483. You Don't Need More Inquiries. You Need Better Conversations.

But today, I want to talk about booking season and consultations and discovery calls, because I think a lot of us really, with just some fine tune-ups, could really convert a lot more people.

So the first thing I want to say is that more inquiries doesn't fix a conversion problem.

I think a lot of us are trying to solve the wrong problem, and we keep thinking that we need more inquiries.

But What if instead the inquiries that you got were more qualified and you did a better job of showing them the value that you bring? Because I think a lot of times we would blame maybe our – The algorithms or a website or that, you know, we just don't have enough leads or that they can't afford us.

We're kind of blaming other things.

But more inquiries doesn't just fix your conversion problem.

As a rule of thumb, like superstar salespeople convert 15 to 25 percent of their leads into bookings.

And depending on how high price of a ticket you are and the way that you do things, that number could go down even further.

So if I book two out of every 10 consultations, I feel like I'm winning.

Yeah, that first point is that just keep getting more inquiries might not be the answer.

And it's just like when you're looking at your home life, if your budget is out of control for what you spend, making more money doesn't really fix the issue.

It's stopping taking a look at your budget, your system, where money's going out, That's usually what would fix the issue, because if you don't budget your money properly and you spend like crazy, no amount of money coming in is going to stop you from wasting it.

And that's kind of like what it is with these inquiries.

And depending on how you're getting these inquiries.

These are, you know, important.

They're important for you.

You need to do, like, you should treat every one of them as a major opportunity.

And so pre-qualifying is a huge thing.

So before they even inquire, take a look.

Are you making it easy to qualify them but not make it to where they don't ever reach out? Do you have your pricing, your starting pricing? We've talked about that recently.

But when they inquire, what happens? Do you have the proper...

Responder, do you personally respond? Do you have a template email? It depends on where you're going and what you're doing, but warming them up before the call, getting the right people on the call, that might cause a better conversation.

Have you ever been halfway through a call only to find out that they didn't know your starting prices or that you make this huge connection with people and then they say, oh, well, my mom's paying for it, so I need to talk to her.

And then she is going to go talk to her mom and play a game of phone tag.

Better conversions happen whenever you really start to lean into this process.