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I'm on a mission to elevate your experience with the SDR Game. To do that, I've crafted a super brief survey: 4 questions that take less than 40 seconds to complete.
By diving into this, you're helping me to craft the perfect tools and products tailored to your needs.
Here’s the link to the survey.
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🎙️ New episode on the SDR Game Podcast:
39: How this BDR Overachieved Quota for 3 Straight Quarters (Prospecting Strategy) - Luis Buitrago, Business Development Representative (BDR) at Braze
Listen to the episode here: YouTube, Spotify, or Apple Podcasts.
Quick update on my side:
Yesterday was my last day at CastorDoc.
It was a time of growth and learning:
Going back to the trenches.
Learning a new industry, and buyer personas.
Refining my prospecting skills with enterprise accounts.
Learning how to use AI to book my biggest opportunities.
Like all good stories, things change.
I love taking on new challenges and trying new things. And now, a new challenge is coming my way.
What's next? In 10 days, I'll share my new chapter. Can't wait! 🥂
We've all been there.
You schedule a meeting, prepare for it, and then... crickets.
The no-show rate can be a real pain, especially when you've put in the work to get that meeting in the first place.
But what if I told you there's a way to drastically reduce those no-shows?
Below, I've outlined 6 tactics that will not only ensure your prospects show up but also make them eager for the meeting.
Tactic #1: Craft Persona-Specific Reminders
Step 1: Design 2-3 email templates tailored to different personas. Think data engineering manager vs. Data Director vs. VP of Data.
Step 2: Set reminders at strategic intervals: 7 days, 4 days, and 1 day before the meeting. If the meeting is within 3 days, just one reminder will do.
Within each email, include:
A piece of valuable content (article, podcast, etc.) from a third-party expert. Not your company content.
1 sentence explaining why they will enjoy it.
This a reminder of the demo and the agenda
You can update your temples once a month, and replace your old content with the most recent content. Talk about the relevant product's features to the persona.
Tactic #2: Automate Your Reminders
You can create 2 automatic reminders to prevent no-shows.
Send an automated reminder 1 hour before the demo, prepping your customer for the call. Include a reschedule link and the call's agenda.
5 minutes before the call, share the direct link to the meeting. No more scrambling to find the Zoom link!
Tactic #3: Cold call: Confirm On-The-Spot
When you book a meeting over the phone, send the invite immediately and ask them to accept it before you hang up.
It's a simple yet effective way to ensure commitment.
Tactic #4: What to do if your prospect didn't accept the meeting
If a prospect hasn't accepted the meeting, send them a friendly reminder a week and then a day before.
A simple:
Hey {{Prospect}}, noticed you haven't accepted the invite. Need to reschedule?
can work wonders.
Ask to get at least a reply. It's better to get a no than get a no-show.
Tactic #5: Self-Reflection
Ask yourself:
When was the meeting booked? Ideally within the same week. Maximum 14 days.
Here’s an interesting analysis made by The Sales Mad Scientist 🚀 on 6’414 meetings:
Did the prospect verbally confirm during the call?
Do you "sell" the meeting?
Does the prospect talk about a problem and a reason to get on the demo?
Who's attending the demo? Decision-maker? Champion? Influencer?
Prospect tone: does the prospect seem genuinely interested?
Tactic #6: Handling No-Shows
It happens.
Even with the best preparations, some prospects might not show up.
Instead of getting frustrated, send them a direct message asking if their priorities have changed.
{{first_name}}, have you given up on {{Fixing the problem your solution solves}}?Not a problem at all if you want to put this on ice for a bit.
It's not just about booking the meeting.
It's about ensuring that the meeting is valuable for both parties involved.
Implement these tactics, and watch your no-show rate reduce.
So, there we go. Thanks for reading.
That's all for this Sunday.
Quick Reminder: If you like my emails please do “add to address book” or reply.
See you again next Sunday.
Happy prospecting!
Elric
As soon as you're ready, I can help you in 3 different ways:
Promote your product or yourself to 3’200+ subscribers by sponsoring this newsletter. If you are interested, reply to this email, or send me an email at bonjour@elriclegloire.com
Check the previous SDR Game newsletter I sent, here's the link.
Check my podcast, where I interview top-performing SDRs and share prospecting tips that work best today, you can watch the episodes on YouTube, and Spotify.