The DATA-BACKED method to reduce your prospects from no-showing on meetings

Plus EPIC e-mail re-write for Slack's SDR team

Another week, another e-mail critique!

Feeling immense gratitude this week. We often live in an eco-chamber in tech and don’t realize how blessed we all are.

Let’s not waste this opportunity.

This weeks e-mail comes from Gerard at Slack, here is the video breakdown:

Week 3: E-mail Critique & Re-Write - Watch Video

If you’d like me to review your e-mail and break it down in a video, submit your e-mails to florin@thesalesflo.com (for premium subscribers only).

Now for this weeks topic: Reducing No-Shows

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Reducing No-Shows

You got the meeting booked but now the sheer anxiety of your prospect showing up kicks in.

The average SDR team is at about a 60% show rate right now. Anything above 70% is considered good.

Here’s how my team’s always hovered around 75%+.

1. Anchor the time-frame for the meeting to happen ASAP.

Understand that urgency and excitement die down very quickly for a prospect.

As a matter of fact, Tito Bohrt proved this by analyzing 6414 meetings and their show rate based off how far into the future these meetings were booked:

It's not always possible obviously, but you should be booking meetings within 5 business days MAX. Ideally anchoring your prospects to a meeting within 1-2 days.

That means that if you are on a call and you sense that the prospect would be interested in a meeting YOU as the rep need to be the one to stop the conversation from going on longer and make the first move by suggesting a time to meet tomorrow.

On a cold call, this might sound like:

"Hey Saad, it sounds like this is resonating with you quite a bit. I know I caught you out of the blue here, so how about we get some time on the calendar to discuss in more depth tomorrow at 11am?”

Even if the prospect is not available tomorrow you have now anchored the time frame to be much sooner than a couple of weeks out (where we know the no-show rates increase dramatically).