Do you know whether you really have an appointment or not? If your appointment is a no-show, he lost face and you won’t be able to sell him. You have to go overboard to show them its ok they didn’t show up. But you should have checked out ahead of time if they will show up. Ask them if its better for you to go to them. When your sales are flat and your expenses are growing, instead of focusing on lowering expenses focus on raising sales. You can lower expenses but that number is limited. You can increase sales with no number limit! Three key metrics to increase sales: 1. appointments – 65% convert 2. Proposals – 72% of business never send a proposal 3. Follow up – 85% of business never follow up If you made the presentation you should send a proposal AND Follow-up