A lot of people say “I have a leads problem, I’m not getting enough leads.” In reality, they have that mindset because they aren’t converting those leads into prospects.
I want to give you some practical tips on how to convert your leads into prospects. I already gave away the first tip in the previous blog, and that’s using the texting service to get them to book an appointment.
Besides texting, what can you do?
- Get someone to answer your phone for you. There are a million different answering services out there and you can give them a script on how you want those calls to be answered. I used an answering service at my fitness business for awhile. I really didn’t keep track of them and what they were doing, so the quality of the call was low.
Find the right answering service that is going to follow a script for you and be able to convert those leads into prospects, or at least appear as you, so that you can then call those people back immediately. Nine times out of then, having a live person answer the phone certainly beats an answering machine.
- Get a Google Voice account. Don’t give out your personal cell phone number to people. You still want to be able to text back and forth and take phone calls, and Google Voice is a great option to use instead of your personal number. Google Voice is an amazing service that allows you to have your own phone number, text and personalize your voicemail.
- Get people to get back to you as soon as possible. When you leave a voice message always follow that up with either a text message or an email letting them know you left a voicemail. Oftentimes, you’ll find that people will text you back before they’ll call you back, which is often the case for me. If they don’t text they’ll send back an email with a good time for you to contact them. In your emails and text messages always ask when would be a good time for you to call them. When you’re setting up that appointment you want to make sure that you are sitting down with them, and that’s not something that you want to do over text.
- Set up a reminder call for yourself on your calendar. I use iCal for all my calendar reminders, and if it’s an important callback I’m going to put that on the schedule for me to make sure that I actually call them back. That helps out quite a bit, and those reminders are going to trigger you and you’re not going to let anything fall through the cracks.
- Get a tracking system to keep track of all of your leads and where you are in your pipeline. This is called a sales pipeline, which is something something I help a lot of entrepreneurs create. They create a pipeline of contacts and then learn how to follow up with them through the pipeline system or lead tracking system they are using. This is for the solopreneur that wants to convert those leads into actual appointments and then into sales.
I use one called Pipedrive. I have no affiliation with them whatsoever, but I find that it’s very easy to schedule reminder calls and to keep track of where prospects are in the process.
Use these five tips on converting leads to help you set actual appointments that will ultimately turn into sales and generate more revenue for you.
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