The Psychology of Show Up Rates by Alen Sultanic

Everyone wants to know how to increase webinar and call booking show rates, yet the tricks and tactics to do so ain't doing much these days.

So here's something better: Once you get this right formula right, you'll get your webinar, book a call rates and any other "show up" metric to go up.

Way up.

The Psychology of Show Up Rates (for webinars, book-a-calls and anything else in between)

Expectation -> Anticipation -> Excitement

If you have a low show up rate, you're lacking in one of the above. They're not expecting something, so why would they show up. Therefore they're not anticipating anything, why would they show up? And why would anyone be excited if there is no expectation or anticipation of anything?

To break this down in applicable, easy to use terms...

• Expectation - what can they expect to happen? what do they expect, what SHOULD they expect to happen? On that webinar, call...

• Anticipation which is - you'll discover, learn, see, feel, get. External mental objects to them. Stack that.

• This anticipation stage is taking what they expect to happen, having them receive it, absorb it, accept it, integrate it and it's the start of the transformation for the excitement.

• Excitement - Transformation discussion, how it'll transform them, the becoming of a new identify, growth, better life, everything.

• Match this to their criteria and it's game over.

Interestingly enough, if you look at a deeper layer of the hero's journey, and you can see this reflecting as well when we watch movies, tv shows or hear stories. We expect externally, anticipate internally and get excited when we grow / change into something who we wanted to change but couldn't.

And of course, one last thing...this last part about how they couldn't, make sure they know that they couldn't without getting on this call. That's the tension that'll get them to show up.

— Alen

Applying Show Up Rates to the House Cleaning Industry

When it comes to the house cleaning industry, boosting show-up rates for service appointments or consultations can be critical to enhancing business growth and customer satisfaction.

Leveraging the psychological framework described by Alen Sultanic can significantly improve how potential customers engage with your cleaning service.

Expectation in the Cleaning Industry

For a house cleaning service, setting the right expectations can begin with clear, detailed descriptions of services offered, the benefits of choosing your service over competitors, and what customers can anticipate during their initial consultation or cleaning appointment.

This could include the use of environmentally friendly cleaning products, meticulous attention to detail, or the guarantee of a healthier living space.

Anticipation for Cleaning Services

Build anticipation by highlighting the transformative aspect of your services. Before-and-after photos, testimonials, and detailed descriptions of the process help clients visualize the outcome. Promote upcoming deals or personalized assessments that make the anticipation of the service more tangible and exciting.

Excitement About Home Transformation

Finally, foster excitement by discussing the transformation customers will experience. A clean home is not just about aesthetics; it’s about creating a refreshing, healthy, and rejuvenating environment. Emphasize how your services provide not just a clean home but also peace of mind and more time to enjoy with family and friends.

By employing these psychological strategies effectively, cleaning businesses can improve their engagement with potential clients, ensuring that once an appointment is booked, the chances of a no-show are minimized, and satisfaction is maximized.