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Happy National Feel the Love Day! Today is the day you call your prospects and whisperβ¦ βI love youβ. Works like a charm. Try it out π
In todayβs Follow Up:
How to stop no shows π ββοΈ
Your personal SDR on steroids π
Sales stories in the news ποΈ
Sales jobs for closers π’
Linkedin, meme, and review β
Sales Fact of The Day
83% of prospects who request info donβt buy for 3β12 months
Getting Rid of No Shows
No-shows might be one of the worst parts of sales.
You did everything right.
Targeting the right prospect. Getting their attention. Asking for the meeting, and finally getting a time on the calendar.
All of that work.
Just for the prospect to NOT SHOW UP.
So how can you make sure your prospect shows up for the call?
Letβs take a look. π
1. Donβt schedule more than 3 weeks out.
When it comes to scheduling meetings, time is not your friend.
The sooner the better.
In an ideal world, you want to schedule a meeting within the same week. This gives you enough time to prepare for the meeting while your prospect's interest is still high.
When you increase the time between your first interaction and the next call, you give your prospect time to re-think the reason why they agreed to the meeting.
In sales, you want to strike while the iron is still hot. Donβt let time kill your deals.
2. Set automated email reminders with sales tools
This is a feature offered by most email sales tools.
Set up an automatic email reminder to be sent to your prospect 8-12 hours before the call. This brings your meeting to the top of their mind and gives them an opportunity to reschedule if needed.
Donβt overthink this one. Set it and forget it.
3. Send a pre-meeting agenda or personal video
Pre-meeting agendas and videos are a great way to remind your prospect about the meeting, and get them to re-confirm.
This can look something likeβ¦
βHey John Doe - Looking forward to our meeting this afternoon. Weβll be covering:
What tool youβre currently using.
How we compare.
What our tool can do for your team.
Is there anything else we should make sure to cover?β
When you receive a reply, the prospect is confirming that they are aware of the meeting and will be attending.
Start sending an agenda and watch your no-show rates plummet π.
4. Get your team involved
If itβs an important call, ask your manager or teammate to join.
Before the meeting send an email to the prospect, letting them know theyβll be joining.
βHey John Doe - Looping in my VP of sales, Jack Attack.
Just wanted to give you a heads up that heβll be joining our meeting this afternoon to discuss xyzβ¦β
This acts as another reminder and lets the prospect know itβs an important call.
Save this one for the big deals. π
What if you adopt all these tactics and your prospect still doesnβt show up?
Follow up, then move on.
People miss meetings for a ton of different reasons.
They could have forgotten, had an emergency come up, or prioritized their internal work over your 30-minute demo.
If you just had a no-show, hereβs what not to do:
Take it personally and send passive-aggressive messages.
Say youβre sorry (it's not your fault they didnβt show up.)
Give up on the meeting.
Instead:
Email them right away letting them know you were on the call and they didnβt show.
If they donβt respond π
Add them to an automated email campaign to re-schedule the call.
If they donβt. respond π
Move on. Your time is a priority and is better spent finding new opportunities. Set a reminder to follow up in 3 months and hit them with βis this a better time?β.
What's Your Favorite Way to Reduce No-Shows?
Your Personal SDR on Steroids π
The guys at Sales.co have mastered the art of cold email.
How do we know?
Because we got the opportunity to meet and learn from them. π
With the power of scraping and cold email, the guys at Sales.co have figured out how to generate more monthly meetings than a $150K sales rep.
Theyβre taking on a few new clients this month, and offering custom videos to The Follow Up readers.
See exactly how they can generate meetings for you on autopilot.
π
Sales Tip of The Day
When sending cold emails, donβt talk about what your product does.
Talk about what it can do for your prospect.
β Our tool is the best social media scheduler on the market.
β Our tool helps you schedule your social media posts to every platform in one click.
No one cares about your product or service. They care about what it can do for them.
Sales in the News π
The best use cases for AI-generated emails include better scale, avoiding spam filters, and improving your writing.
Why being the first sales rep at a startup is both tough and rewarding.
The resume Tom Brady used to apply for Wall Street jobs while at the University of Michigan.
Is selling solar really as lucrative as people say?
Cool Jobs at Cool Companies
Enterprise BDR @ Send (Remote)
New Business Sales - Federal @ Apptio (NC / Remote)
National Account Manager @ Belkin (Remote)
Enterprise Account Executive @ Webflow (Remote)
Checking in on LinkedIn β
Always Be Following Up π€
Sales Meme of the Day
Reader Review of The Day βοΈ
Want your review featured? Vote on the poll at the bottom and leave us a review!
And thatβs a wrap!
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