Did you know the online leads your practice receives actually come along with additional, valuable info you can use to convert more of your leads into consults?
We call this extra info “Instant Recon,” and in today’s episode, we go over 5 types of Instant Recon you can start using today to connect with – and book – more of your online leads.
Five ways to book more online leads using the instant recon method.
What is up my friends? It’s your boy, Troy.
Welcome to a fresh episode of the Practice Growth Machine podcast where we teach you the persuasion tips and strategies you can use to command higher prices for your premium procedures and fill your surgery schedule.
Let’s talk about an easy way to book more of your online leads using the instant recon method. What does that mean? Instant recon. So web leads that come through your website or your social feeds, or what have you, have additional info that’s hidden right there in plain sight and it’s super useful to you.
Once you uncover that information, the instant recon, it helps set yourself up for success when you connect with your prospects. Let’s get into it.
The more info you have, the better you can connect with your prospects and move that prospect towards scheduling a consultation. I don’t mean that you have to build all this rapport or have hour-long conversations.
There’s no set amount of time that you need to get somebody to book. But being able to speak to someone’s concerns, their desires, their hobbies, is key to making them comfortable with you and taking them to that next step to come into the practice for a consultation.
Now, when you have these web leads that come through, you gain a lot of information. I want to give you five examples of info that comes through this instant recon info that’s built right into the web leads that you can use right out of the gate on the phone call.
Number one, self-test. If you have a self-test or a quiz on your website, the answers to the questions that the prospect provides can be absolutely useful to you when you are working to book the console. So make sure that when you call your self-test back, you’re not just looking at their name and their phone number, but you’re looking at the answers to those questions.
What do they struggle with? Near vision or far vision? Do they have astigmatism? What’s their biggest concern with choosing a doctor? Is it experience? Is it safety? Is it technology? Take that and use that information on the phone call.
Number two, if you’re running Facebook ads, think about which Facebook ads the person clicked on to come over and turn into a lead. Did they watch a news piece about a certain procedure that you promoted on Facebook? Did they watch a patient testimonial?
If you have these things labeled or tagged within your CRM and you can say, “Hey, this person saw a testimonial of an outdoorsman, for example, and they clicked on that and they turned into a lead,” well, that gives you more insight, number one, into things they might be interested in.
Number two, into things that may have triggered them to take action. Then number three, topics that you can use on the call to engage and build that comfort with the prospect.
All right, number three way that you can use instant recon to book more web leads. Look at their email address. This may sound basic or simple2 but look at someone’s email address.
If someone’s email is crossfit95@gmail, then you can bet that they’re pretty into working out and you can talk about that on the phone call. If someone has a Gmail address versus a Hotmail address, that could tell you about their level of awareness and comfort with technology.
I’m not saying that all Hotmail address users are living in the stone ages, but again, these are little hints and tips that you can pick up on that help to guide you through the call. It helps guide your conversation with the prospect.
Number four, how did they hear about you? So if you have a contact form and you say, “Hey, how did you hear about us?” Or on your self-test, “How did you hear about us?” And they tell you it was with DJ Jamie on so-and-so radio station, well, what do you know at this point?
You know what station they listen to, you know what kind of music they like, you know what kind of content and presentation that DJ Jamie provides. So you know that this person resonates with whatever that DJ talents, attitude is.
Okay, so again, this is giving you insight into what they like and how the brain operates and the things that they resonate with. So use that on the call.
Then number five. This is very easy, but look at what time the form came in. If somebody filled out a form at 9:00 in the morning versus 11:00 at night, that’s going to give you some insight into when they’re on your site, when they’re doing research.
Also, it can tell you when might be a good time to call them back if you don’t get them on that first try. Of course, we want to connect with leads as soon as possible, literally within 60 seconds of the lead coming through. No, that’s not feasible at 10:30 at night, for example.
But if a lead comes through at 3:00 in the afternoon, you call them back and don’t get a hold of them, it’s probably a good bet that afternoons may be better for that person than the mornings. So when you call them the next day, call them after lunch versus calling them first thing in the morning.
None of these are hard and fast rules. I’m not saying call them exactly 24 hours later, but again, this is telling you information about your prospects and what you need to do to connect with them and to close them.
So let’s do a quick recap on today’s episode.
The instant recon method allows you to use info that is hidden in plain sight to convert more of your online leads into consults. We went over five different ways that you can do that today.
Look at the self-test answers, number one. Number two, which Facebook ads did they respond to if they were a Facebook lead or an Instagram lead?
Number three, what email address are they using? What can you learn from the name of their email address? Number four, how they heard about you.
Number five, what time did their form submission actually come in? Was it in the morning, in the afternoon, late at night? Use all this information that is available at your fingertips to convert more of your web leads into consultations.
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All right, have an amazing rest of your week and will see you on the next show.