Why would someone take the time to schedule an appointment in your calendar… And then not show up for the call? It doesn’t make sense, right?
Well, if someone DOES schedule a call with you, it shows they were somewhat interested in how you can help them (that’s why they booked a call!).
But, if they canceled or didn’t show up, it’s most likely because they were not interested enough to commit to the call if something more important came along.
In other words, you weren’t a priority.
So if you want to know how to increase sales, call show rates, and lower appointment no-shows, keep reading to learn what I teach my clients.
In case you are in a rush, here is a quick summary of how you can increase sales call show rates & lower appointment no-shows:
- Target the right leads to start with
- Schedule a call before a Zoom meeting
- Show prospects a video before they schedule a call
- Qualify your prospects before scheduling the call
- Remember that time affects interest
- Send automated reminders
- Keep the additional content flowing
- Make it easy to reschedule
- Use AdRoll Ads so that leads remember the appointment
If you want to know how to generate leads that are already interested in your business, watch my free masterclass for more.
How do I get more people to show up to sales calls?
1. Target the right leads to start with
The first thing you can do to minimize your no-show rate is target the right leads to start with.
If you are targeting leads that are not interested in your services or don’t have the budget to work with you, scheduling a sales call with them is a complete waste of time.
How do I target the right leads?
Start by having the right lead-generation strategy. With the right lead-generation strategy, you can target people who are already looking for what you offer.
With the right lead-generation strategy, you can find your dream leads, build valuable rapport, and speak to their pain points. Most of all, when your strategy is set up correctly, leads will schedule a call with you instead of the other way around!
To implement a lead generation strategy that works, implement each step of my free masterclass.
2. Schedule a call before a Zoom meeting
By scheduling a quick call before scheduling a Zoom meeting first, you increase the chance of your potential client showing up for the Zoom call later.
Here are a few reasons scheduling a call first is important:
- A call is less of a commitment than a Zoom call
- You get to break the ice before the meeting
- You are able to set the set meeting expectations
- You can further incentivize your lead to show up
Let’s look at this from the perspective of the potential client.
Would you rather:
- Show up to a Zoom meeting, not really having an idea of who you will speak to or what you are in for.
Show up to a Zoom meeting having already spoken to the host with clear bearings of knowing what you are in for, knowing that you will leave the meeting with a big problem solved.
For my clients, this tip alone has helped improve show-up rates from 20% – 70%.
3. Show prospects a video before they schedule a call
A video sales letter is an excellent way to build trust and excitement about how you can help them before they speak to you.
In fact, this step is SO important it’s the second step in my 5 step process of getting predictable leads & appointments each month with your ideal clients.
But, why is a VSL important?
If potential clients watch a video explaining how you can help them and who you’re a good fit for BEFORE they schedule a call, they are more likely to schedule a call ONLY if they are genuinely interested in working with you.
The video sales letter is like having a salesperson working for you 24/7.
The video will help you pre-qualify the people you speak with and filter out the wrong kinds of people so that you only speak to your ideal clients.
To learn how to create a VSL in more detail, watch my full training video here.
4. Qualify your prospects before scheduling the call
To prevent you from having someone schedule a call only to not show up, you need to qualify your leads before scheduling the call.
Why is this important, and how can I qualify my leads before the sales call?
You can qualify your leads by getting them to fill out an application form.
An application form allows you to ask questions that make sure your prospects understand how you can help them.
For example, in the application form, you could ask: “What are you hoping to get out of our services?” and “What is your budget for this.”
When a lead fills out such an application, it gives you a chance to understand better whether you and said lead is a good fit for each other. A lead who fills out the application form will likely attend your appointment.
5. Remember that time affects interest
Don’t let people book an appointment more than 7-10 days out to stop them from losing interest in your sales call.
The longer people have to wait from the time they schedule a call to the time they speak to you, the more likely they will be less interested in how you can help them.
It’s best to let them schedule a call and speak to you as soon as realistically possible – while they are still excited and motivated to work with you.
6. Send automated reminders
When you send automated reminders, you will stop interested prospects from forgetting about your scheduled call.
Sometimes people are genuinely interested in your work but are not very organized. Sending follow-up emails and SMS text reminders is a great way to get them to attend the appointment.
For example, if you’re using Calendly, you can easily toggle a setting to turn it on.
Double-check your calendar settings in whichever scheduling software you use (Kartra Calendars, Acuity, ScheduleOnce, etc.) to ensure that email and text reminders are turned on.
7. Keep the additional content flowing
The more content your client consumes, the more likely they are to attend your meeting.
But why is this the case?
It is always important to build familiarity and trust with your client by offering valuable content, even after they have scheduled a meeting with you. By sending extra useful content, you double down on showing them that you know how to solve a problem for them and remain top-of-mind.
After scheduling an appointment with your potential client, the last thing you want to do is fall off their radar. By this point, they should be used to receiving high-quality and valuable content from you. It seems untrustworthy if the content suddenly stops after they’ve converted into an appointment.
8. Make it easy to reschedule
Inevitably, some prospects will be a no-show. However, this doesn’t mean that they are a lost lead.
Sometimes unexpected things come up and get in the way. If that’s the case for one of your potential clients, rather than getting a prospect to cancel the call altogether, make it easy for them to reschedule the appointment instead.
Most scheduling tools allow you to do this out of the box. Just make sure this feature is turned on.
9. Use AdRoll Ads so that leads remember the appointment
With AdRoll ads (retargeted ads), you can stay fresh in the minds of those that have booked an appointment with you.
AdRoll works by advertising to your potential leads across other platforms that they’re on. You can set AdRoll up to retarget certain leads based on their actions after visiting your sales funnel.
Whether it be that they have merely visited your website, abandoned your sales funnel midway through scheduling an appointment, or have scheduled the appointment. AdRoll can re-advertise to them across other platforms using specific content you design for each scenario.
The key here is to retarget leads that have booked with extra valuable content they will find useful before the meeting.
Unfortunately, no-shows are an inevitable part of the sales process. The good news is that you can use plenty of strategies to minimize your no-show rate to a manageable level.
Such strategies include targeting the right leads to start with, scheduling a call before a Zoom meeting, qualifying your leads, sending your leads a video sales letter (VSL) before the meeting, and staying fresh in your leads’ minds after they have booked an appointment with you.
If a lead is a no-show, it is important to remember that this can be for many reasons and does not directly mean they are not interested. So be sure to make it easy for them to be able to reschedule with you. If it is that they are not interested, it is important to remember that there are other leads out there.
Most importantly, the most effective way to improve your appointment no-show rate is by having the right lead-generation strategy. With the right lead-generation strategy, you can reach people already looking for your services, which means they will most likely attend a meeting with you. Watch my free masterclass, where I show you how to reach these kinds of leads.
Ashley Davis (or ‘Ash’ for short) is the CEO & Founder of Skyline Social. For over 15 years, he has been helping business owners with lead generation. Ash specializes in helping businesses get high-quality leads, appointments and clients each month in an automated, scalable and profitable way. You can watch his free Masterclass training to learn more.