This short transcript excerpt explains why internet-sourced sales leads often 'ghost' scheduled calls—because they view the salesperson as a stranger and may cancel if inconvenient. The speaker recommends immediate action: notify when a lead books and call the lead (or have a team member call) within five minutes to confirm to increase show rates.
Chapters
The thing you're going to realize when you start getting leads from the Internet is that these people are strangers, and they're going to treat you like a stranger unless you go out of their way to become not a stranger. And so what I mean by that is, if somebody books on your sales calendar and then anything possibly comes up on their own calendar the next couple of days, that makes it somewhat inconvenient to make it to the call, they'll just delete the call from their calendar. But that doesn't necessarily notify you. So you hop on the call and you're just sitting there for 10 minutes, like, waiting for them to show up like an absolute bum. And that sucks, right? We want to give them an incentive to actually show up. And so what I always recommend doing is like, set up a notification system where you get notified as soon as somebody books in on your calendar and then call them or have somebody on your team call them within five minutes to confirm the call. It's not just show up to the sales events that just kind of like show up on your calendar. There's actually effort required to make sure that as many of these leads turn into customers as humanly possible.
