The secret to any successful business is a steady flow of customers. You’ve done some marketing to get the phone ringing (or email inquiries flowing). Great! Now that you have people inquiring about your services, what do you do to turn them into customers? How many of these inquiries turn into sales meetings? How many sales meetings turn into customers? There are many things you can (and should) be doing, to maximize your booking rate. Here are a few of my recommendations.
Conduct Phone Screens
Do you get on the phone with every sales inquiry that comes into your business? This tactic serves two important purposes. First it allows you to sell yourself by making a human connection with the potential customer, which you can’t effectively do by sending an email. This is almost guaranteed to increase the number of people that will want to meet with you. Second, it allows you to prescreen them to ensure that it is worth taking the time to conduct an in person consultation. A short phone call can save you hours of wasted time meeting with people that are not a good match, giving you the time to focus on the sales leads that are your ideal customers.
