What happens if a prospect doesn't meet the qualification criteria or no-shows to the meeting?

Cormac Repman
3 days ago
3 min read

You only pay for qualified meetings that actually happen. If a prospect doesn't match your criteria, cancels before the meeting, or fails to show up, there's no charge. This is built into our model because we succeed when you get real, qualified conversations with your ideal customers.

How We Define Qualification Upfront

We work with you to set specific qualification criteria before we start sourcing prospects. This might include company size, annual revenue, employee count, industry, technology stack, or specific job titles. You tell us exactly who you want to meet, and only meetings that match your specs count as deliverables. This alignment happens during our kickoff call, so there's no ambiguity later.

What Happens If They Don't Qualify

Sometimes we'll schedule a prospect who we thought fit your criteria, but something doesn't align during the confirmation call. Maybe the company is smaller than stated, they're not in the decision-making role, or they don't use the technology stack you're targeting. In those cases, we don't send them to your calendar, and you don't pay. We handle the cancellation conversation and move on to finding someone who actually matches your requirements.

Cancellations and No-Shows

Life happens. Prospects cancel for legitimate reasons, and sometimes they simply don't show up to scheduled meetings. If either happens, you don't pay for that slot. Our team verifies attendance before we log it as a completed meeting, so we only bill for meetings that actually occurred. This protects your time and your budget.

Setting Your Qualification Bar

The stricter your criteria, the more focused your pipeline becomes. Some companies want to focus on mid-market ($10M to $100M revenue), while others target only enterprise ($500M+). Some care deeply about specific pain points they solve for, while others are open to a wider range of job titles. We adapt to whatever your actual ICP is, not what you think it should be.

Real Examples

Say you're a security software company looking to meet with IT directors at manufacturing firms with 50 to 500 employees. We set that as your criteria and source prospects accordingly. If we schedule someone at a 45-person shop, you don't pay. If the person cancels the night before, you don't pay. If they're the office manager instead of the IT director, you don't pay. We keep sourcing until we find the right fit.

Another example: you sell accounting software to professional services firms. You specify you'll only pay for meetings with CFOs or controllers at firms with $5M+ revenue. We honor that. If we accidentally bring someone who's a finance analyst, we cancel and rebook.

Why This Structure Matters

We built this model because we want our incentives aligned with yours. If you're not getting qualified meetings, we're not making money. That means our team is invested in understanding your ICP deeply and disqualifying early when someone doesn't fit. We're not trying to hit a volume number at your expense.

This also gives you permission to be selective. You don't have to take meetings with people who are a bad fit just because they showed up. If they don't meet your criteria, tell us, and we adjust.

Ready to see how this works with your specific buyer profile? Book a call with us and we'll walk through how we'd structure your qualification criteria.