What is a lead?
Is visiting your storefront a lead?
Is using your storefront contact form a lead?
Is visiting your website a lead?
Is emailing or using your website contact form a lead?
Are there good leads and bad leads?
If you’re already booked is it a bad lead?
If they only ask about price, is it a bad lead?
If they can’t afford you, is it a bad lead?
Are you inviting unqualified leads?
Do you have pricing info on your storefront and website?
How many buying signals have happened, before you get a lead?
1. 2. 3. 4. 5. 6. 7. 8.
How many buying signals‌ going online for wedding info finding WeddingWire going to your market/area going to your category clicking to your storefront sending an inquiry - or going to your website sending an inquiry
“Couples contact an average of 25 vendors while searching for their team.� WedInsights Volume 2
“On average, couples hire 13 vendors.� WeddingWire 2017 Newlywed Report
By the time you get the lead… …they like what they’ve already seen and read
By the time you get the lead… …they think you’re a good fit
By the time you get the lead… …they’ve eliminated most of your competitors
By the time you get the lead… …DON’T BLOW IT!
How should you reply to their inquiry?
Reply as quickly as you can
“…data suggests that the quicker a vendor responds, the more likely a client is to perceive the quality of the product or service to be higher.” WedInsights Volume 4
“Over 70% of engaged couples find vendor responsiveness to be one of the most important characteristics to look for while researching professionals.� WedInsights Volume 4
“If you respond to a client within 5 minutes, rather than 30 minutes, you’re 100X more likely to connect with a qualified lead.” WedInsights Volume 4
“If that’s not compelling enough, approximately 50% of buyers choose the vendor that responds first.” WedInsights Volume 4
How should you reply? email, phone, text…
“48% of couples express frustration when their vendor does not reciprocate their preferred communication type.� WedInsights Volume 4
Does that mean you shouldn't try to call?
Tomorrow 1:15 pm - here!
Why do they ask about price?
“88% of couples want to see pricing before even reaching out to contact a vendor� WedInsights Volume 6
Everyone has a budget
They don’t understand the difference between videographers
They don’t understand the difference between floral designers
They don’t understand the difference between ceremony officiants
They don’t understand the difference between tuxedo stores
They don’t understand the difference between tents
Why do they ask about price, even when it’s on your storefront and website?
How to convert more leads
How to convert more leads
Respond quickly
How to convert more leads
Assume they’re reading their email on their phone
How to convert more leads
Respond personally
How to convert more leads
Address their questions and requests
“1 in 4 couples felt as though the response they received from a vendor was not personalized, creating little desire to continue the conversation." WedInsights Volume 4
How to convert more leads
Engage them in a real conversation
How to convert more leads
Don’t try to rush the process
“89% of Pros have 1 - 3 conversations with a potential client before they book, giving both the client and vendor the opportunity to learn more about each other’s style and vision.” WedInsights Volume 2
How to reply to price inquiries‌
How to convert more leads
Be prepared to talk about price
Tomorrow 9:10am - here! Including actual wording examples
Be prepared to talk about price
1. 2. 3. 4.
Tell them Don’t tell them Starting Price Price Range
How to convert more leads
If you want a reply, ask one question
How to convert more leads
Get a YES or NO
How to convert more leads
Be prepared to follow up
Thanks for listening
Visit Alan’s table to get his books and Audio collection in OC Ballroom 1 @ 2:10 - 2:50pm today