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How you talk to a lead which is inbound or cold is different. On how you talk to a lead which came from a referral. When you talk to a lead that comes from you to a referral, like you've done fantastic work on getting referrals in the first place. If you get 100 referrals per month, that's good on you. You're set. However, referrals are not predictable. And that is a separate video I've made on why you should have like a lead gen system installed into your business. Business, whether it's from content, cold email outreach or you know, we're just doing content, whatever it is, you need to have like a system where you are getting leads. And this video is primarily to, okay, let's say you've already installed that. How do you communicate with those two? Get as many as you can and just close them in general. Because a lot of businesses, especially in 2024, they're realizing the importance of okay, everyone's on content. I might not be getting as many referral leads as possible because they haven't been predictable and my business is just slowly fluctuating up and down and I just can't be having those panic attacks. I to have like a consistent lead flow where everything is just more predictable. And this video will teach you exactly how to talk to inbound leads or just cold leads in general. And this is something we helped some business owners too. Like business owners that are pretty well off. The business owners doing like seven figures, six figures, they also are looking to install these platforms. This video is for everyone. Because here's what happens when you talk to like a referral lead or let's say even like an in person networking event, you go out to somebody or let's say you're just a speaker in that event or you're just sitting down. When you sit down and listen to something 45 minutes, you're already sold on a specific thing because you're giving that person 45 minutes in the first place. So that's why networking events work pretty well. If you want to kind of sell something or even get your message across. I haven't done it, but I have seen people do it time and time again. And I just try to look at super logically. If I'm sitting at a place for 45 minutes to 2 hours, 4 hours, and I'm just listening to somebody talking, he makes complete Sense. In those 45 minutes he's on stage, then yeah, like I might consider talking to him or just buying from him right on the spot, why not? Or even give him a follow on his socials. But when you run ads or when you're just getting as much inbound leads as possible, you're not getting 45 minutes, you're getting like 20 seconds at best or 30 seconds, that is all you're getting to even get a follow. Or just them giving you your information for their email and phone number. So the steps you do afterwards is super, super important. Even referrals, when a client refers you to their friend, relative, whoever it is, when you get a referral, they are already sold on your services. You just need to explain the concepts and just tell them, okay, this is what I do and this is how I'm going to do it. That's pretty much all you need to say. Because referrals are like already. They already have one foot in the door. But with inbound and cold leads you need to try to make sure you get both feet in the door. But with inbound leads or cold leads or also people who barely know you or haven't heard of you and just came across something that they liked initially. That is a completely different system that you need to be installing. And let's talk about it. Let's say you're running ads to get to the emails, getting the phone numbers and as soon as you get the phone numbers and emails you can just take your time to contact them. You need to have backend systems in place where somebody is contacting them immediately, within business hours, of course. But let's say you get like a. Let's you build automations to a point where you're getting the phones and leads, where Facebook, TikTok, LinkedIn, wherever you're running ads and you get them directly to your phone or your email. As soon as you receive that email you need to send them a text as soon as possible. Or if it's within business hours, just call them like a minute or two after because they're already telling you that they're available. Because they just fill out a form. So they are available. There are they are on the social platforms doing something. So that is like the best time to contact them or just leave them a message. If it's after hours or if it's just something, here's what I do. I'll just leave them a text message and I'll leave two text messages, two very short messages, not just something like, like a long like hey, thanks for filling out the form. My name is Reed. This is what our services are thanks for or booking the call, blah, blah, Blah, blah, don't do that because people will automatically think that it is an AI automated message and that is something you're trying to get away from. You want to make sure that this is real person contacting them, not like a AI or like a preset message. And people just don't like talking to in the bots or AI messages. So that is like the first barrier you need to go through is send them two short very messages. It could be like, thanks for filling out the form, my name is Reem. That's like literally the first text. And the second text could be like, by the way, did you get the chance to look at this? Did you get the chance to look the video? Did you get the chance to look at our website? The second message could be any call to action. But make sure it's a question. Because if you ask a question, if you like give an output, you will receive an input. But if you're just like making statements which could be just thanks for filling out the form, I hope you're having a good day, then like they're not. They're the chance of them saying like you too is very low. But if you ask like a question which is output, you might receive an input. The chance of you receiving an input is much higher because you asked a question within those forms and let's say within five to ten minutes, again within business hours, you didn't get a respond back. You can call them right after. And with calling you need to make sure is you're always doing two calls. Like the first call is just going to be kind of like a call you do. If they pick up, that's good, fantastic. But never expect them to pick up on the first call because when you receive like let me ask you this, when you receive like a phone phone call from