Nothing Is Sold Outside Of A Conversation…
So you’re on a sales call waiting for your prospect to show up.
2 minutes goes by… “That’s okay, maybe they’re just finishing up with something” *twiddles thumbs*
5 minutes goes by… “Hmm, did I have the right time in my calendar?”
8 minutes goes by…. “Okay, something’s wrong here. Why did this person book a call with me and not bother to show up?”
10 minutes goes by… “They’re such a jerk! I could have booked someone else for this time slot! Ugh.”
This is SO frustrating!
And it’s not the first time it’s happened to you, is it?
Your calendar is reasonably booked up with sales calls, but very few, if any, actually show up. You send them follow up messages asking “Hey, what gives?” and they ghost you.
Well, I’m here to tell you, it’s not your prospect’s fault. It’s yours.
One of the members of our community recently asked me about this type of scenario and what to do about it. Here’s what I suggested…
While you cannot guarantee a 100% show up rate, there are a few things you can do before the call to significantly increase your chances:
- Nothing is sold outside of a conversation… not even a conversation. If they don’t show up, chances are you didn’t do a good enough job at selling the benefits of the call itself! Reflect back on how you positioned the call. What’s in it for them?
For all they know, you’re just trying to pitch them. That feels risky… we need to remove the risk so they’re excited to speak with you.
- Try not to book the sales call more than 2-3 days out from your appointment conversation. Life gets in the way sometimes, and past that time frame, you become less on the forefront on the prospect’s mind.
- Friend them on social media. At this point, you’re less of a faceless person trying to sell them something, and more of a real person that actually cares.
- Use your phone and record a quick 30-second video telling them you’re excited to meet with them. Be sure to hit on a benefit they’ll get as a result of the call. Send it to them the day before your meeting.
By doing this, your live call show up rate should increase, along with your closing rate because the prospect is more engaged with you and can tell that you are genuine in your approach to helping them solve their problem.
Give it a try next time you’re booking your sales calls!
And whenever you’re ready, here are a few ways we can work together further…
Join our free group
My favourite thing to do is to hatch client creation strategies and I often shares the behind-the-scenes strategies we’re working on inside our High Ticket Selling Lab group. Click here to join.
Watch one of our free trainings
We currently offer two free on demand classes. The first will help you create a pipeline and fill it with qualified leads. Click here to watch the Prospecting Class. The second class will help you close more sales in 5 simple steps. Click here to watch the Closing Class.
Join our Sales Appointment Mastery Program and become a Case Study
I’m putting together a new case study group this month that will show you how to book more sales appointments… stay tuned for details. If you’d like to work with on a process for generating more sales calls online, just message me here with “Sales Appointment Mastery” and I’ll send you the details.
Work with me and my team privately
If you’d like to work with me and my team directly to help you build a 6- or 7-figure business, just message me here with “Private” in the subject line and tell me a little bit about you and your business. I’ll send over all the details.
And also, if you’d like a free copy of my book that shows you the 12 Foundations to build a business that is fun, fulfilling, and financially freeing you can grab that here: heatherprestanski.com/book