A common "problem" people ask us to solve for them is to improve no-show rates for their strategy calls.
(You'll understand why I put that in quotes shortly.)
The idea usually being "if we don't close the lead when they're hot, less than 24 hours old, our chances of closing them decreases substantially after 2, 3, 4 or more days".
In fact, sales gurus teach you to close faster.
Get 'em while they're hot! Right? 🔥
In my experience, these same people above who want to "get 'em while they're hot" are always the same ones who complain constantly about their clients being impatient, impulsive, and difficult to deal with.
"You're sending us bad leads" is the common mantra...
You're just forcing your clients to make business decisions from an emotionally high dopamine hit versus being grounded in the reality of really weighing whether "is this a good long-term decision for my business".
But Lee, everyone says >50% no-show rates are bad.
Stop listening to this imaginary "everyone".
Better, stop chasing gurus.
And please stop building your business on imaginary numbers.
Look, I would much rather have a 20% show rate for prospects who I can walk through where they are now, where they want to go, and see if our solution will help get them there versus chasing a 90-100% show rate for people making decisions based on a dopamine hit and an overstated sense of urgency.
Because their emotional state now WILL reflect on your emotional state later.
I want to work with people who are making decisions from a solid foundation of wanting to grow and scale their business.
I want to work with people who understand a meager 10% monthly growth in only 1 of 5 areas of their business will result in doubling their business in less than a year, and they allow us to methodically work toward that.
I want to work with people who understand the slow-cooker method we leverage is infinitely more powerful than the microwave solutions they are constantly chasing.
I want to work with people who don't bring baggage along with them for prior decisions and don't expect us to atone for the sins of other marketers.
All this is uncovered when we talk.
The question I have for you is this...
What if you did things differently?
Our agency is enjoying our best year ever right now because we changed our approach.
We actively try to disqualify as many people as possible - not out of malice or being on some high horse or because we don't want to help, but actually from a place of love to help THEM make the best decision possible for their business and themselves so we can all live in better peace of mind with the decision we make together.
Maybe this would work for you, too.
It's the same approach I take when I do direct mail campaigns. I purposely set everything up to where if only 1 in 500 people buy, I break even. One can almost do that by accident. Everything above that is gravy.
Here's are a few things to consider...
What if you built your business based on being profitable with a 10-20% show rate for your calls instead of striving for 90-100% and always constantly fighting to maintain that? What if you structured everything in your business and your marketing and advertising in this way? What if you were able to choose cream-of-the-crop wonderful people with whom you actually ENJOY working with instead of trying to increase your show rate?
It's different, but it works.
If you need any help sorting this out let me know.
And if you need any help with compliant ad campaigns for your own successful product, message me and we can look at where you are now, where you want to go, and determine if we are a good fit.
“Work Less. Live More.”
- Charles Lee