Are these really quality contacts?
According to Sales Gravy, the problem is often low-quality databases. The people you call should have a certain initial potential that makes them more interested in your product than the average population. If this trait is absent in your leads, you are doing something wrong.
Do prospects have sufficient motivation to come?
The motivation of prospects to attend a meeting with you has multiple levels. First, curiosity plays an important role. Do not reveal everything about your product over the phone; use some “secrets” to motivate the customer to come. The prospect must also be convinced there is a real or potential benefit for them in meeting with you. You should build up your phone call with the client so they regard meeting with you as a unique opportunity.
Are you somehow driving prospects away?
If many clients confirm the meeting but subsequently do not show up, it is likely the confirmation by phone is only to get rid of you at the given moment and they know full well they will never show up. In this case, it is worth considering whether in fact you are driving prospects away. The reason might be that you are pushing too hard, behaving in an inappropriate manner, using excessively pressing sales methods or are not able to take into account that the given prospect is just not a suitable candidate to become a client.
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