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Hello! I am here to see everybody's thoughts on how to improve our BDC's appointment show to close rate. I have been taught the 4x60% rule, 60% lead-contact, 60% contact-appt, 60% appt-show, and 60% show-sold. Our department contacts about 75% of leads, sets about 60% of contacted, with a 75-80% show rate. The weak link is that the customers who show up only close at about 35%, bringing my overall closing down dramatically. Is this solely an issue on the sales floor? Or is there something that we can do in the BDC to try and improve it!? 

Any feedback is much appreciated! Thank you!

Tags: 4x60, bdc, bdc management, bdc process, process, show to sold

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Hey Max:

Conversica is exactly what you need.  Increase talk time, reduce needless dials, and actually beat the spam filters.  Will also hold the salespeople Accountable for what happens with those appointments...and directly from the customers perspective.  Take a look.  

It could be an issue with the sales team or it could be the BDC setting appointments with unrealistic expectations. As a former BDC Manager and Sales Manager it was always important to me to listen to the calls of the appointments set by my BDC. I wanted to know what was said and what I needed to do to make a sale. By doing this my sales team was able to turn a 3 to 4 percent Lead to Sold to a 17 to 20 percent lead to sold. I was able to coach my BDC and know what steps I had to take. It was not easy but it worked. I hope this helps. 

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