The purpose of the scheduled appointment is to see if there is a fit between you and your potential customer.
During the call, they’ll want to learn more about your experience, track record, processes, and team.
If they are an inbound lead, you already whatsapp number list know they want a rough idea of the budget and start date from the form they filled in.
If they are an outbound lead, you already know their organic traffic and how it stacks up with a competitor’s.
You’ll want to discuss the service they want, budget, and timing. Also, it’s important to determine their future state.
You’ll discuss how you measure success.
You’ll provide pricing guidance, i.e., how you work and charge.
Subsequent meetings and dialogues revolve around the same topics.
Tell me more about your situation
I called a lead, Sam, at the appointed time and asked about his business.
He told me he was paying for leads from others, but he had an excellent offline network and social profile.
I told him a story about an ex-client who had purchased non-exclusive leads. The ex-client then called up prospects who had already received 10 calls from other contractors. Apparently, those contractors had been sold the same leads.
He asked about me.
I explained my business model and provided my traffic and conversion rates.
I proceeded to tell him he would want his own leads rather than purchasing third-party leads.
Then to bridge the connection between his business and my business, I said:
“If a competing website gets 1,000 visits—let’s say they convert 2% into inquiries. That’s 20 inquiries a month. How many inquiries do you typically convert into a paid project?”
“10%,” he said.
“So two jobs at £20K are £40K a month or £480K a year,” I said.
“Yes, broadly speaking,” Sam replied.
Where do we go from here?
I sensed the call was nearing an end, so I asked, “Where do you want to go from here?”
P.S. This is my favorite call to action at the end of a call or email.
Sam said he would email me the plans for his business as we advance, and we should speak soon.
He texted me that evening.