Matt Ryder runs a $40M/year company and treats client interactions like "shit tests" where clients must ask permission before leaving. He triple-books sales calls with detailed SOPs and constant FYI updates about what's being fixed. This approach raised his show-up rate from 30% to 75% in six months.
Client should not wanna take a shit without asking you permission. That's kind of how you need to have it if you wanna have like long-lasting relationships. So you need to constantly be reminding them of the things that you fix. So like in order to fix that, we triple booked every single sales call. So in order to do that, we had to create SOPs for every sales rep on how to manage a triple booked diary and then have setters that worked hand in hand with the closers on a specific system and cadence to be able to make that work so you didn't piss clients off. And then over the course of 6 months, we got that 30% show-up rate to a 75% show-up rate. You know, it's just that constant FYIing of stuff, letting people understand a little bit of not necessarily the how, but like the what.
