When new leads come in from your advertising campaign, you need to contact them as quickly as possible.'Qualifying' is a key part of that first conversation.
The purpose of the first follow up call is to build a relationship and rapport with new leads but it's also when you start 'qualifying' them.
By qualifying, we mean finding out if they are genuinely interested. Did they just book in on a whim or are they genuinely interested in getting the treatment done?
You do that by asking the right questions, like:
- What is it about your teeth that is bothering you?
- If there's one thing you could change about your smile, what would it be?
- What impact is it having on you, day-to-day?
- How long have you been feeling this way?
- How would having the treatment make you feel better?
- Do you have a special date in your calendar, like a wedding or something like that?
- How quickly would you like to get this fixed?
Different leads that come in through Facebook are at different points in the buying cycle and these questions are a good indicator of where they are in that cycle.
Some may be ready to commit and want Invisalign or any other treatment right away, whereas others are going to need a little bit more nurturing.
Your front of house team needs to understand how to follow up and start qualifying new leads in a way that doesn't take over their entire day.
We teach them tips and tricks on how to get back to people quickly in a way that isn't overwhelming for someone at the front desk.
We also routinely monitor your Facebook messages inbox to make sure that whoever's in charge of replying to people is implementing the things that we advise - because that's what it takes to get success.
There's no point in paying for advertising campaigns that send a lot of leads every week if they're not converting into bookings.
And it all starts with an effective follow-up and qualifying process.
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