KickStart: Quickly involve your texting prospects when you interview them using ‘Valid Business Questions’!
Sigh…!👎 Thanks to smartphones the venerable over-the-phone text question “How much do you charge?” can be texted to you… 24-7!🙄 GRRRR!😡
So, ya suck it up, carefully text back with an estimated price and… NO REPLY!😖 So, how can you convert this potentially great lead that texted you? (Without being ‘ghosted’ once you quote a price!)
IMPORTANT: Please do not assume that a “How much…? text means they are a dirty, rotten ‘Price Shopper’! Instead, many wealthy homeowners simply don’t know what else to ask! So they fall back to asking about your pricing!
CORE Concept: The longer you keep a prospect involved the more they will desire a ROI on their time invested with you!
REMEMBER: The Valid Business Questions below can be used to reply on ANY Lead Channel including emails, Yelp and Angi, website chat and/or Facebook Messenger. Returning to our main question…
How can you ‘involve’ your digital prospect (Who is texting the same pricing request to your competition!) while still answering their opening “How much do you charge…” question? Simple…
Tactfully ‘interview’ your potential client using ‘Valid Business Questions’ to qualify this lead! Here’s how this Digital Strategy works…
1. Respond quickly. Most folks today are super impatient. (Me too!) This ‘Immediate Gratification’ obsession means you must reply to texted questions immediately! This is just one reason why in my online Winning over your caller! seminar I strongly recommend hiring someone to ‘convert leads’ instead of you texting while driving 75 MPH on I-40!
2. Be cheerful and helpful. Whatever their opening question is (usually price) after your warm, “Hello” always reply, “HELLO!💖 I can help you with that. May I ask you a few questions?”
ANALYSIS: In the 14 word reply above (I counted!) you have A) warmly greeted your prospect, B) ‘taken ownership’ of their question and C) asked for ‘permission to proceed’. Almost always your prospect will reply, “OK”.
3. Qualify their history. Now ask, “Have we worked with you before?” They’ll normally text back, “No”.
4. “Thank you and WELCOME!💖 We LOVE new customers!” (For previous clients gratefully respond, “Welcome back!” and look up their previous work order.) Your next Valid Business Question is…
5. “Are you located in or near (the area you serve)?” After verifying the job location you now move into specific job questions. For example…
Ask about the size of the job, access, existing condition of the project, deadlines and/or why they need the service. However, try to keep your questions simple and easy to answer. The best ‘required responses’ (especially at the start of your exchange before you build a relationship) are always either “Yes” or “No”.
6. Price and close the sale. More on this in a future blog post.) Once my prospect had ‘invested’ 10 or 15 minutes texting back and forth with me they almost always would go on to book the job! (The ROI concept works!)
Want more ‘lead conversion’ systems? Then you need my online ‘Winning over your caller!’ LIVE seminar. (11:00-2:00 EST) Here’s the deal: You invest 3 hours (and $149.00)🙄 with me and I give you 100’s of great ideas and systems to convert a nervous caller into a booked job! Click HERE to learn more and/or register online…
Let me know how your ‘Lead Conversion’ efforts are going! And, please stay well and safe!😊
Steve
P.S. You’ll learn so much in our different online SFS: LIVE seminars! Plus you’ll implement our concepts easily with our turnkey SFS: ‘Business Infrastructure’! Click HERE to see upcoming classes…