Strategy and Scripts for Converting Facebook Leads Into Customers
Wherever possible, we want to call the lead as soon as they opt in. That is, within minutes of receiving their details.
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!)
Remember to be relentlessly friendly – super helpful!
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.
This is the MOST IMPORTANT day. Leads are at their warmest when they opt in, and they get cold very fast. Within an hour! That’s why we send them an automatic SMS immediately, and often give them a link to a quiz or download (to nurture them and help them remember you!).
As most leads come in out of hours, I recommend setting aside 30 minutes at the start of each day to call any leads that have come in overnight.
Any new leads that arrive during business hours should be contacted then and there.
Call them and say something like:
“Hey, it’s [Name] from [Business]. We promised to call you about [offer] to answer any questions you have. Is now a good time?”
If the lead doesn’t answer, leave a message like:
“Hey, it’s [Name] from [Business]. We promised to call you about [offer] to answer any questions you have. I know you’re busy and I want to make sure you have all your questions answered / don’t miss out on [offer] so I’ll give you another call later today/tomorrow.”
Follow up with an SMS like:
“Hey, it’s [Name] from [Business]. Thanks for requesting more information about [offer]. The next step is [next step such as book online]. I'll also drop you an email with a bit more information, and give you a call to see if you have any questions"
Also, send them an email like:
If you haven’t visited us before, you’re in luck! New patients at our Canberra clinic get [outline offer and what it includes].
[Add in any other benefits such as working with major insurers, or being gap free. Then reiterate what the next step is, such as booking online by clicking a link - be sure to include the link!]
Please let us know if you have any questions by hitting reply!"
If you haven’t heard from them, or they haven't booked, email and SMS them again. You’re not being annoying, you’re being helpful. They’re busy (we’re ALL busy!) and they wanted this offer, so let’s help them get it!
Email them something like this:
Subject: Welcome to the family!
I just realised I haven’t introduced myself! I’m [Name] and I’m the [Role, like Practice Manager] at [Your Practice Name]. When you come to visit us, you’ll see me and my friendly face looking something like this: [insert a photo!]
You might be wondering what makes us a bit different. Well ….[insert what makes you different to other practices].
We look forward to seeing you soon!
This creates affinity, or a bond, with the person. They feel like they know you personally, so they're more likely to be friendly and more likely to want to visit your practice.
Then SMS them and something like:
“Hi [Name], don't miss out on our new patient offer - [insert a summary of the offer]!
The next step is to [insert the next step such as book online]”
If you haven’t heard from them, call them again. Yes. Again. Say something like:
“Hey, it’s [Name] from [Business]. I’m beginning to feel like we’re old friends! We promised to call you about [offer] to answer any questions you have. Is now a good time?”
If the lead doesn’t answer, leave a message like:
“Hey, it’s [Name] from [Business]. I’m beginning to feel like we’re old friends, playing telephone tag! Looks like I missed you again but hopefully you got our email yesterday. I want to make sure you have all your questions answered / don’t miss out on [offer] BUT I don’t want to be annoying. So, I’ll call you one more time – SMS me a good time to call so I can catch you!”
Give them one last call and if they don’t answer, let them know that you won’t call them again, but you’ll send them another email and leave the door open for them to reach you.
Send an email like:
Subject: The things they say ...
Hi [First name],
You’re smart, so you’ve probably been wondering what other people say about us here at [Practice Name] . Here’s what some of our patients have to say…
[Insert some feedback or reviews that DO NOT refer to clinical aspects of care, so that they are AHPRA compliant!]
This helps position you as a trusted authority they can trust.
Put them into your newsletter or email sequence for regular correspondence.
We automate this system to reduce the workload on your team.
Our systems help healthcare and laser 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!