How to Increase Hold Rate

Booking a meeting is an awesome feeling.

You made the call, the pitch and got them to agree to a time/date. Lets go!

But that’s not the end of the story..

Most SDR’s get paid on qualified meetings held. Not booked.

The average hold rate is somewhere around 50% - the best reps hit 75-80%.

That means that from the same meetings booked - top reps will be far ahead on the leaderboard.

So what exactly do they do to make sure someone shows up?

Here are a few actionable items to make sure the prospect shows up and you get paid.

1. Make sure the prospect knows “What do I get?”

Getting a prospect to hold starts on the cold call itself. At the end of the day someone needs a reason to show up. This is either from a pain they have or upside they are yet to discover.

You need share business outcomes. At the end of the call reiterate and summarize what they said and why it’s interesting to them in terms of these outcomes.

Business outcomes:
1. Increase revenue (More $)
2. Decrease costs (Save $)
3. Increase efficiency (More $ with less $ spend)
4. Decrease risk (Decreasing chance of losing $)

2. Get them to accept the cal invite on the call

You should be sending the invite out on the call and confirming it ended in their inbox and get them to accept. This alone will provide a 10% bump.

3. Send a follow up email immediately

 You should be sending a follow up email immediately with a few things.

• Summary of convo

• Case study / 1 pager

• Reiterate “What do I get?”

• Ask them to accept invite if they haven’t already

4. Call / Email day of meeting

All you need to do is a simple quick call / email.

“Hey Bill - Looking forward to our call today at XXX. You’ll be meeting with NAME. They spent 7 years in the x space and have xxx experience. If you could shoot me a quick “Yes” to let me know we’re good to go that would be awesome.

Chat soon !

5. Make sure to have the reschedule link in the email

At the end of the day some people will need to RS. If you can make this easy for them and limit the “Back and forth’s” this will help you convert those that need to change times.

Best of luck out there and go make sure your prospects show up to the meeting!