an unknown number, you're probably not going to pick it up. A few of you might, but a lot of you might not pick it up. But let's say you receive a second phone call from the exact same phone number. Then you go like, okay, this might be important, this might be someone I know, let me pick this up. And then on the second phone call you'll notice that they might either pick it up or they just might just call it out immediately. And then they might go check their text. And then after 15 minutes you can try giving them a call back. And then that way you can increase your chances of them picking up a phone call even higher. And when they pick up that phone call, they'll let you know the Reason like, hey, I'm busy at the moment, let's do this within a couple hours. Or let's schedule something for next week. I'll have your phone number saved. So these type of things, every single step you take and every single plant you place for them to pick up, the phone call is going to work. So text messages, phone calls, and then another phone call 15 minutes after, or even could be like an hour after. But you want to make sure the time difference between them filling out the form and then you doing all these steps is not that much because oftentimes, and this will happen all the time is. Let's say you, let's say you get a lead and then you contact them even two to four hours after, they'll forget they have a lot of things going on. Every single person fills out. Filling out your form has a lot of things going on. They're human beings. They might have like a cooking class after, they might have gym practice after, they might have like a dancing lesson after. They might have a karate chop lesson after. They have a lot of things going on. So you want to make sure you capture their attention as fast as you can. So that is why the term speed to lead is very, very important. If you don't capture their attention within the first 15 minutes, the chances of you getting that lead, even in books, is going to be very, very low. Now, that doesn't mean you get rid of them, like, you don't talk to them at all after like 15 minutes. Still keep them in the pipeline. You either get a no or you get a yes. That's, that's literally the only metric. If you keep calling them, let's say within two months, you've given them like 50 phone calls. And then within the 50th phone call, they're like, we're not interested, or like, I don't need your service at all. And you've explained all the concepts, then just take that as a no. But if they don't answer or if they just keep putting you on hold like, yeah, give me another week, give me two weeks, then keep them in the pipeline. Don't just get rid of them. Also, another good analogy for speed to lead is let's say you're sitting at a restaurant as, as soon as the food comes to your table, you're going to eat it because it's the warmest. It's the, it's, it's the best tasting. It's not cold. But if you leave it there for 15 minutes, it's going to get cold, 30 minutes colder, 45 minutes colder. And then you need to microwave it. So you need to find that microwave element as well. Like, okay, how do I get this lead to be microwaved again? So let's say within a week, you send them another message like, hey, remember you filled out the form for this, this, this, so we can solve this, this, this. You just remind them you're just using the microwave method to remind them of what the deal was, what they applied for. And then you could try using the same method over and over again where you call them. They don't pick up 15 minutes and they keep repeating it. Don't just give up on that lead. A lot of people be like, okay, well, this did. This lead didn't pick up. The leads are bad. I don't want to do this next platform. And especially a lot of people with referral leads do this because if you're business, especially if you've been in business for, like, more than 20 years, 10 years, and you've mainly been reliant on referrals, this new experience is going to be challenging. You're going to be like, okay, like, these people are not closing. Like, they're not listening to me. Of course they're not going to listen to you. They barely know you. Referrals know you. They love you. These people barely know you. They think you're a scam until that you're not. So these are things you need to be very, very careful of. All right, so that is pretty much it for today's video. Hope you got a ton of value out of this. And if you apply what I'm saying, you will be getting a lot of responses like, you will. There's no other. Like, there's no way. You're not going to. Because if in the past you've just been like, okay, got a call from. Got a lead. Call them, then pick up, next lead. Or, hey, got a lead. Okay, I'll just reach them after lunch, 15 minutes after, two hours after, four hours after. No, don't do that. If you can't do that, I understand you might be super busy. Everyone is. Even the leads you're contacting, they're super busy. Have systems in place. And so hire an appointment center. Hire like a close. Or hire a salesperson if you already have a salesperson. If you already have, like, an assistant, ask them to do it for you. You want to make sure that you have systems in place where you're either getting the qualified leads delivered to your phone your assistant takes care of, or your appointment setter takes care of all the conversion aspects for you and then you only talk to the qualified ones or people who already know about your program and are interested in moving forward. These type of things is just going to take you from point A to point B very, very fast. All right guys, that is all for today's video. If you do want these exact systems installed into your business, whether it's we do the whole thing, content, ads, customer journey to lead, delivered directly to your phone. So this whole system is installed into your business so that if that sounds like something you want, there's a calendly link right in the description book, a call on whatever time works for you and we'll get in touch very, very soon. And other than that, I do also have like a newsletter where I send five very, very short emails from Monday to Friday and the reaction I try to get is like wow, I didn't know this. Now, now you know. So these, these have a reaction because I just try to make every single thing value impact very carefully. So because I understand people are busy, they don't have time to read through a full blown email every single day. So we want to make sure we fit down as much as we can.