Anyway, every so often when I’m not ‘too’ busy, I offer a free webinar training exclusively to the homeopaths on that list.
Back in July, I offered a webinar on ‘small upgrades that make a big difference’ and had quite a few homeopaths join me.
Following on from that, Cathy Hutton offered to host a Radiant Business School training at her home in Hampshire. We set up a time to chat on the phone about that, and it was during that conversation that she asked me what I do when prospective clients email me with an enquiry.
This is what I said:
I keep my response really simple. I always offer them my time and I give them a choice.
Everyone likes to be given a choice
I say, ‘Yes, I can help, would you like me to email you some more information or shall we chat on the phone? Here’s my number, if you’d like to call.’
This week I spoke to Cathy again, and almost the first thing she said was how incredibly useful that piece of advice had been.
She told me that ever since she started doing this, people had called her and that she’d been able to book them in for an appointment.
Previously she had sent information back via email and the conversion into appointments had been much lower.
I was so happy to hear this!
When you are speaking to a potential client on the phone, take your time. It is an opportunity for them to decide whether they want to work with you. It’s important to be honest and open about what they can expect from homeopathy and from working with you.
Your prospective clients need to feel that they can make a choice.
Ideally, if we make the space to really listen to them and to be honest with them, they will choose to work with us.
The most important thing is that it feels like a choice to them.
30 minutes now, more bookings later
On the Radiant Business Courses, I talk a lot about giving people the option of a free 30-minute call. I don’t know about you, but 30 minutes is a big chunk of my time. There is a lot I can do in that time. But, I regularly give it away for free.
I have a booking button on my website, encouraging people to contact me for a free chat. It works. And it works even better now than it did when I first set it up.
On advice from a friend who helps me with my WordPress and who also knows a lot about marketing, I increased my ‘free’ time from 15 minutes to 30 minutes. The response was immediate.
My enquiry rate went up from an average of 1 per month to an average of 1 per week. That is a big increase!
That’s how I know it works!
Not all of those calls turn into bookings but most of them do.
Time and attention says a lot about you
Do you know what it says about you?
It says that you care.
People appreciate that they get your time and your attention.
By being generous with your time you build up trust.
That is a valuable thing at the start of a client-therapist relationship.
4 simple ways to transform enquiries into bookings
So, if you want to ‘convert’ more enquiries into bookings, here’s what to do:
- Offer a choice – more information via email or on a phone call.
- Give them your phone number.
- Offer a free 30-minute call via your booking button on your website.
- Don’t rush.
Allow them to decide.
What are your experiences of converting enquiries into bookings? Leave a comment if you have time.
Thanks for reading!