by Gregory Lambelin on Jul 2, 2015 7:35:52 PM
Appointment Setting: How to deal with “no-show’s”
Few things are more frustrating than encountering a “no-show” during a prospective sales meeting. When your day to day work is challenging enough, putting out fires with client emergencies, managing your team, making your deadlines, and generating new sales leads, it can be very aggrevating to make every effort to schedule the appointment, and be on time, only to find out the prospect has cancelled or didn’t show up.
But, don’t despair. One missed meeting can be turned into a reason to reach out to your prospect. Rather than a cold call, you already know this person is interested. After all, they did set up a meeting with you. Just because they didn’t show up, isn’t a reason to feel your lead generation process is broken, or that you’ve lost this prospective client.
Let’s go back to the beginning: Lead generation
Leads are critical for any business model. Generating leads is one of the most important things you’ll ever do, and at the heart of your business. Without leads, you have no clients, and without clients, you have no one to offer your product to. You can see how quickly things can crumble without leads.
So, let’s look at leads for a moment. It’s important to understand that generating leads is not a singular project, but an ongoing process. It’s not something you can check off your list and move on from, but something that takes continual maintenance in order to keep your business functioning properly. So make sure you’re spending the proper time generating leads, and equipping your team with the proper tools to prep those leads. If you’re not generating enough leads, maybe take a moment to go back, look at your process and make some changes.
For now, let’s look at what how to deal with having a lead drop off.
Tips to handle “no-show” leads
So, you’re sitting alone in the meeting room. About twenty minutes has passed without a text or phone call from your prospect, letting you know they’re on their way. It’s probably safe to say they’re not coming. So, what can you do?
Preventing future “no-shows”
So, now that you’ve handled your “no-show” effectively and professionally, how can you prevent future “no-show’s” from happening?
Getting stood up during a sales meeting can be extremely frustrating. After all, you did a lot to prepare for the meeting, putting the presentation together, tailoring it to this specific client, only to have them not show up. But, take heart. Just because they didn’t show up this time, doesn’t mean they won’t next time. Be diligent, persistent, and above all, make sure you demonstrate why they won’t want to miss another opportunity to meet with you again.