting ghosted sucks.
No, I'm not talking about the dating world where people don't respond to your texts.
I'm talking about in the business world when prospects don't show up to sales calls or answer your emails.
There's absolutely nothing worse than wasting?a ton of energy chasing down prospects who never really had any intention on working with you.
This became a debilitating problem for one of my companies (The Blueprint Training) .
We were generating close too 100 leads per month, but half of them would no-show without warning.
It's was a tremendous drain on resources and it took a toll on our sales team.
Luckily, we have an amazing team who came up with a 3 part strategy to attack this problem head on.
These 3 things helped us fix the problem almost immediately. Our May 2022 sales call show up rate was 80%.
When Adriana asked for help inside of our Pro Slack community, I jumped at the opportunity to share our strategy.
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3 Strategies to Stop Prospects From Ghosting
Strategy 1 = Increase Friction, Reduce Conversion Rate
- Yes, that's right. Reduce conversion rate by increasing friction.
- Add more friction to your forms with longer questions to get buy-in from the prospect.
Strategy 2 = More Touch points, More Context
- Leverage automated email + text reminder for the call 2 hours before the meeting. DO NOT send notifications the day before, only on the same day.
- Create a VSL (video sales letter) covers "how" we solve their problem. This is a 12 - 20 minute video showing your process, giving them context for how you can help (here's a great example of the one we use at The Blueprint Training right now).
- Introduced thank you pages off the back of bookings that hosted the VSL for educational purposes.
- Hired a caller to dial up leads and ask a few questions to qualify the prospect further. This added in a key human touchpoint + the ability to remove leads that aren't a good fit for sales calls.
Strategy 3 = Create A Better MACRO Offer
- Everyone is usually pitching the same offer (book a consultation, get a free proposal, etc). There's not a lot of value in that offer to hook a prospect into showing up.
- Rebuild an offer that has more value to the prospect, which will get them excited about showing up to the call.
I cover each of these bullet points on a whiteboard in the short video below:
P.S. This is the type of content you expect from The Blueprint Pro Slack community. Whatever you need help with, I got you. I'm running 100% of my consulting through there (and it's only $59...for now).
Learn more here:?https://theblueprint.training/slack-channel/