With an industry average show rate of just 70%, getting customers to attend meetings can be a challenge. Sellers must find ways to make their meeting stand out and remain top of mind with their customers, avoiding common blockers like schedule conflicts and simply forgetting.

Jordan LeuVoy, a member of SalesLoft’s Commercial Sales Team, shares with us some helpful advice on how he increased SalesLoft’s meeting attendance by 15% by focusing on the amount of time between meetings, and the importance of long-term cadences in the case a meeting is missed.

 

Hey, everyone. Jordan LeuVoy, member of the Commercial Sales Team here at SalesLoft.

Today, I’d like to talk to you about getting your prospects to show up to meetings. It’s a problem every rep is familiar with, but one that can be difficult to address.

The industry average of show rate is 70%, but here at SalesLoft, our show rate is 85%. Let’s take a look at how you can increase your show rate 15% or more and close more business every single day.

It’s easy to push off a demo if it’s scheduled weeks in advance. Schedules get complicated and things come up, so it’s important to get someone on the books as quick as possible. We found the sweet spot is to schedule something 24 to 48 hours in advance. This way, schedules are less likely to change and people are less likely to forget about a meeting when it’s right after the last. Timing is everything when it comes to decreasing the amount of missed meetings. The less time between meetings the better chance to not have to reschedule or a no-show happening. We know that sometimes you have to schedule in advance, so our next point will be focused on that issue.

When you are forced to schedule a meeting further than 48 hours, cadences come in handy. Having regular touchpoints without overflowing their inbox will keep you top of mind. This is how I like to structure a cadence for long-term emails. I kick off the cadence with a simple thank-you email. For example, “Thank you, Jane. “I really appreciate your time today on the phone and I can’t wait to connect with you on X date.” The day before the demo I like to send over a quick agenda email and highlighting two bullet points of the value we can bring to the customer, and also two blank bullet points if they want anything discussed on the demo themselves. First, it lets them get prepared for the meeting, and also it gives them time to get organized as the day approaches. It also provides guidelines to what we will be hitting on during the meeting and really let them know the main focuses of the meeting.

Lastly, I like to send a confirmation email the day of that gives them one last reminder and also decreases the chance of them being a no-show. Some organizations will disregard prospects and move on, but I like to put them into a closed/lost cadence so I can still stay top of mind and get them back on the books. For these scenarios, I like to take a closed/lost cadence and turn those prospects into customers. That means staying in touch with them with particular touches over a longer period of time. It’s a good way to still stay in touch with the customers, but not bombard them with too many emails, so you can still stay top of mind and they know you have a solution for them.

Thanks again for watching. I hope you’ve learned a lot today about how to get your prospects to show up to more meetings more often. If you like what you saw, comment, send any questions below, and thank you again, and have a great day.