Appointment Show Rate
Appointment show rate is the percentage of scheduled MCA appointments where the merchant actually attends — a key conversion metric ranging from 50-85% depending on lead source quality, confirmation infrastructure, and appointment-booking discipline.
Why This Matters
Show rate is the operational consequence of appointment quality. Low show rates (under 50%) typically signal pressured booking by SDRs (booking unqualified or unwilling merchants to hit appointment quotas), inadequate confirmation cadences, or generic appointment offers without compelling value statement. High show rates (80%+) come from genuine merchant interest, structured confirmation workflows (SMS reminders, calendar invites, day-of confirmation calls), and appointment-quality scoring at the SDR level. Tracking show rate by SDR and by lead source identifies optimization opportunities.
Frequently Asked Questions
Frequently Asked Questions
How can MCA shops improve appointment show rates?
Confirm appointments 24 hours before via call + SMS. Send calendar invites at booking. Personalize appointment value statement to merchant context. Train SDRs to qualify willingness, not just availability. Track and coach individual SDR show rates as performance metric.
What's a good MCA appointment show rate target?
65-75% is realistic for mature operations on cold-booked appointments. 75-85% for well-managed operations with strong confirmation workflows. 85%+ typically indicates referral-heavy or warm-transfer-driven appointment mix rather than cold prospecting.