Sales people find it really hard to get a response from a prospect. It’s an absolute bonus when it’s actually a positive one!
About 8 years ago I was in a sales training session and the sales trainer said, ‘why do you all work so hard to secure a meeting and then spend no effort trying to keep it?’
That stuck with me. After we secure a meeting, we take a deep breath and celebrate and then we move on to the next one. Here’s a few things you can do to make your meetings stickier.
Send an agenda - not only does it set expectations for your prospect so that they come to the meeting prepared, it also informs their colleagues. Agendas should contain;
- Info on the purpose of the meeting - covering what they said yes to
- Information on what’s expected of them “we will spend some time walking through your existing campaign process.”
- Likely next steps if all goes to plan
- Location details - virtual/in person etc
- A suggestion to invite others who can participate - if it makes sense
You should also...
Send some pre-reading, case study info or maybe an intro video via Vidyard etc to get them prepared and excited for the meeting
Research other people in the business who could join the meeting, and suggest to the prospect why you thought they’d get value from the meeting and what they might be able to contribute.
Give your prospect visibility of the next few interactions you’re likely to have - showing an engagement road map can help your prospect figure out who would need to be involved over the course of the engagement. They may even suggest alternative meeting or call formats based on the deliverables or objectives of the next few steps.
Stop throwing meetings away. Cancelled or ghosted meetings = less $$$ and wasted time.
Let me know how you get on.