Increase Your Show Rates by 10-20%

Alright, let's talk show rates. Okay, first things first, it's very easy to optimize and overly optimize for show rates. I have clients that have a 71% show rate taking home $150,000, $115,000 EBITDA before distributions. I have clients with a 25% show rate selling a $40,000 package once a week. I have clients with a 55% show rate. It's very easy to say that the 71% is better than the 20%, not necessarily true. Often when you optimize for show rate, you run into a scenario where, you know, you get 10 calls on your calendar, only 3 show, you made $30 grand, you're like, but if I just got more people to show, I could close them. And then you do, you take your show rate from 30% to 90%, but then you realize you spent 6 hours with people who shouldn't have been in the calendar in the first place. So it's like, you gotta realize that optimizing for your show rate might not be the best KPI for your business. Usually the best KPI is revenue per call taken. Or dollars per hour per call taken. If you can get $500 per hour per call taken, that's thumbs up. Revenue per call is like $1,000 to $2,000, maybe $3,000. If you can do that, you're fucking aces. You're protecting your time, protecting your calendar, only talking to people who are serious. You don't wanna optimize your conversations for people who just should not have been booked in the first place. So I have a lot of my clients actively cleaning their calendar with the following way of working in SOP that I would suggest to you. So again, if you're like, oh my God, I'm only at a 40% show rate, but you're making a boatload of money, it's good, right? 70% show rate, and you're going, damn, I really need to like remove some of these people from my calendar. That's okay too, right? There is a connection but not a correlation or causation between revenue and shows. And if you overly optimize, overly stretch your show rate, often you whiplash into other things like ruining your cost per qualified call, or sorry, ruining your revenue per qualified call or revenue per qualified call per hour, that kind of thing, right? So here's my suggested way of working. Let's say somebody books in on a Monday without regard to whatever time that is. There should be some type of automated calendar message thing like, hey, you booked for 2 o'clock, you'll see that. That's fine, no big deal, leave it alone. It's a robot, it's fine. It doesn't matter, it's okay. Don't worry about that one. The one you need to worry about is the one that you send up in the morning. The one that you're sending out at like 8 AM, 8:30, 9, 9:30, something like that. This should be a manual text message by your setter or your closer. Send out a text message, something like, hey, this is Jeff, I think you booked in for later today at 2 o'clock. If so, reply yes. P.S., if you show up and you show up on time, I'm gonna give you bonus, right? Send that text message out. Have your setter or your closer, whoever's manning your calendar, in the morning, send that shit out to everybody. That's the easiest thing to do. You'll get yeses or nos really, really quick, and you can cancel or move as necessary, right? So here's the 3 scenarios that happen. Number 1 is that you send that text message out and somebody replies yes immediately. Cool, great, I'll see you at 2 o'clock. That's all you gotta do. The next thing is send out that text message and somebody says, no, cancel me. Cool, cancel it. That's all you gotta do, no big deal. The 3rd scenario is somebody does not respond, which is This is where it gets murky. Oh my God, what do I do? So here's what you do. About an hour and a half later, you're going to send another text message that says, hey, did you see above? And then about 30 to 45 minutes later, send another text message saying, hey, I haven't gotten a response yet, so I'm just going to rebook you for Thursday at 3:15. Cool? If so, reply yes. Now here's what's interesting. You've talked to somebody in a manner that makes sense, that isn't emotionally manipulative. It's pretty clear. And you've rebooked them for a time that may or may not work. Here's what ends up happening. Somebody who has some type of time-dollar value relationship with their calendar— usually people who make a boatload of money— will read that and say, my phone was off, damn it. Okay, well, they rebooked me. And then I'll just reply, okay, great. I'll see you Thursday at 3:15. Actually, you know, never mind. How's like Thursday at 6 o'clock? That's fine. That is how people who have money and respect for each other talk to each other. No big deal. They're not like aggressively canceling of like, how could you do this to me? Oh my God, I thought you were— don't do that. That's some like 17-year-old bullshit. You don't have to do that. You can just simply say, hey, I haven't heard back. I'm gonna rebook you for Thursday at 3:00 PM. Cool. Every once in a while, that person will say, oh no, no, no, I can take it. That's cool, bro. Now you've got a meeting. Awesome, right? If you are in a business that will constantly restack your calendar as soon as you move somebody, okay, fine. Go reach out to your other setter, other closer saying, hey, I got