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Sales Meeting No-Shows: What You Should Do Next
marketingprofs.com
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Follow up with a phone call if your prospect isn't appearing on the screen. Be ready to adapt to clients' needs in case they can't understand, or they're having technical issues with, your sales meeting software or conferencing system. “Offer a range of meeting times” It's no secret that prospects are often incredibly busy, but the study shows just how chaotic a prospect's daily schedule can be. Fully 10% of no-shows got called into another meeting, 3.9% had a previous meeting run long, and 2.4% realized that they were double-booked. That's a total of 16.3% of no-shows caused directly by scheduling issues.
It's no secret that prospects are often incredibly busy, but the study shows just how chaotic a prospect's daily schedule can be. Fully 10% of no-shows got called into another meeting, 3.9% had a previous meeting run long, and 2.4% realized that they were double-booked. That's a total of 16.3% of no-shows caused directly by scheduling issues. “To counteract this issue, offer a range of meeting times instead of expecting your prospects to be completely punctual.” Always assume that your prospects' time is more valuable than yours. Be patient with them and be prepared to adjust at the last minute.
It's no secret that prospects are often incredibly busy, but the study shows just how chaotic a prospect's daily schedule can be. Fully 10% of no-shows got called into another meeting, 3.9% had a previous meeting run long, and 2.4% realized that they were double-booked. That's a total of 16.3% of no-shows caused directly by scheduling issues. “This is especially true for meetings with a higher-value prospect or a higher-ranking executive who is particularly hard to get on the schedule.” Always assume that your prospects' time is more valuable than yours. Be patient with them and be prepared to adjust at the last minute.
When it happens, too many salespeople mistakenly assume that a "no-show" is just not interested in their offer, and so they move on to other prospects. “Many no-shows happen for different reasons, such as scheduling conflicts, illness, internal disorganization at the customer's company, and more.” Just because your prospect is a no-show doesn't mean they're not interested in buying from you!
In fact, no-shows are a hidden source of future business opportunity. “We conducted a study over two years, surveying 330 prospects who were no-shows for their sales appointments but who agreed to reschedule the meeting.” The study results were surprising.
In fact, no-shows are a hidden source of future business opportunity. “Since these prospects were still interested enough in the sales offer to reschedule the meeting, we wanted to know why they had not been able to show up for the initial sales conversation.” The study results were surprising.
One of the most frustrating moments of the sales process is the all-too-common "no-show"—when a prospective customer fails to show up for a meeting or isn't available to take a scheduled sales call. “When it happens, too many salespeople mistakenly assume that a "no-show" is just not interested in their offer, and so they move on to other prospects.” However, a recent study of hundreds of sales conversations from Strategic Sales and Marketing (SSM) discovered that no-shows don't always mean "no." Many no-shows happen for different reasons, such as scheduling conflicts, illness, internal disorganization at the customer's company, and more.
When it happens, too many salespeople mistakenly assume that a "no-show" is just not interested in their offer, and so they move on to other prospects. “Many no-shows happen for different reasons, such as scheduling conflicts, illness, internal disorganization at the customer's company, and more.” Just because your prospect is a no-show doesn't mean they're not interested in buying from you!
However, a recent study of hundreds of sales conversations from Strategic Sales and Marketing (SSM) discovered that no-shows don't always mean "no." Many no-shows happen for different reasons, such as scheduling conflicts, illness, internal disorganization at the customer's company, and more. “Just because your prospect is a no-show doesn't mean they're not interested in buying from you!” In fact, no-shows are a hidden source of future business opportunity.
In fact, no-shows are a hidden source of future business opportunity. “Since these prospects were still interested enough in the sales offer to reschedule the meeting, we wanted to know why they had not been able to show up for the initial sales conversation.” The study results were surprising.
One of the most frustrating moments of the sales process is the all-too-common "no-show"—when a prospective customer fails to show up for a meeting or isn't available to take a scheduled sales call. “When it happens, too many salespeople mistakenly assume that a "no-show" is just not interested in their offer, and so they move on to other prospects.” However, a recent study of hundreds of sales conversations from Strategic Sales and Marketing (SSM) discovered that no-shows don't always mean "no." Many no-shows happen for different reasons, such as scheduling conflicts, illness, internal disorganization at the customer's company, and more.
In fact, no-shows are a hidden source of future business opportunity. “Since these prospects were still interested enough in the sales offer to reschedule the meeting, we wanted to know why they had not been able to show up for the initial sales conversation.” The study results were surprising.
When it happens, too many salespeople mistakenly assume that a "no-show" is just not interested in their offer, and so they move on to other prospects. “Many no-shows happen for different reasons, such as scheduling conflicts, illness, internal disorganization at the customer's company, and more.” Just because your prospect is a no-show doesn't mean they're not interested in buying from you!
In fact, no-shows are a hidden source of future business opportunity. “We conducted a study over two years, surveying 330 prospects who were no-shows for their sales appointments but who agreed to reschedule the meeting.” The study results were surprising.
As far as we know, this is the first study of its kind to go deep into the reasons sales prospects don't show up for scheduled sales appointments. These findings can be useful for salespeople and entrepreneurs who want to understand the true causes of sales no-shows. “56.0% of prospects missed their sales appointment because they were "overwhelmed by internal events."” 10.0% got called in to another meeting.
6.0% had an emergency. “5.2% had a technical issue with the meeting invitation.” 5.1% had unexpected travel.
One of the most frustrating moments of the sales process is the all-too-common "no-show"—when a prospective customer fails to show up for a meeting or isn't available to take a scheduled sales call. “When it happens, too many salespeople mistakenly assume that a "no-show" is just not interested in their offer, and so they move on to other prospects.” However, a recent study of hundreds of sales conversations from Strategic Sales and Marketing (SSM) discovered that no-shows don't always mean "no." Many no-shows happen for different reasons, such as scheduling conflicts, illness, internal disorganization at the customer's company, and more.
So, don't assume that a no-show means prospects aren't interested; they are often getting derailed and thrown off schedule for reasons that have nothing to do with you. Don't be resentful or disappointed when a no-show happens; use it as an opportunity. “Many of these no-shows are still happy to have the sales conversation if you can just get on the phone at a time that works for them.”
In fact, no-shows are a hidden source of future business opportunity. “We conducted a study over two years, surveying 330 prospects who were no-shows for their sales appointments but who agreed to reschedule the meeting.” The study results were surprising.
In fact, no-shows are a hidden source of future business opportunity. “Since these prospects were still interested enough in the sales offer to reschedule the meeting, we wanted to know why they had not been able to show up for the initial sales conversation.” The study results were surprising.
Some 5.2% of no-shows happened because of a technical issue with the sales meeting invitation. That is a surprisingly large amount, and it's a reminder that your company needs to have a backup plan in case your meeting invite or conference software doesn't work. “Follow up with a phone call if your prospect isn't appearing on the screen.” Offer a range of meeting times
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