If you’re in the business of sales, you have likely experienced your fair share of cancelled appointments. It is understandable that some of your customers will have to cancel an appointment, after all, life happens and that means dealing with unexpected problems. In situations like this, you should always be understanding and willing to reschedule. However, if you notice that a lot of your prospects are cancelling for other reasons, you may want to evaluate those reasons and see how you can keep it from happening.
If prospective clients are cancelling or not showing up for an appointment that you had scheduled, it is typically a sign that you have not qualified them properly prior to the meeting. When you perform your job correctly, prospective clients look forward to showing up for the scheduled appointment. They believe that you have the skills necessary to help them solve a particular problem they may be experiencing in their business.
When a prospective client does not show up for their scheduled meeting, it may be due to the fact that they are not sure how your company can help them. This uncertainty often keeps them from showing up at their appointment because they simply do not want to waste their time on a business that has nothing to offer them. Another reason they may not show up for their meeting is that they are not sure that they need your help. If they feel that your company cannot help them with their existing problems, they are less likely to keep their appointment.
If a prospective client feels that they do not know you or your business well, they may be hesitant to show up for their scheduled appointment. The reason behind this may be that your company is newly established, or you have not built a positive relationship in the area. They may also stay away if they feel that you do not understand their needs.
To help ensure that your prospective clients keep their scheduled appointments, it is extremely important that you share how you can help them, why they need your help, and that you have a clear understanding of their needs. This will demonstrate that you are professional, and that you believe your company has the products or services that they need to remain successful.
Cancelled appointments are something that even the most experienced sales person goes through. It should not be taken personally; rather it should be seen as a way in which you can improve your communication skills and how you communicate with prospective clients. If they feel comfortable with you and your abilities, they will most likely show up for their scheduled appointment.