Every time the marketing team sends you a new lead, they end up not showing up. Why do they keep sending prospects who won't even come to a meeting? When will they ever do their job right?

Maybe we just need to help them out a bit. Join me in this episode with Alisha Conlin-Hurd, marketing and sales expert, where she shows us how to work with the marketing team to get the right leads to book appointments.

Meet Alisha Conlin-Hurd

Alisha Conlin-Hurd is the Founder of Persuasion Experience, a 7-figure marketing agency helping 7- and 8-figure businesses turn paid ads into predictable lead machines.
She’s launched over 600+ funnels across 120 niches, generating tens of millions in client revenue.
Her proprietary frameworks—DNA Blueprint Method™ and Endless Leads Framework™—have helped countless businesses double their revenue in under 90 days. Alisha now runs her business remotely while traveling the world full-time.

Why Do No Shows Happen?

I've listed several reasons why prospects often ghost us:
Not showing enough value
Creating bad content
Forgetting to remind them
And you know what? Alisha agrees with me. She shares that if prospects don't see the value in showing up, they simply won't. If we show them "what's in it for them" from the beginning, they'll be ready for the call. People show up for what they care about.

Prepping The Call Before Prospects Come

To get prospects excited about the sales call, Alisha says it starts with the marketing department doing these three steps:
Building A Strong Landing Page: This is where you get lead magnets, and it must show authority, strong messaging, and uniqueness. She provides an example of how to establish authority through social proof.
Touch Points During Becoming A Lead: This is when a lead clicks on the lead magnet to book an appointment. Alisha says there should be a series of questions that qualify and disqualify prospects. If they qualify, that's when they should be able to see the calendar; however, there's a stipulation.
Making Sure They Show Up: Following up should happen between one and three days after a prospect books an appointment. Alisha says that marketing and sales should work together to ensure they attend the meeting.

“The best time to get somebody to do an action is when they just did one.” - Alisha Conlin-Hurd.

Resources

Follow Alisha on these social media platforms: YouTube, Instagram, and LinkedIn.

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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