Discover the process that will eliminate no-shows on your team!
Posted: Sat Feb 22, 2025 6:10 am
Has your SDR ever scheduled a meeting for your salesperson with the lead and the prospect didn’t show up ? This is what we call a “no-show” in sales.
Basically, no-show in sales is a term originating from English and means “non-attendance”.
Of course, the contact may accidentally forget the appointment or an emergency may arise before the meeting.
But, I believe that just like a doctor's appointment, we hardly forget to talk to someone who can improve our quality of life.
Therefore, when this rate is high in the sales team, this is a problem.
With that in mind, we decided to reveal the process that caused our no-show rate to plummet!
So, keep reading and find out how to apply this solution to your business today!
Movie gif. Margot Robbie as Harley Spain telegram data reads a book, while sipping a cup of tea that she holds with her pinky out.
Reading time: 5 minutes
What you will read:
Why should you care about no-shows?
Types of no-show in sales
7 steps to reduce your team's no-show rate!
How Hackeando Processos dealt with the no-show!
Why should you care about no-shows?
Imagine that a no-show in sales is the famous “getting stood up”.
Anyone who works in sales knows that hearing a no, in many cases, is much better than hearing a maybe, since this second answer can take up a lot of their time, for example.
So, think about the time wasted when your salespeople do all the preparation in advance to study the lead's scenario before the meeting and the lead doesn't show any sign of life!
Therefore, this ends up harming your sales process , can lead to team demotivation and your team wastes precious time.
Therefore, it is essential to analyze this indicator weekly and, in the event of a recurrent no-show, take the appropriate measures!
Now, we’re going to show you exactly what types of no-shows you should be looking out for!
The complete solution to reduce no-show rates
Types of no-show in sales
No -show at the beginning of the sales funnel
First of all, as you already know, these are the stages of the sales funnel:
Sales funnel to locate no-show
Therefore, a no-show is likely to occur from the diagnostic stage onwards.
Why? Well, this step actually represents the first commitment with the prospect.
At this point, he committed to having a conversation with his salesperson to define objectives and learn about his services.
Therefore, it is necessary to understand that at this moment there is still no relationship with trust and the rapport is superficial.
Thus, all of these factors together explain higher no-show rates.
Therefore, it is normal for this rate at the beginning of the sales funnel to not be higher than 20%.
If your company is well above this number, close to 40% or 50% , your pipeline is in serious trouble.
But don't despair because today you will leave here with a process ready to be implemented!
No -show at the beginning of the sales funnel
Firstly, at this stage, the leads have already been qualified and are in the proposal presentation and closing stages.
In other words, the no-show here is the most dangerous for your company and can generate significant losses observed in the CAC – Customer Acquisition Cost.
This type of no-show can occur due to problems with diagnosis, alignment of expectations or lack of commitment. It can also signal a lack of urgency, i.e. the timing is not right.
The point here is that these details should have been aligned in the diagnosis and the meeting should not have been scheduled in the first place.
I believe you don't want a team with a schedule full of no-shows and few closings, right?
So, if the no-show rate at the bottom of the sales funnel is exceeding 10%, run to our step-by-step guide immediately!
7 steps to reduce your team's no-show rate!
1. The pre-seller needs to generate value
Even during the first conversation with the lead, your SDR or BDR needs to “sell the meeting and the specialist”.
The secret is to generate curiosity and interest in the lead so that he sees that the meeting will bring him knowledge and real experience;
So, have your own script just for this first call/message, which demonstrates how important it is for this diagnostic meeting to take place.
To illustrate this more clearly, here is the template we use in the first contact with a lead, which is stored in Dealwise :
Cold calling to reduce no-shows
2. Have a scheduling sequence in place
In this sense, if the lead has accepted the appointment , do not leave it up to them to determine the time to hold the meeting.
Since the priority from his point of view is still relative, no matter how tempted he is to buy, he will tend to respond evasively.
In other words, have a script like the one above, which gives at least two time options , all in the same week or on the same day, if possible, so as not to let the lead go too cold.
Understand, if your team has his attention at this stage, hold on to it.
In addition, the pre-seller needs to align each step regarding the meeting : which channel the meeting will take place through, the access link, and confirmation of the invite.
