When clients contact you
"The problem is we do not listen to understand. We listen to reply."
Stephen Covey
What is a lead?
comments, inquiries, complaints, criticisms and conversations. THEY ARE ALL LEADS. Don't 'cherry pick'.
Everybody has a different communication style. So don't judge, just reply in a helpful positive manner.
A quick true story as an example
An old man walks into an expensive Art Gallery. He's scruffy and possibly homeless. The Gallery attendant is nervous and doesn't say hello. The old man approaches the attendant. The air is thick with tension. The old man says "I'll take that one and that one"
We all 'perceive' differently. The old man was simply quirky.
Encourage leads by building trust
Make these 4 things really easy to find on your website
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"Same/Next Day Reply"
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Your photo (video is better)
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Location - city and suburb
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Contacts - phone and email
4 ways to get free leads
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Educate with helpful content
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Cold calling and business cards
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Referrals and reviews
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Master getting free leads and you may not need paid advertising
What to do when you get a lead
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Reply quickly
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Research them for 1 minute
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Understand the question
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Reply quickly
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Don't run-your-mouth (or fingers typing)
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If you’re talking. Talk for 10 seconds max, stop, ask a question. Repeat.
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Reply quickly
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Don't talk-down / Don't sound clinical
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Reply multiple times
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If it's a Digital Lead - Move it to telephone
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Reply ... YES
Know what to say and how to say it
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Interpersonal Skills. 'Support' their conversation. Don't 'shift'
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Deliver a gift / booklet as a reply? To be remembered forever!
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Be slow to say "no"
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Don't be an 'order taker'. Havachat
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Build trust.
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Be Curious (and courteous). Ask questions to uncover problems
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Social Media - Works best with conversations not 'billboards'.
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Vulnerable not Clinical.
Using the above method, delivers value, from most of your leads
If you have REALLY helped someone, for free, you can ask for a review.
You don't have to sell something to ask for a review.