somebody who came back on my calendar. Can you take the replacement? Cool, right? So again, it's no big deal. In the morning, send a text message. Hey, this is Jeff. I think you went ahead and booked in for Tuesday at 2 o'clock. If so, reply yes. P.S., if you show up and you show up on time, I'm gonna give you a bonus. It's up to you to figure out the bonus, by the way. A bonus is not saying, hey, it's a strategy call. Doesn't count. A bonus is not $1 off. A bonus is probably not an additional module. A bonus is usually a show bonus that does something like crystallizes the transformation in their head. That's a— Fucking Miami, bro. That's a whole other conversation that we're We're not gonna get into it. Send that text message, one of 3 scenarios, that they confirm, cool, they cancel, cool, or they get rescheduled. All totally acceptable, no big deal, by the way. Other things you should be doing as additional benefit, just before the meeting, you're gonna send them your objection handling videos. This is sometimes called a pre-call sequence, but I prefer to call it objection handling videos. So ideally what happens is the offer owner themselves already has a list of top 5 or 10 objections that come up most commonly. The offer owner does not, you can hear the Citadel fucking helicopter, I think. They turned on the helipad and now there's a fucking helicopter of some dude taking it back and forth to the fucking office, whatever. So ideally the offer owner has a list of objections and can destroy them or handle them in about 60, 90 seconds. The best way to handle this, by the way, is a talking head video like IG or like FaceTime style, and you put the objection at the top and then you deal with that objection over the course of 60, 90 seconds. Based upon the application, Your setter's responsibility is to go through those objection handling videos and pick the ones that person genuinely believes are most applicable to that individual. So if that setter's reading through the application and you're like, hey, I think this person is not 100% sure that the vehicle actually could do its job, they go in, they find that objection, send that shit. And then they go, okay, I'm not 100% sure this person really knows if they are a good fit. Take the objection handling video for that and send it to them. You're gonna send 3 videos. That's cool. It's a grand total of 90 seconds each. It's less than 3 minutes. Say, okay, great. We'll see you Tuesday at 2:30 PM. I'm gonna go and send you these videos. Watch them. I'll see you on the call. Just before the call, say, hey, did you watch the videos? Great. I'll see you in 5 minutes. Easy, right? Ain't fucking hard. If you wanna have a good time, by the way, those videos could be hosted on Google Drive. If you want a better time, post them on your IG, link directly to the reel, and then that prospect will actually scroll through your Instagram and KLT you a little bit and understand what's working, what's not, and get a feel for it very, very quickly. So that is your best, easiest mix and match of skills to increase your show rate. Send that text message, and then you're going to book, rebook, or cancel. Just before the meeting, you're going to send your objection handling videos. And then right before you meet, say, hey, did you see the videos above? Great, I'll see you on the Zoom. That's by far the single best thing you can do. If, by the way, you do your show bonus correctly, you can bump your show rate by like 10 to 15%. Permanently. If you do the text message in the morning, you can increase your show rate by 10 to 15% permanently. If you do the booking rebooking type thing, you can often increase your show rate by additional 10 to 15% permanently. That's a long way of saying I've taken clients with a 25% show rate and got them up to a 50% show rate. Here's also what's interesting. Most offer owners or salespeople will look at their show rate as a percentage of the day. So let's just say Monday, they got 10 bookings, 3 people showed up, they're like, oh, we have 30% show rate. Not necessarily true. The vast majority of people who have money, time, effort, energy in life actually reschedule. It's fine, no big deal. So you need to look at your Mondays, your 10 meetings and say, did these people get on the calendar within 72 hours of their booking? So your Monday meetings actually extend until Wednesday. Everybody freaks out about, about this. It's no big deal. If you do what I'm telling you to do, where you actively reschedule people, you're friendly, you're not that big of a deal, it's like, okay, life gets in the way, I'll rebook you for Tuesday at 2 o'clock. I know we had a meeting at 3 o'clock. It's fine, it's fine, we'll talk on Wednesday. That's fine. You can get your show rate to 50%, 60%. The reason why most offer owners or sales teams or something like that cancel— or sorry, have an artificially low show rate is because they are actively canceling people that just need to be rescheduled. You don't have to fall in that bucket. Okay. So that's the easiest, fastest, bestest way of doing it. Um, there is a storm coming and there are more helicopters. I'm gonna end the recording. Peace out, y'all. See you later. Bye.