The lead is not mature for that solution

[mdshamiulislam7]

The lead's maturity level is something that must be mapped in the qualification process and that must be a clear premise for your pre-sales team . If the lead is not ready for that solution, experiencing the mapped pains or does not understand the context of the pre-salesperson's approach, then it is better to interrupt the qualification process and include him in a nutrition flow , so that he knows better company value proposition and move closer to purchase readiness. There are no efforts to engage the lead: the saying that “those who are not seen are not remembered” applies very well to this situation. When the meeting is scheduled and the salesperson doesn't stay on the lead's radar, it's easier to forget the appointment.

It is necessary to plan a routine of actions to keep this lead warm, such as adopting follow-up routines and making contact on more than one channel. All this so that he remains engaged with the idea he formed from the Austria Phone Number pre-salesman's approach. How does the no-show impact results? It makes the process more expensive, increasing the CAC, especially if the lead is close to closing a deal. This happens because the seller has idle hours, which could be better utilized with numerous other activities aimed at speeding up the closing process. How to calculate your company's no-show? There is a specific formula that can be used to arrive at the exact indicator of your no-show rate. To calculate, you must follow this step by step: Choose the period to be analyzed - it can be per month or per quarter; divide the number of no-shows you had during this period… by the total number of scheduled meetings.



Then, multiply the result by 100. The result will be the no-show percentage. See an example below, considering the following hypothetical scenario: I want to know the no-show rate for the quarter. During this period, 300 meetings were scheduled. Of these, 180 were not carried out due to the lead not showing up. 180 / 300 = 0.6 x 100 = 60% - the no-show rate in this case is 60%. Note: this is more than half… There is something VERY wrong with this process. At market level, the reference used for a healthy margin for a no-show rate is AT MAXIMUM 20% . Among leads that are at the Bottom of the Funnel, the rate should not be more than 10% .