The exact day-by-day sequence for turning a new enquiry into a booked, kept appointment — even the ones who go quiet. Print it, pin it by the phone, and work it.
Leads/prospects should be opted out of this system as soon as the appointment has been scheduled on your calendar.
If you can find a way to mix Facebook Messenger into this process, you’ll be able to increase your results by an extra 10–20%.
Between work, family, and their mortgage, people forget about everything — doctors appointments, their taxes, and even their in-laws.
By following up you are communicating that you are a real, genuine person. By following up on message you reinforce why they signed up in the first place. By following up you are connecting the dots between their goals and your solution.
If you aren’t genuine with your follow up, your potential customers will know and go elsewhere. When you follow up consistently with an honest desire to connect with real life people, they will notice and they are appreciative.
By following up you are expressing the confidence you have in your ability to fix their problem. And by fixing that, you can alleviate their pains and move them towards their goal.
New Facebook Ads leads need to be followed up with immediately. The longer you take, the less they’ll care. The sooner you call, the more they’ll connect the dots between your call and the voucher they signed up for, and decide to schedule and come in.
If they don’t pick up, leave a voicemail with the phone script. Then call them every other day for a week. Then once a week for a month. Then once a month until they say stop calling.
Be the solution — when you call these leads, remember you are offering a solution to a major problem they have, and that you are responding based on an action the lead took. You are not bothering them. You are doing them a favor and they will appreciate the continued follow up if you do it nicely and professionally.
Make it personal: have a dedicated person or team following up on the leads, and establish a personal connection. Send personalized texts and be professional and caring, not cold and corporate.
A lead is a lead: every lead has taken an action showing they’re interested. If you don’t get a hold of them this month, try them next month! Every person with the pain and suffering that you treat is a potential client — whether they sign up this month or this year. That problem doesn’t get fixed without your help.
You stop following up when they say stop following up. No sooner, no later. Just because they ignored your text or voicemail doesn’t mean they hate you. You aren’t spamming — you are following up with what they genuinely signed up for.
Keep in mind that people are SUPER busy and life almost always gets in the way. But they provided their information and became a lead for a reason. Keep reaching out until the prospect tells you they are no longer interested in your offer.
Schedule appointments within 2–4 days of contacting the lead — don’t push them out further. Keep the momentum and get them in quick; offer a same-day spot if possible.