Question: How do I handle warm leads that don’t respond?
I have two warm leads I feel I’m fumbling through. Both have weddings scheduled in 2015 – here are their separate scenarios:
The first bride is a referral from a friend, I reached out to HER she was excited to hear from me and even took the time to fill out a little “getting to know you questionnaire so I have EVERY detail about her wedding. In my follow up email I setup a time to follow up but I can’t seem to get her on the phone! My latest email I sent her was my new “bride bribe.” I can see where she opens all my emails but I can’t get any further than that. It really stinks because I don’t have a phone number to reach her. We’ve had 5 emails so far, 2 exchanges and 3 solely from me. What am I doing wrong?
The second bride sent me a price inquiry via my website said she loves my work and wanted the price for my services. I sent her the price inquiry email and that I would love to chat with her this past Tuesday at 6pm. She never confirmed that she could talk and I let the evening pass (I felt like I would be a pest calling and she didn’t confirm, especially since I can see that she read the email). The next day I sent her my “bride bribe” and she opened it. What should I do next?
– Frustrated Cinematographer
Answer: Don’t take it personally and keep following up
For the first scenario:
The only thing you’re doing “wrong” here is taking it personally and wondering what you’re doing wrong.
This is a REALLY warm lead. She was referred by a friend and is obviously interested. It’s likely that she’s one of those, “I’m just sooooo busy!” brides who has too much on her plate to get on the phone.
There’s really no way to know for sure her situation, so assume that she wants to hear from you until told otherwise. And follow up in a way that gets her on the phone.
Here are some ideas:
1. Give her an incentive to get on the phone now. Examples: giving a free gift certificate to everyone who meets with you this week, a special bonus or deal (as long as it’s still profitable for you) OR you can mention that you have another couple interested in her date–only if this is true, of course. Many couples will drag their feet until you give them a good reason to do otherwise. Once you do, they suddenly hop to!
2. If that still doesn’t work, send her a version of this “weird” email that works 99% of the time:
“Dear [Bride’s Name],
On the XXth of March, we emailed about your wedding…and as I haven’t heard from you, I can only assume one of the following:
1) You’re now not interested and I’m reduced to the status of an annoying piece of spam clogging up your email or
2) You desperately want to contact me, but you’re trapped under a fallen filing cabinet and can’t reach your phone or PC.
P.S. If it is #2, please let me know and I’ll send someone round to help you out.”
3. You can swap out some of those details you learned from her questionnaire for the humorous scenario in #2. This will minimally make her laugh and almost certainly get a response. In fact, a wedding planner who used this email with two different people who had been ignoring her emails for MONTHS heard back from them both within 15 minutes of sending! Hint: this works because it’s funny and it’s refreshingly different.
Now let’s see what we can do about the second scenario…
She sounds like a warm lead, too. Again, she’s probably just busy. So you need to be persistent!
Here’s what to do:
1. Forward her a copy of your original email with this additional message:
“Hi, [Bride’s Name].
I’m forwarding my last email just in case it got lost in cyberspace. 🙂
Are you available for a quick phone chat on Wednesday at 4pm?
Thanks and I look forward to hearing from you!”
2. If that doesn’t work and you don’t hear from her within the next 3-4 days, send a variation of this email:
“Hi, [Bride’s Name].
We’ve be in communication about your wedding on INSERT DATE and I haven’t heard back from you.
Are you still looking for a cinematographer?
Please let me know so that I can quit bugging you if you’ve made other arrangements. 🙂
3. If you STILL don’t get a response after that (highly unlikely) then send her a version of the “weird” email above.
Three keys to getting a RESPONSE:
- Don’t take it personally. They contacted you first, so assume they’re interested until told otherwise.
- Follow up, follow up and follow up some more. Don’t stop until they tell you to or until the date passes!
- Be personable, friendly and funny whenever possible. Keep your tone light and be different. You’ll become a real person to them, not just some company, and they will feel compelled to respond, even if they’re no longer interested.
Do you have trouble getting warm leads to respond?
About the Author
Stephanie Padovani and her husband, Jeff Padovani, are the dynamic husband-wife duo behind Book More Brides, the #1 online resource for transformational marketing, business and motivational strategies for the wedding industry.
Stephanie and Jeff Padovani met and fell in love in the corporate world, and have been working together ever since. They are famous for entertaining and empowering wedding professionals with low cost, effective marketing strategies and powerful “anti-price shopper” communication techniques…that don’t require sleazy, high-pressure sales tactics or competing on price.
Want more wedding business tips? Visit BookMoreBrides.com to get your copy of the free report, “The Price Shopper Email: How to Immediately Convince Brides of Your Value So They’re Primed and Ready to Book.”
Filed Under: Business, Sales & Marketing
Leave a comment