Phil Risher explains why giving a price to a prospect who needs to think about it kills the lead. Instead, probe their need, get their email, send a written estimate the same day, and follow up next day. This four-step process converts about 40% of leads that would otherwise disappear.
So the homeowner that tells you that they need to think about it is not actually asking for more time. So at my duck cleaning company, we used to get 50 calls a day and about 90% of them said, how much does it cost to get my ducks? And then they'd give them a price and they'd say, cool, I'll give you a call back. This is what you do not want to do. You don't want to just give people a price and then put the ball into their court. So what you want to do instead of when someone calls you and says, hey, what's your price? You want to ask them a little bit more about what's going on. Like, why did you call me? What's you trying to solve? Then you want to ask them, hey, what's the best email to send this over to? I'll send you a formal estimate over with a pricing guide. That way you have it for your records in case you decide to call us back. You know the price and you have it in writing so that way you're good to go. This allows you to capture their email address and send it to them, and now you can start to follow up on that email. So you send them the estimate and then the next day you say, hey, just want to check in on the estimate. Were you able to get a— take a look at it? You know, did you decide that you want to do this project or not? This takes you from spending $200 on a lead and it being gone forever to now spending $200 on a lead and allowing you to follow up with it to hopefully convert it. By using this, we usually convert people at around 40%.
