How to Ask For The Meeting and Make Sure They Show Up (Tenbound Podcast)

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1. 2:03

   They might be on the toilet and be answering their phone. And so when you're catching someone in the middle of an interruption, they're barely even listening to your pitch, let alone a long-winded explanation of even considering buying something. So you always want to do two steps. “Number one, validate interest before you schedule the meeting and then schedule the meeting.” So after I give my problem prop or after I handle a final objection, I'm going to remove the pressure of the sale entirely. And when I ask you for the meeting, David, I'm going to ask you something like this. I'm going to say like, hey, David, my guess is you're probably this thing right this second, but are you open to learning more when I'm not cold calling you out of the blue?

   In Meeting booking and confirmation

2. 5:15

   So, it's the difference between keeping 4 meetings and keeping 3 meetings. Or if you book 40 meetings, it's the difference between keeping 20 meetings and 30 meetings. It's a big difference. It starts to add up. Here's how you do it. “So you send confirmation emails.” And the data act is sending a confirmation email versus not. Inconclusive. It's almost exactly the same show rate. But if you send good confirmation emails, I can guarantee that a good confirmation email is better than no confirmation email if the average confirmation email is about the same.

   In Meeting booking and confirmation

3. 5:42

   It's almost exactly the same show rate. But if you send good confirmation emails, I can guarantee that a good confirmation email is better than no confirmation email if the average confirmation email is about the same. So if you set it a week out, you're going to send two confirmation emails. “One 7 days before and one 1 day before.” And the key is you want to include a goodwill deposit in your confirmation email. So for example, if you just announced the 10 Bound SDR Leader of the Year Awards, we're a week out from our meeting. My email might sound like this. David, really looking forward to our meeting.

   In No-show reduction

4. 6:44

   Instead, you want to have personalization and research and show that you put some prep under the call to make them feel bad. Then the day before confirmation, all you do is you bubble up that thread. It's like, David, putting the zoom at your fingertips for tomorrow. Looking forward to chatting. So you need at least one personalized confirmation email. “A meeting within three or four days, you just send the one personalized confirmation email” the day before. That's it. Got it. Okay. I'm trying to put myself into their shoes. They've probably got tons of meetings and they show up on Thursday and they're like, look at their calendar and they go, who is David Delaney? I don't know who this is. Cancel.

   In No-show reduction

5. 7:04

   the day before. That's it. Got it. Okay. I'm trying to put myself into their shoes. They've probably got tons of meetings and they show up on Thursday and they're like, look at their calendar and they go, who is David Delaney? I don't know who this is. Cancel. “If you're confirming it a couple of times like that with personalized information, what” you've seen is there's more likely that they'll go, oh, I know what this meeting is. So I'm going to go ahead and show up. Yeah, I mean, most reps are prepping for their sales meeting to some degree, even if it's a 90 second skim of the prospect's website and you're already there. You're already like doing that minimum prep.

   In No-show reduction