Decision makers missing appointments can be very frustrating for sales people. The article suggests how to react when your prospect doesn’t turn up for a scheduled meeting.
Even though the US economy is showing signs of reviving after a prolonged slump, The Global Associates B2B Lead Generation in USA is still a hard nut to crack. You invest a lot of time in pursuing the prospects and pin your hopes on those that show initial interest in buying from you. Sales cycle is usually a long drawn out process with periodic ups and downs; enhancing B2B lead generation in USA depends on how many leads you are able to convert into closed deals. What often hurts sales organizations most is missing out on leads that initially look quite promising but end up abruptly without any alarm bells.
Meaning of a missed appointment:
What if a promising customer cancels the meeting at the last moment or simply fails to turn up? You have invested a lot of time and effort in pursuing this customer; naturally it’s quite frustrating, even frightening when they fail to show up. If you keep losing opportunities like this; B2B lead generation in USA would virtually become a daydream. How should you react in such a situation? Would it be better to try for a fresh appointment? Would you prefer calling and giving them a piece of your mind? Or would you simply forget about this prospect and move ahead?
Avoid a knee-jerk reaction:
A missed appointment doesn’t necessarily mean that the lead is already dead. The experienced sales people would always advice against a knee jerk reaction to these no shows. It’s important to try and read between the lines; even if they are telling you that the reason for missing the appointment is that they are not interested in your product or service, don’t still lose hope. Here is what we suggest.
- Be patient:
Decision makers have a thousand fires to put out each day; you may not figure too high on their priority list right now. Chances are that they might have rejected your offer even without looking at it. Panicking in such a situation would only make you lose a good lead. Having patience and trying out something else would serve you better. You could try another contact in the organization or send a fresh proposal to the same decision maker. If you succeed, you would be on your way to boost B2B lead generation in USA.
- Don’t pester them too much:
Aggressive selling tactics don’t work now; respect the prospect’s time and give them some space. If they are finding it hard to keep up with an appointment, request a rescheduling. A missed appointment need not be a missed opportunity, so don’t give up without trying a second time.
Dealing with no-shows is a part of a salesperson’s job; a knee-jerk reaction doesn’t help. Be persistent and tackle gracefully and tactfully with the no-shows; boosting B2B lead generation in USA successfully would be much easier if you are level headed in the face of difficult situations.