While we all know an efficient sales process is critical for any business to grow, we often find that getting people to schedule a sales appointment or consultation is only part of the problem. Doing everything we can to make sure a prospect attends the appointment and is as prepared as possible to make a buying decision is not easy! Many small business owners face this same challenge. However, there are a few things that you can do to reduce the number of sales appointment no-shows to grow your revenue. In this blog post, we will discuss three tips that should help you get more sales appointments and generate more revenue for your business!

Tip #1: Create Accountability

The first step to reducing sales appointment no-shows is to create accountability. If both you and the potential customer have agreed on a date and time to connect, you have every right to expect them to honor that commitment. While life is unpredictable and things will occasionally pop-up that prevent the appointment from happening, don’t be afraid to to let the person know that you are setting aside this time to give them all the attention and information they will need to make a decision and that you are also expecting them to take the appointment seriously and be as prepared as possible. Setting this expectations will help the person know what to expect when dealing with you and your company. While you certainly would like their business and don’t want to come across as demanding, finding a kind way to let them know that you value your time is always in everyone’s best interest.

Tip #2: Make it Personal

The second tip is to make the sales appointment personal. This doesn’t mean asking very personal questions or feigning interest in things to create a fake connection. Instead, it means that every person wants to know that they are being treated fairly and that you will help them make the best decision according to their needs, not your own. When you are making the initial appointment, find out what their needs are and what they are looking for in a product or service. By doing your homework and being prepared with specific information about how your business can help them, you are more likely to get them to trust you with their money and their time! When a prospect feels like they are someone who is being helped make the right decision and not just a number in your pipeline, they will be much more open to share what their actual concerns and/or values are during the process.

Tip #3: Stay in Touch Before the Appointment

The last tip to reduce sales appointment no-shows is to stay in touch before the appointment. After you have made the initial contact and set up a date and time for the sales appointment, most sales teams simple make sure to reach out a day or two beforehand to confirm that everything is still on track. While this is important, it is also probably the bare minimum. Take the time leading up to your appointment to not only remind your prospect of the appointment, but to also educate and guide them ahead of time. Sending a helpful article, tip, or giving them a summary of what they can expect when working with your company creates a service dynamic between the two of you and helps them feel more comfortable attending the appointment. All of these reminders and content touches can be done with a quick email, phone call, or text message. If you have their cell phone number, you could even send them a reminder as they are getting ready on the morning of their appointment!

By following these three tips, you should be able to reduce the number of sales appointments that are no-shows and grow your business more efficiently! What other methods have you found helpful in ensuring sales appointments happen? Share your thoughts with us in the comments