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Stop the no-show: How SDRs can improve meeting attendance rates
engagetech.io
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Now you’re getting grief from your sales associate and, even worse, you won’t get paid commission, either. Getting ghosted in sales is even worse than getting ghosted on Tinder. “Sure, cancellations and no-shows happen.” But if more than one in four of your meetings aren’t going ahead, something needs to change. Below we share the tactics that have helped our reps achieve a very healthy 80% attendance rate.
Now you’re getting grief from your sales associate and, even worse, you won’t get paid commission, either. Getting ghosted in sales is even worse than getting ghosted on Tinder. “You’re never going to have a perfect record or even a 90% attendance rate.” But if more than one in four of your meetings aren’t going ahead, something needs to change. Below we share the tactics that have helped our reps achieve a very healthy 80% attendance rate.
Sure, cancellations and no-shows happen. You’re never going to have a perfect record or even a 90% attendance rate. “But if more than one in four of your meetings aren’t going ahead, something needs to change.” It starts with proper qualification
You get paid to book meetings on the premise that there’s a good chance the prospect will convert. Your compensation may not be tied to the end deal, but the growth of your company (and your own job and salary prospects indirectly) depends on a certain close rate. “You’re not helping anyone — even yourself — by booking appointments with prospects who clearly aren’t qualified enough.” That means you’ve got to qualify prospects properly. Do they have a real need your product can solve? Are they a decision-maker? Are they a good fit? If they’re not, you’re just wasting your time and that of everyone else in the company.
Use social proof: “Including customer success stories, testimonials, or case studies in your invitation can help build credibility and trust with the prospect.” Provide a clear next step:
If your email or calendar platform sends out automated emails, great. But you’ll still want to follow up manually to make sure your reminders are getting through. “The important thing is that you get through to them and have them confirm their attendance.” Send another reminder on the morning of the meeting. This time an email or text reminder is absolutely fine. A little nudge is all that’s needed here with a short message that says you look forward to speaking with them later.
Sure, cancellations and no-shows happen. You’re never going to have a perfect record or even a 90% attendance rate. “But if more than one in four of your meetings aren’t going ahead, something needs to change.” It starts with proper qualification
You get paid to book meetings on the premise that there’s a good chance the prospect will convert. Your compensation may not be tied to the end deal, but the growth of your company (and your own job and salary prospects indirectly) depends on a certain close rate. “You’re not helping anyone — even yourself — by booking appointments with prospects who clearly aren’t qualified enough.” That means you’ve got to qualify prospects properly. Do they have a real need your product can solve? Are they a decision-maker? Are they a good fit? If they’re not, you’re just wasting your time and that of everyone else in the company.
Start by making the title enticing. So instead of “EngageTech Demo Meeting with David,” write: “How EngageTech Can Grow Your Pipeline”. “Next, include all the contact information you could need.” Finally, write an agenda that lays out exactly what the meeting will cover and, crucially, what they will get out of it.
If your email or calendar platform sends out automated emails, great. But you’ll still want to follow up manually to make sure your reminders are getting through. “A few days before the meeting, make contact using whichever channel has been most effective with that prospect to date.” Send another reminder on the morning of the meeting. This time an email or text reminder is absolutely fine. A little nudge is all that’s needed here with a short message that says you look forward to speaking with them later.
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