Are you leaving money on the table?
How To Follow Up Photo Booth Leads Like A Pro
(Janelle Bridge from Wooshka Photobooths guest blogs)
Do you have a timeline, a checklist or some kind of system that you follow for each and every lead that comes in?
How many times do you follow up or do you even follow up at all?
I’ve recently discovered that we haven't been following up anywhere near enough as we should have been and subsequently we were leaving money on the table.
As our business grew and as the amount of inquiries coming in increased, we were simply responding as soon as possible (very common sense stuff), then whenever we thought about it - emailing a second time to follow up if we hadn’t had a return response. We had grown very fast and had a nice amount of leads coming through to us at a rate that we were happy with. They were coming from all forms of advertising and social media platforms such as Google ads, Google organic search, Facebook, Instagram, Photo Booth Finder etc.
The numbers were great and we were converting plenty of our leads into clients, so we weren't overly worried about the ones who hadn’t instantly replied and whilst we would look to get back to them at some stage as a follow up, it was only at random intervals. We were looking forwards to new leads and not backwards to old leads.
Just recently I sat down and logged every single inquiry that had came through in for the past 14 days. The main reason that I did this was that we had been distracted and busy with other things happening in our lives and I just wanted to double check that nothing and nobody had slipped through the cracks in recent weeks.
So I wrote down the names and event dates of all the 39 inquiries that had come in via our website from the previous 14 days onto an old school A4 piece of paper. I noted that we had already locked in and converted 12 of these leads in to clients (plus other instant online bookings), but I immediately thought, ok what about the other 27?
So I escaped to my local cafe, where I frequently visit to get some work done in semi silence in the last painful days of school holidays, and over eggs bennedict and black coffee, I spent around 2 hours checking through emails, Facebook & Instagram messages, sending follow ups and double checking the bookings that had come through had been recorded correctly.
I used a very simple follow up message which included a copy of our original message, along with the following:
Hope you’re well. Just following up on our previous email to see if you had any questions or if there was anything I can help you with.
I have included a copy of the original message below as sometimes our emails can end up hiding in peoples junk folder.”
It's true, sometimes we do end up in the junk mail, but there is another reason I copy paste the original message. It’s so the information is right in front of the lead once again, there is no confusion and they have all the info they need to respond and say “Yes please lock us in!”
That two hours work, locked in another 11 bookings from inquiries we had already received! 23 out of 39 are now booked in, within 14 days of their initial inquiry date.
This exercise showed me that whilst we feel like we are doing quite well, there is always room for improvement.
That 2 hours and $21 spent at my local cafe has yielded over $6000 in client conversions that may have never returned to us if i hadn’t gotten on the front foot and followed up with them. The rest will be followed up again until they either tell me to go away, or their event date passes. Most of us photo booth owners spend good money on driving leads to us, so it might be worth while jumping on your PC, checking through your recent inquiries that you haven’t heard back from and just sending them a little reminder that you are here to help. Don’t give up on them!
Some of those leads might not of been ready to commit previously, but they just might be ready to lock in a booth today, so make it dead easy for them to do it with you.
You never know if you don’t ask.
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