Why Your Booked Calls Don’t Show Up (And It’s Not Your Reminders)

The 90 seconds after somebody books a call with you truly decide whether or not they actually show up to the call that they just booked. One of the biggest issues I see with people's show rates and why they can't get more people to actually show up to the call that they booked from their book a call funnel is because they don't have a good demo page or confirmation page. We've booked over 15,000 sales calls up to this point, and we maintain between a 70% and an 80% show rate on those calls from cold traffic paid ads. So if you're struggling with your show rate, in this video I'm going to break down exactly what our confirmation page looks like, what data, what information we put on there backed by the actual data So you can just copy our confirmation page and get a better show rate and get a better close rate on the calls that you do book. This way you're not wasting tons of money on calls that don't actually show up, and instead you have people showing up pre-framed, pre-nurtured, and ready to buy from you. And the reason this is so important is because once somebody books a call with you, they are then justifying the fact that they have to show up to this meeting, and you have to give them information that actually helps them show up to that meeting and show up excited. Because there's 2 different types of sales calls. There's a sales call where you have an education call, and then there's a sales call where it's an actual sales call of somebody who has already done the education, ready to buy. Our goal on these sales calls is not to sell people, but instead to just see if it's the right fit and then enroll them into whatever service or offering that we have. And if you don't do enough of this education pre-call and pre-framing, you end up having to deal with people that you have to educate on the sales call and you deal with longer sales cycles and people who are difficult and harder to get to buy. So let's go ahead and dive in. So this is our pre-call page. This is exactly what we run and have run over 15,000 booked calls through. You can see at the top it says action required. I'm going to break down just step by step what we're doing here. We have some social proof up there saying, hey, we're rated 4.9 out of 5 by verified clients. Keynote here, we never say 5 out of 5 because nobody is rated 5 out of 5. But if you go to our Trustpilot, we do have a 4.9 out of 5 Trustpilot review. So we just put that there and we say trusted by 828 high-ticket businesses worldwide, which is true. You want to have some sort of trust element at the top. Why should they trust you? Why is it important that they trust you? And what is the proof of that? Then our headline, you mimic this exactly. Your call is tentatively scheduled. Please follow the directions below to confirm. Now, the reason we say it's tentatively scheduled is because we want them to take these actions that I have below to confirm the call. If you just say that their call is confirmed, then there's not as much compliance of them going through the rest of these steps on this page, and they're not going to watch the video or complete as many of the steps as they otherwise would if you say, hey, it's tentatively scheduled. Then we have our actual demo video. So this demo video essentially breaks down exactly who we are, what our offer is, any social proof or credible proof of why you should trust us. And then it goes into the actual breakdown of support of what we do and how we do it. This video is super key for explaining all of the commonly asked questions you get in the sales call and explaining the process. So you can use this video as your main salesperson instead of putting all of that responsibility onto your salesperson. So we go through basically, congrats on booking your call. We say, hey, who is this for? We give some credible proof of how much money I've spent on paid ads for my own business. We basically say, hey, please add this to your calendar. Make sure to show up on Zoom with any partners on a laptop, quiet place. Then we go through some social proof. Hey, we booked 300 to 400 appointments with this exact same system. We go through who is this guy? Why should you trust me? More about me. Basically say we talk about how we're not a course or a coaching program. We're more of a blend between a done-with-you and done-for-you provider, which is what our market wants. Then we go through, hey, here's some expectations that you can have when you use this system that we're going to help install with you and for you. Then I dive into the actual like breakdown process of what we do first. So number one is an onboarding call. Then we do the offer repackaging. Then we go into building the actual system. Then we help with the sales process. Then we help with the team. We go through all of that and I explain every single part of that process here. Then we go into— because we got a ton of questions on basically how does the inbound system work, we go through how this system actually works, a flowchart of what it looks like at each stage of the process. And then because we were getting so many of these questions, I actually have a whole page dedicated on our website breaking down this exact process. And if you notice what I'm trying to do here, I'm trying to pre-educate the prospect as much as possible before the sales call. So then by the time they get onto the sales call, all they have to do at this point is say, hey, how does this work for me? And can you answer some commonly asked questions I have? And it makes it as easy as possible for the salesperson to do their job and get the deal done, right? You never want to have people showing up with like, what is this and who is this for and how can you help me? You want them to do as much education before that call and give them as much information prior to that call as possible. And so I break down the system, I break down each process and exactly what we're doing in the process. And then I basically preframe the call again and say, hey, our team is going to take a look under the hood Go to your business. It's super valuable. Make sure that you show up. We're going to give you actual insights, which we do. Like, we actually give clients full insights and breakdowns of how we're actually going to help. And they could take the plan that we build with them on this call and actually go and implement it themselves if they wanted to, or they can hire us to do it. But the call has to be framed as actually valuable. One of the biggest mistakes I see with people is they're framing the calls like, come to the call with a decision and make sure that you show up with your credit card and make sure that you have all these things. And to me, that's just lazy sales. Like, you're just being lazy about it, whereas you really want to make sure that you're framing the call as something that's valuable for the prospect, because if it's not valuable, they're not going to show up. That's the entire video. And then I recap Basically, hey, make sure to add it to your calendar. Make sure to show up on Zoom on a laptop in a quiet place with partners, etc., etc. So that's