#114: Pro Tips to Improve Show Rates on Sales Calls with James Donovan

If you're running an online business, you know that sales calls are essential for closing deals. But getting people to actually show up for those calls can be a major challenge.

A low show-up rate can be incredibly frustrating. You've spent time and money generating leads and booking calls, only to have a large percentage of those leads not even bother to show up. This wastes your time and resources, and ultimately hurts your bottom line.

But don't worry - there are a number of things you can do to improve your show-up rates and get more people on your sales calls.

Understanding the Problem: Why People Don't Show Up

Before we dive into the solutions, it's important to understand why people might not be showing up for your sales calls in the first place. Here are a few common reasons:

• They forgot about the call: Life gets busy, and it's easy to forget about a scheduled appointment, especially if it was booked several days or weeks in advance.
• They're not interested anymore: Something may have changed since they booked the call. They may have found a different solution, lost interest in your product, or simply decided it's not a priority right now.
• They're not convinced of the value: They may not be sure if your product or service is a good fit for them, or if it's worth their time and money.
• They had a bad experience with sales calls in the past: Many people have had negative experiences with pushy or aggressive salespeople, and they may be hesitant to get on another sales call.

Strategies to Improve Your Show-Up Rates

Now that you understand some of the reasons why people might not be showing up for your calls, let's look at some strategies to improve your show-up rates:

1. Optimize Your Booking Process:

• Don't let people book same-day appointments: Give yourself enough time to implement the strategies outlined below. A minimum of 24-48 hours is a good starting point.
• Use a questionnaire to pre-qualify leads: This helps you ensure that only leads who are genuinely interested and a good fit for your product or service are booking calls.
• Ask qualifying questions on the booking form: Include questions about their role in the decision-making process, their budget, their timeline, and their pain points.
• Use a scheduling tool that integrates with your CRM and sends automated reminders: This will help you streamline the booking process and keep track of your leads.

2. Nurture Your Leads Before the Call:

• Send automated email and SMS reminders: These should be personalized and include the date, time, and any other relevant information about the call.
• Send valuable content that addresses their pain points: This could include blog posts, case studies, testimonials, or videos.
• Connect with them on social media: This helps you build rapport and stay top-of-mind.
• Engage with them in a way that feels personal and authentic: Don't make it sound like a robot is sending the messages.
• Break up messages into smaller chunks, just like you would in a real conversation.
• Use a casual tone and consider adding small typos or using lowercase for some words to mimic real texting. But don't go overboard with this, as it could come across as unprofessional.
• Ask questions in your messages to encourage engagement.
• Confirm their attendance a few hours before the call. If they don't respond, have someone on your team call them to reconfirm.

3. Sell the Value of the Call:

• Make it clear what they will gain from the call: Emphasize the benefits of speaking with you and how it can help them solve their problems.
• Position the call as a consultation or strategy session, rather than a sales pitch: People are more likely to show up if they feel like they're going to get value from the call, regardless of whether they buy from you or not.
• Use compelling language in your booking confirmation and reminder messages: Instead of simply saying "Confirm your appointment," try something like "Don't miss this opportunity to learn how to [solve their biggest problem]."

4. Provide a Seamless Call Experience:

• Use a reliable video conferencing platform: Make sure your chosen platform is easy to use and provides a high-quality audio and video experience.
• Be on time and prepared: This shows that you respect their time and are serious about helping them.
• Make the call interactive and engaging: Ask questions, listen to their answers, and tailor your presentation to their specific needs.

5. Follow Up After the Call:

• Send a follow-up email thanking them for their time, even if they didn't buy: This keeps the lines of communication open and shows that you're interested in building a relationship with them.
• Continue to nurture those leads who are not ready to buy yet: Add them to your email list, invite them to webinars or events, and continue to share valuable content with them.
• If they expressed a specific time frame for revisiting their needs, schedule automated reminders to follow up with them then. But calling them personally is more effective.

Measuring Your Success

It's important to track your show-up rates so you can see what's working and what's not. You can use your scheduling tool or CRM to track:

• The number of calls booked
• The number of calls attended
• Your overall show-up rate

By analyzing this data, you can identify any bottlenecks in your process and make adjustments as needed.

Improving your show-up rates takes time and effort, but it's well worth it. By implementing the strategies outlined above, you can get more people on your sales calls, close more deals, and grow your business.