It helps a lot when he inserts a notification in the invite with reminders at specific times so that the lead doesn't forget the agenda, especially 10 minutes before the meeting.
Basically, no-show in sales is a term originating from English and means “non-attendance”.
Of course, the contact may accidentally forget the appointment or an emergency may arise before the meeting.
But, I believe that just like a doctor's appointment, we hardly forget to talk to someone who can improve our quality of life.
Therefore, when this rate is high in the sales team, this is a problem.
With that in mind, we decided to reveal the process that caused our no-show rate to plummet!
So, keep reading and find out how to apply this solution to your business today!
Movie gif. Margot Robbie as Harley Spain telegram data reads a book, while sipping a cup of tea that she holds with her pinky out.
Reading time: 5 minutes
What you will read:
Why should you care about no-shows?
Types of no-show in sales
7 steps to reduce your team's no-show rate!
How Hackeando Processos dealt with the no-show!
Why should you care about no-shows?
Imagine that a no-show in sales is the famous “getting stood up”.
Anyone who works in sales knows that hearing a no, in many cases, is much better than hearing a maybe, since this second answer can take up a lot of their time, for example.
So, think about the time wasted when your salespeople do all the preparation in advance to study the lead's scenario before the meeting and the lead doesn't show any sign of life!
Therefore, this ends up harming your sales process , can lead to team demotivation and your team wastes precious time.
Therefore, it is essential to analyze this indicator weekly and, in the event of a recurrent no-show, take the appropriate measures!
Now, we’re going to show you exactly what types of no-shows you should be looking out for!
The complete solution to reduce no-show rates
Types of no-show in sales
No -show at the beginning of the sales funnel
First of all, as you already know, these are the stages of the sales funnel:
Sales funnel to locate no-show
Therefore, a no-show is likely to occur from the diagnostic stage onwards.
Why? Well, this step actually represents the first commitment with the prospect.
At this point, he committed to having a conversation with his salesperson to define objectives and learn about his services.
Therefore, it is necessary to understand that at this moment there is still no relationship with trust and the rapport is superficial.
Thus, all of these factors together explain higher no-show rates.
Therefore, it is normal for this rate at the beginning of the sales funnel to not be higher than 20%.
If your company is well above this number, close to 40% or 50% , your pipeline is in serious trouble.
But don't despair because today you will leave here with a process ready to be implemented!
No -show at the beginning of the sales funnel
Firstly, at this stage, the leads have already been qualified and are in the proposal presentation and closing stages.
In other words, the no-show here is the most dangerous for your company and can generate significant losses observed in the CAC – Customer Acquisition Cost.
This type of no-show can occur due to problems with diagnosis, alignment of expectations or lack of commitment. It can also signal a lack of urgency, i.e. the timing is not right.
The point here is that these details should have been aligned in the diagnosis and the meeting should not have been scheduled in the first place.
I believe you don't want a team with a schedule full of no-shows and few closings, right?
So, if the no-show rate at the bottom of the sales funnel is exceeding 10%, run to our step-by-step guide immediately!
7 steps to reduce your team's no-show rate!
1. The pre-seller needs to generate value
Even during the first conversation with the lead, your SDR or BDR needs to “sell the meeting and the specialist”.
The secret is to generate curiosity and interest in the lead so that he sees that the meeting will bring him knowledge and real experience;
So, have your own script just for this first call/message, which demonstrates how important it is for this diagnostic meeting to take place.
To illustrate this more clearly, here is the template we use in the first contact with a lead, which is stored in Dealwise :
Cold calling to reduce no-shows
2. Have a scheduling sequence in place
In this sense, if the lead has accepted the appointment , do not leave it up to them to determine the time to hold the meeting.
Since the priority from his point of view is still relative, no matter how tempted he is to buy, he will tend to respond evasively.
In other words, have a script like the one above, which gives at least two time options , all in the same week or on the same day, if possible, so as not to let the lead go too cold.
Understand, if your team has his attention at this stage, hold on to it.
In addition, the pre-seller needs to align each step regarding the meeting : which channel the meeting will take place through, the access link, and confirmation of the invite.
It helps a lot when he inserts a notification in the invite with reminders at specific times so that the lead doesn't forget the agenda, especially 10 minutes before the meeting.