22d • General discussion
What's the different between 44% Show Rate & 90% Show rate
Well here's my own results and my honest opinion:
It all comes down to 2 things... Marketing vs Sales issues
From 2 different businesses I worked/working for as a setter/closer & inbound setter:
The 44% is from inbound leads (FB ads -> calendar)
The 90% is from cold calling opt-ins
At the 90% show rate I was calling people, filtering and triaging over the phone so the ones I have on my calendar would be more qualified. I found when you talk to more people, more people show up but I was losing deals due to skill issue..
At the 44% show rate, I was calling for confirmations, day before's and same day confirmations + company's automated workflow (SMS + Email) but my show rate didn't improve at all
This is a marketing issue...
If you face this issue..
Look at these 2 metrics… Watch your call recordings
This work for both 1CC or 2CC scenario
1) At the first 5 min of the conversation, if prospect is saying I have no idea who you guys are and don’t know what you do - > Marketing issue (Need to improve watch time on your VSL and filter the ones that don't watch before booking appointment. Also, in your ads (video & copy)
2) At the end of the conversation (Objection handling phase), if prospect is giving you smokescreen answers and you cannot close is more of a skill issue but if they say I just met you guys and haven’t seen what you do is marketing issue
Gather data and pass them to your sales manager/founder and advise this is not a sales issue it’s a lead issue and here’s why! Data will prove it
The next thing you need to look at is.. what resource can you send to the prospect to warm them up quicker and that doesn't lose quality and focus of what you're selling..
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What's the different between 44% Show Rate & 90% Show rate
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