Stop Your Sales Call No-Shows 🙅‍♂️

No show = no deal

Our friends over at Sales.co help busy business owners and sales teams fill up their calendars with sales calls on autopilot. Get a free custom video showing how they'll book meetings for you!

Happy National Feel the Love Day! Today is the day you call your prospects and whisper… “I love you”. Works like a charm. Try it out 💗 

In today’s Follow Up:

  • How to stop no shows 🙅‍♂️

  • Your personal SDR on steroids 💉 

  • Sales stories in the news 🗞️

  • Sales jobs for closers 🏢 

  • Linkedin, meme, and review ✍️ 

Sales Fact of The Day

83% of prospects who request info don’t buy for 3–12 months

Source: MarketingDonut

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?

Let’s take a look. 👇️ 

1. Don’t 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. Don’t 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.

Don’t 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 like…

“Hey John Doe - Looking forward to our meeting this afternoon. We’ll be covering:

  • What tool you’re currently using.

  • How we compare.

  • What our tool can do for your team.

Is there anything else we should make sure to cover?”

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 📉.

4. Get your team involved

If it’s an important call, ask your manager or teammate to join.

Before the meeting send an email to the prospect, letting them know they’ll be joining.

“Hey John Doe - Looping in my VP of sales, Jack Attack.

Just wanted to give you a heads up that he’ll be joining our meeting this afternoon to discuss xyz…”

This acts as another reminder and lets the prospect know it’s an important call.

Save this one for the big deals. 😎 

What if you adopt all these tactics and your prospect still doesn’t 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, here’s what not to do:

  • Take it personally and send passive-aggressive messages.

  • Say you’re sorry (it's not your fault they didn’t show up.)

  • Give up on the meeting.

Instead:

  • Email them right away letting them know you were on the call and they didn’t show.

    If they don’t respond 👇️ 

  • Add them to an automated email campaign to re-schedule the call.

    If they don’t. respond 👇️ 

  • 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 “is this a better time?”.

What's Your Favorite Way to Reduce No-Shows?

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Your Personal SDR on Steroids 💉 

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. 👇️ 

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.

They’re 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.

👇️ 

Sales Tip of The Day

When sending cold emails, don’t talk about what your product does.

Talk about what it can do for your prospect.

❌ Our tool is the best social media scheduler on the market.

✅ 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 🗞️ 

  • 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

Checking in on LinkedIn ✍️ 

Always Be Following Up 😤 

Sales Meme of the Day

Reader Review of The Day ✍️

Want your review featured? Vote on the poll at the bottom and leave us a review!

And that’s a wrap!

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