What I Told an MSP Owner With a 40% Show Rate
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What I Told an MSP Owner With a 40% Show Rate
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概要
One of our Fractional SDR Management customers — an MSP owner — came to Ray with a show rate hovering just above 40%. The appointments were coming in, but half of them weren't showing up. Ray walked him through the exact diagnosis: go back and listen to the calls, figure out if the bookings are soft commitments or locked-in appointments, and then implement a 5-step pre-call process that covers everything from value-driven confirmation emails to same-day no-show recovery. The part most people miss? Garbage appointments don't just waste time — they push your real prospects further out on the calendar, and more time between booking and meeting always means a lower show rate.
If you're running SDRs or BDRs and your show rate is below 60%, this episode walks through exactly where to look and what to fix.
What You'll Learn in This Episode:
- Why a low show rate is almost always a booking quality problem before it's a follow-up problem
- How "garbage" appointments silently destroy close rates on your good prospects
- The 5-step pre-call process Ray walks every Fractional SDR Management client through
- Why a value-driven confirmation email outperforms a standard calendar invite
- The no-show recovery window — and why speed matters more than the script
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Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.
About Ray:
→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.
→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.
→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com
→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.
→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com
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