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

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1. 2:51

   Not for now, but in case things change down the road. My goal is to get you in the car, okay? I want to take you on a test drive. I'm not trying to talk about financing the car. I'm not trying to talk about all the different things we can do to buy out your current car. I'm just trying to get you in the car. “Once I get you in the car, aka set the meeting, then I can do all of the bells and whistles.” I can show you how we can buy out your car. I can show you all the fancy parts of the car, and then you'll be willing to consider all of the processes it takes to buy the car. So if you say, yeah, sure, I'm open to learning more, I'm going to be like, hey, great. My guess is you're a busy guy. It's Monday today. How does your Thursday afternoon or Friday morning look?

   In Meeting-setting asks

2. 3:16

   I can show you how we can buy out your car. I can show you all the fancy parts of the car, and then you'll be willing to consider all of the processes it takes to buy the car. So if you say, yeah, sure, I'm open to learning more, I'm going to be like, hey, great. My guess is you're a busy guy. It's Monday today. How does your Thursday afternoon or Friday morning look? “So I'm usually going to suggest ranges, not specific times.” When you suggest specific times, Thursday at 2, Friday at 10, that means those are the only two chances to land on your calendar, and if you're not free for those, you're almost always going to hit me with, send me an email. So suggest ranges. I just want to highlight the preface that Armand said to his ask for a meeting.

   In Meeting booking and confirmation

3. 4:35

   higher. Do they ever set up the meeting with you just to kind of like, okay, dude, I'll set up a meeting and then they don't show up if it's a few days later? How do you handle making sure that they just remember this because it was coming out of the blue? “If you set the meeting zero, one or two weeks out, the show rate is about the same.” 53 and 54% show rate. Still pretty bad. Once you go more than two weeks out, it's really bad. It starts to drop in the 40s and then eventually in the 30s once you're a month out. Okay. A couple things you can do to bring that show rate up. If you're a top quartile seller, your show rate actually jumps up to close to 75%.

   In Meeting show rates

4. 4:41

   meeting and then they don't show up if it's a few days later? How do you handle making sure that they just remember this because it was coming out of the blue? If you set the meeting zero, one or two weeks out, the show rate is about the same. “53 and 54% show rate.” Still pretty bad. Once you go more than two weeks out, it's really bad. It starts to drop in the 40s and then eventually in the 30s once you're a month out. Okay. A couple things you can do to bring that show rate up. If you're a top quartile seller, your show rate actually jumps up to close to 75%.

   In Meeting show rates

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 Reminder timing and channels

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