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Stop the no-show: How SDRs can improve meeting attendance rates
engagetech.io
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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.
Just ask one more question “There’s an extra step that we recommend reps take just after the prospect has agreed to the meeting and before you set a time.” “What would you like to get out of our meeting?”
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
Just ask one more question “There’s an extra step that we recommend reps take just after the prospect has agreed to the meeting and before you set a time.” “What would you like to get out of our meeting?”
You’re not helping anyone — even yourself — by booking appointments with prospects who clearly aren’t qualified enough. “Do they have a real need your product can solve? Are they a decision-maker? Are they a good fit?” Just ask one more question
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.
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
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.