Why potential clients don’t show up to sales calls
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 cancelled or didn’t show up, it’s most likely because they were not interested enough to commit to the call if something else more important came along.
In other words, you weren’t a priority.
How to get more people show up to sales calls
So, the big question is… How do you get more potential clients actually showing up for the call they scheduled with you?
Well, it all depends on what you do BEFORE someone schedules an appointment with you.
You need to build up enough value, excitement and motivation BEFORE the sales call, so they make the sales call with you a top priority.
Here are some ways you can do that…
Tip 1: Show prospects a video before they schedule a call
A video sales letter is an excellent way to build trust and excitement in how you can help them BEFORE they speak to you. In fact, this step is SO important it’s my second step in my 5 step process to getting predictable leads & appointments each month with your ideal clients.
Why is a VSL important?
If a potential client watches a video that explains 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 kinda like having a sales person working for you 24/7.
The video itself will help you pre-qualify the people you speak with and filter out the wrong kinds of people so that you only speak to people that are your ideal clients.
To learn how to create a VSL in more detail, watch my full training video here.
Tip 2: Get prospects to fill out an application form before they speak to you
Why is this important?
- An application form allows you to ask questions that make sure your prospects understand how you can help them. For example, you could ask them what their budget is or what kind of services are they interested in. Then you can automatically filter out the leads that are not a good fit for you before you speak.
- An application form allows you to better prepare before the sales call and gauge the quality of the lead
- A prospect who fills out an application form is more likely to show up to the appointment because they have invested more time with you by filling out the application form
Tip 3: Decrease the time from setting the appointment and the sales call
In your calendar schedule settings, don’t let people schedule an appointment more than 7-10 days out.
Why is this important?
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.
Tip 4: Send email and sms automated reminders
Why is This important?
Sometimes people are genuinely interested in what you do, but they’re not very organized. So sending follow up email and SMS text reminder can be a great way to get them to show up to the appointment.
For example if you’re using Calendly you can easily toggle a setting to turn it on.
Be sure to double check your own calendar settings in whichever scheduling software you’re using (Kartra Calendars, Acuity, ScheduleOnce, etc) to make sure that email and text reminders are turned on.
Tip 5: Make it easy to reschedule
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.
How do you increase sales appointments?
At this point, you should have a good idea of what you need to do to increase your sales call show up rates. But how do you increase sales appointments in the first place? And how do you get high quality leads and sales appointments with prospects that actually WANT to work with you?
In this free training, I go through a unique strategy to get 10, 15, 30 or more high quality appointments each month with your ideal clients in a way that is automated, profitable, predictable and scalable. Click here to watch the free training.
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.