Getting Stood Up Is a Good Thing...If You're in Sales

Sales people get stood up for meetings all the time. Whether intentional or not, it happens….and it’s a good thing.

When I first started in sales, I was stood up eight times by a prospect.…eight times! But I kept coming back. I knew they could be a huge account for us and I was determined to meet with them. Ten years later, they are one of our biggest clients.

So don’t wallow in no show meetings.…leverage them. It’s ok to make your prospective clients feel a little guilty for blowing you off….and it’s ok to keep calling your contacts and asking for another meeting. Chances are they will appreciate your persistence and maybe give you some business.

Comments

[Elizabeth Casas-Mineh]

I am a new Insurance sales agent and appreciate your words of encouragement. I will hold you to them...and be consistant!! Thanks Tom!
Liz Mineh

[Vincent Kernaghan]

Good positive view Tom. It's easy to get worn down quickly after a couple of missed appointments due to being stood up. But getting stood up is not a good thing without the second step.

I've found that follow-up to the initial sales call is critical, whether you get stood up or not. If you have at least a basic follow-up process that you can evolve as you go, it can lessen the negative effect of the no-show experience and line up/educate/nurture the prospect for a future sale. Sometimes you have to reposition yourself or service offering and an effective follow-up can more clearly reveal what that needs to be.

I've found that when a prospect REALLY wants to meet, they'll often contact me to cancel. By not contacting me it can *sometimes* indicate they weren't very committed to the meeting. A good follow-up process and sequence of strategic and tactical touchpoints can usually fix that.