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Don’t Give Up on No-Shows and Closed-Not-Won Opportunities

Mike Farrell

Conversica Community Manager

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Best PracticesConverting Opportunities
Published 04/26/23
2 minutes read

A Sales Development Representative‘s (SDR) job is to generate leads and set appointments for the Sales team. However, sometimes despite their best efforts, prospects may not show up for their scheduled appointments. Even if they do show up, the deal might not close.

No-call no-shows happen and not every opportunity closes the first time. In the SDR world, it’s unavoidable.

I was an SDR at the beginning of the pandemic and no-shows ran rampant. It was a challenging time. Business budgets changed by the day and just because you set a meeting for two days out, you couldn’t guarantee that all that work you spent connecting, nurturing and converting your lead wouldn’t be lost.

This can be frustrating, but it’s important not to give up on these prospects just yet. Following up on No-Show and Closed-Not-Won opportunities is a valuable part of the Sales process and can help you turn a missed opportunity into a closed deal.

But this takes time, and there is no guarantee that you get them back on the phone, let alone a meeting. AI can help relieve an SDR of the challenge of getting in touch so they can focus on how they’ll keep the conversation going, demonstrate commitment and provide value.

So if you’re looking to close more deals and boost your sales, a Revenue Digital Assistant™ for Sales may be just the sidekick you need. Their powerful Pipeline Push conversation is designed to give your leads that extra push they need to make a purchase from your business, perfect for Closed-Not-Won and No-Show opportunities!

Conversica's Pipeline Push conversation follows up with no-call/no-show and closed-not-won leads

Let’s look at an example of how you can use Conversica’s variable-based conversation architecture to customize the initial message for reaching out to Closed-Not-Won and No-Show opportunities from the last couple of years.

The first step is to warm up this conversation and establish familiarity. We can do this by editing the first informational statement to say something like:

“I hope all has been well since last we spoke.”

Next, let’s edit the Options for Purchasing statement. This is where you’ll add your own business-specific information on purchases.

In this example, we’ll use:

“leveraging the power of Conversation Automation with our Revenue Digital Assistant for Sales.”

In the next informational statement, we should use something that resonates with your target audience and address a common pain point they may have.

For example:

“Our RDAs free up your Sales team by doing the tasks they hate, like turning outbound into inbound, so they can focus on what they do best: building relationships and closing deals.”

Here’s a look at what that initial message could look like:

An example of the initial message for Pipeline Push

Following up on No-Shows is a critical part of the sales process for SDRs. By keeping the conversation going, demonstrating commitment, providing value and improving your chances of closing the deal, following up on No-Show and Closed-Not-Won opportunities can help you turn missed opportunities into closed deals and build stronger relationships with your prospects.

With a powerful digital assistant on your side from Conversica, this becomes an infinitely more manageable task.

Have you tried using Conversica for following up on No-Shows or Closed-Not-Wons? What’s your secret sauce for getting these opportunities back on the table? Join the conversation in the Conversica Community.

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