If a prospect doesn't show up for a meeting, you may want to trigger a follow up cadence in Salesloft to ensure they remain on your radar and to propose potential options to reschedule. Salesloft can take advantage of one of the custom fields that Chili Piper writes to when a prospect doesn't attend the meeting in order to trigger this cadence.
- Creating the Custom Field in your CRM
- Marking Meetings as No Show (note attended)
- Map the field in Salesloft
- Create a new Automation Rule in Salesloft
- Example Cadence
Creating the Custom Field in your CRM
HubSpot CRM, the "No_Show_CP" property should automatically be created when you integrate with Chili Piper. If not, you can always create this custom property on the Contact record.
Salesforce, you will need to create this custom property on the Lead/Contact objects. You can find information on doing so in the following article.
Marking Meetings as No Show (not attended)
With the Chili Piper browser extension, you can change this field to true from the meeting in Google Calendar.
Note, you can also mark attendance directly in Chili Piper's dashboard or directly on the record within your CRM. Any change to this field should trigger within Salesforce.
Map the field in Salesloft
Create a “No Show” field in Salesloft and map it to the Salesforce field for both leads and contacts.
Create a new Automation Rule in Salesloft
What we'll do is start a new cadence once this No Show field changes in the CRM. This cadence can have anything between 3 steps and 7 spanned over a 2 months period depending on your cycle.
Note that in this example, we are also checking to see that the "Meeting_Type_CP" field is set to "Demo Request". This is entirely optional and will depend on the custom fields you deploy. Eg: You can refer to the "Booking_Status_CP" field instead, or simply automate on ALL no shows, regardless of meeting type.
Here’s an example of a step in the “No Show” cadence:
In the above example, we take advantage of advanced booking links in order to refer directly to the prospect that the email is going to, and without having to manually create a new booking link each time.