How to Call Leads So They Convert
Calling leads isn't fun .. until you get the hang of it. Then you can relax and have a little and it becomes an opportunity to meet new people.
But how do you do that? Particularly when no one wants to talk to you.
Or worse. They hang up as soon as you say where you're calling from.
The problem is that we're all cold-called far to often. And how does that sound?
Something like this ...
"Hi, it's Cate from The World's Best Business. How are you doing today?"
Right? And you instantly think, "Ulgh! What does this person want from me?"
And your back goes up and you steel yourself to get rid of them. As. Soon. As. Possible.
Some of us are ruder than others when it comes to getting rid of callers, but at the end of the day we want people to start talking to us.
So the best thing to do is to treat these people as though you're calling a friend. That means:
- You know who you're calling (their name)
- You know what offer they expressed interest in
- You Do Not start by saying who you are and where you're from
Instead, you say something like:
“Hey, is that [Name Of Lead]?
Then wait for confirmation, then:
"[Name of Lead], it's [Your Name}, how are you?"
Then wait for them to say something. This might take a moment because the person is likely thinking, "This sounds like someone who knows me. But where do I know them from?"
They're actively trying to get on the same page as you, rather than put up a wall.
Chances are they're going to answer with, "Good?" Because they're wondering who you are.
Then you can say something like:
"I'm calling about your teeth. I know you're interested in in [the offer they expressed interest in] and I wanted to check if you have any questions."
Then, they're starting to think, "Oh yes, I was interested in that" and you can answer any questions and start working towards booking them in.
Remember to be relentlessly friendly – super helpful!
That means helping them to make a decision. Instead of asking "When is a good time for you?" try saying, "How is Wednesday looking for you?" or "Which day of the week is best for you?" and then "Morning or afternoon?"
This helps limit the initial decisions they have to make. Instead of thinking, "Oh. When am I going to find time for that?" you're helping them make smaller decisions.
Is Wednesday good? No. Well, what day of the week is best?
When we're asked "When is a good time?" it's a little overwhelming. And when you throw out a bunch of different appointment times, that's also overwhelming.
Remember: We want to make it as EASY as possible for people to work with us, and to say "Yes!" to an appointment.
The other thing to keep in mind is to call in the morning.
Why? Decision fatigue.
We all get it. And it means we're more likely to stick with the status quo (ie not try something different) later in the day.
The easiest way to do this is to use smart automations (we send out voicemail drops, SMS and emails for the people we work with - see how we're converting 50% of Facebook leads into paying customers!)
Below are sample scripts and timelines that you can tailor to your business and offer. Remember that if you reduce the amount of contact I suggest, you’re likely to reduce your conversion rate.
Spoiler Alert:
We automate a lead nurture sequence to reduce the workload on your team.
Our systems help healthcare and cosmetic clinic owners:
- bring in new appointments while they sleep (we get 20% of all leads booking online)
- convert 50% of Facebook leads into new customers (with only one phone call!)
- create new patients for as little as $10 each
If you would like to see if this will work for your business, book a 15 minute call with me using the calendar below. You can also play with our demonstration site to see how this can work for your business!