Hey, it’s Andrew, how are you doing? Just wanted to check in to talk about one of my pet peeves. At least it was one of my pet peeves, and that was the dreaded no show.
Now, depending on where you are in your sales journey, you might often feel relief when somebody doesn’t show. Hopefully, that isn’t the case. And if it is that there’ll be another video on that coming soon or already here, depending on when, when you’re looking at this channel that talks around how to get over that feeling. But no shows used to be the absolute bane of my life. And I was working on an engagement as a closer Facebook ads, booking calls, very little in the way of qualification. And unfortunately, there was up to 80%, no show rate, which is catastrophic.
You know, you’ve got a calendar full or say, you think your paid commission only. Thankfully for me, it was very much, it was very much a side gig, but you’ve got a load of calls in the calendar. You think, Hey, this is looking really, really rosy.
Now say 20 calls booked. You have four people show up. Well, to make that time viable, you’ve got to close all of them and preferably more, more calls you, you don’t have. Now. It used to really, really get me angry and I just couldn’t understand it. These guys would book a call. They fill out a pretty detailed form. And even as little as 24 hours later, didn’t show up and I would send them initially a quite polite email. And then as time went on and it would really, really get me fired up, I would send sharper emails not to the point of saying where the hell were you, but you know, going along those lines, now, I then had a bit of a wake-up call. And somebody that I follow a guy called Matt boon said something really interesting, which was, Hey, give these guys a break.
You know, it’s really important to you. It’s the focus of your day. But life happens, stuff comes up, just give them a break. They probably meant to be there. They just got derailed or they didn’t see the, the alert on their phone or whatever it was, but just give them a break. And it’s a really simple bit of advice, but it just was enough to stop me in my tracks and just go, yeah, you’re getting far too bent out of shape. And then I sat and thought about it and thought, well, not only is that frustration carrying through, into my, into my followup, emails and communication but should I subsequently get that person back on the phone? I then wondered whether it was carrying through to the opening of that call, that residual frustration that, you know, I’m keeping it in my mind that they think they’ve stood me up once and sometimes twice already.
And this stuff that you don’t even realise that you’re conveying has a massive impact on how the customer perceives the call or how the prospect perceives the call. And he’s one of the things that kind of throws you off your game without you realising it. And it also derails them. They don’t know why necessarily don’t know what’s up with the conversation, but they may not feel comfortable. It may help to give them a degree of uncertainty or lack of trust or a lack of rapport. Something may be missing and it may be just enough to stop them from proceeding with me. So food for thought. So, as I often say, get into the groove before jumping on a call, let go of all this stuff that’s gone before and just be in the moment and play what’s in front of you. You know, this is not for me. I’ll catch you soon