Ok, lead comes in – what is the first thing you do?
I am going to email it – right? F No! Pick up the damn phone. Sorry to be so blunt, but you have to use the phone. If you take anything from me, let it be that. You cannot be afraid to pick up the phone. (If you are not including a phone number on your online forms – you need to).
So, I can call it tomorrow? NO! Now! Stop what you are doing. If you can catch them while they are on your site, even better. That lead is more important than anything else you were doing. We used to have this nice luxury of taking our time….oh we have so many leads. Those days are gone…BE AGGRESSIVE.
Got them on the phone. What’s next?
Hello, my name is Adrienne with XXX I got your form from my site. You are on the hunt for a wedding venue is that correct?
No, I repeat NO small talk.
How about all that snow?
What are you watching on Netflix?
Did you enjoy the day and take a nice walk today?
No one cares.
They reached out to you because they want information. So start giving it to them! Why are you wasting their time? Ok, so some sales gurus will tell you you need to create rapport – and you do that by asking questions. Those questions come later. Questions that identify if you can meet their needs and solve their problems. Not questions that waste their time. Plus, I bet you have tried to make small talk before and it feels awkward. That’s because it is – and your lead can feel it, just like you!
What if you don’t get them on the phone?
To leave a message or not leave a message? I am a fan of doing the callback. Call them, no message – call them back a few minutes later. Then leave the message.. People screen – we all do it. Maybe they needed a minute to walk out of their office. Give them a chance to get on the phone. But yes, I suggest you leave a message. A well-formulated and thought out intro voicemail is crucial.
Take some time and write down your greetings. Have a few in your pocket. Keep them short and sweet. Also, write out your voicemail options. Again – to the point. Direct, and make sure to outline the next step. What you need them to do. Call you back, read your email. You have to tell them what they have to do next.