that. And then I actually have a page where they can go and look at what this inbound system is, how it actually works, the full process. We have an interactive chart here that basically goes through what we do and how it works. That way they fully understand this, and then our salespeople can go through this with them on the call as well if they want to. Next page, next section of the page is this confirm your call. Google came out with an update last year where basically any invitation to a calendar event from an unknown sender will essentially go to spam. So we just have this screenshot of like, hey, make sure you go into your spam. Make sure you click Add to Your Calendar and make sure that that is selected so you actually show— this shows up on your calendar. Next, we have make sure to reply yes to our text and/or emails and respond yes to the calendar invitation. We found the people who actually respond to the text messages and the emails have an 80% higher likelihood of showing up to that call. And so by just getting them to interact and respond to you, you're going to have a better show rate because they're interacting with you and you can start a conversation with them as well. Side note, and I'll save this for another video, our salespeople actually do try to conversate with them as much as possible in the DMs, in text messages, in email to get them involved. So it's more of like a continuation of a conversation by the time they get on that sales call. A big mistake I see a lot of people make is they'll essentially just save the entire sales conversation for the call instead of trying to start nurturing prior to that call. My salespeople will also drop helpful YouTube videos, helpful trainings, things that could help improve different parts of their process prior to the call so they come to the call more nurtured. Then we found this is super helpful to say this is optional, um, because if you try to force a higher-end demographic to do too much work, they will not do it because they feel like they're having to jump through all these hoops. And so we just say, hey, check out our additional case studies and trainings. That's completely optional. You don't have to do that. And then if they click this, it'll go down to our case studies, which we'll get to in a minute, or they can go to our FAQs that answers all of the questions, the commonly asked questions that we have. We used Claude to basically transcribe all of the questions people would have on these sales calls, and then we just put them into FAQs. Now, this next section is basically these little breakout videos that talk about commonly asked concerns or objections or questions that people have prior to working with us. And so I made little videos. These are not very long. They're about a minute, 18 seconds. This is about 32 seconds. This one's about a minute and 6 seconds. And the last one's like 46 seconds. But essentially, I'm just going through different problems or things they have. So like a commonly asked thing that our clients have is like, what if I was burned by an agency before? How is this different? And we're more of like a done-with-you and done-for-you provider. And so we do— the reason we're different is because we basically install it and then show them how to use it. And so I talk about that. I talk about, hey, will this work for me and my type of business? What if I'm not ready yet? Why can't I just do this myself. So those are breakout videos. You can have as many of these as you want. These are just the top 4 that we typically see, and so we just get ahead of those prior to that call. But you could have— I've seen people have as much as 10 of these videos on this page answering all those commonly asked questions. And you might say, well, Eric, why don't you just put in the main video up here? Well, because people don't always watch this whole video. It's nice to have these breakout videos that they can just select based on whatever objection or concern that they have right now. Next, this is super underrated. I see so many people who have video case studies but they don't have any sort of written case studies. We like to have— and this, we saw a huge increase when we did this— we like to have both video and written case studies because not everyone wants to watch a full video case study and they're not going to. And so having a breakdown of what actually happened in these case studies helps tremendously with improving your credibility and your proof. And so if you click into any of these, you can see what the client did, the return on investment, an overview of what happened, verified proof. And this is huge for building trust because people do not trust you from paid ads. You have to give them a reason to trust you. We have verified proof of like actual income from this client, bank statements and Stripe WAP and all that jazz. And then we have a video case study that breaks down everything we just said in this entire case study. And then we have full overviews of the challenges, the strategy, what we did, and a full breakdown of the final impact. And then they can go to the next one and just keep scrolling through all these. And so we have just so much proof of what we do and how it works in not only video but also written formats as well, which is huge because people consume things in different ways. And in another video, I'll talk about like our actual email sequence that we send out to all of our prospects. Prior to the call, but that includes some of this in written format so they can continue to consume stuff from us and build trust. And then finally, we have our FAQs. And like I said, this is all of the questions that we get on our sales calls. We just had Claude transcribe about 1,000 of our sales calls and go through and ask, hey, what are all the commonly asked questions or objections that people have prior to working with us? And we just transcribed those into these FAQs. So I know this seems like a lot of work, guys. It took us years and years to get to this process, but I truly feel like we've cracked the code on the show rate because our show rates from cold traffic are 70 to 80%. Which is typically unheard of in most markets. And the reason this is the case is because we provide so much information prior to that call. And the truth is, is your prospect is going to find that information either through you or they're going to go and Google you or try to do research on their own. You would rather control the narrative and control that consumption of information yourself prior to the call versus having someone go and Google you where you can't control the information you have. And so I've always been a big proponent of how can I give them as much information as possible prior to that call so they can be the most informed on whether they should make the decision to work with us or not work with us, right? So hopefully this is helpful. If you want our help installing a system like this into your high-ticket business and you need to book more sales calls to close more clients, we can help. Click the link below, schedule a call with our team. We'll see if we can help. With that being said, we'll see in the next video.