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hey what's going on guys justin here and in this video i'm going to walk you guys through a breakdown of our pdf that we just released best practices for converting leads into appointments now we put this out on a lot of our social media accounts and we had over 700 people ask for this pdf so i figured i'd do a quick breakdown video and walk you guys through this so let me go ahead and pull this up you'll see here's the pdf if you guys want access to this we're going to put a link down in the description you just click that link enter in a couple pieces of information we'll be sure to send that over to you so here is the actual pdf itself so what we did is we looked at over 25 000 unique leads over 260 000 call attempts 320 000 text messages over 10 000 sales appointments booked and a 42 conversion rate which is we are super proud of because industry average conversion rate from lead to booked appointment is around 20 and this looked at a 10 month period this isn't something that we looked at over years and years and years so our focus was to figure out what the optimal procedures times frequencies for companies to convert leads into appointments now one thing that i will say about all of this data is that these leads were inbound leads so these were leads that were filling out a form on facebook or going through a youtube funnel or going through something like that like responding back through text messages or emails so these were inbound leads so what we found was that the best days of the week to actually convert leads into sales appointments we're at the beginning of the week monday tuesday and wednesday later on in the in the weekend kind of kind of tapers down from that and we also found that females are more likely to book appointments at 57.3 compared to males at 42.7 so females have higher conversion rates so best times best time of the day to convert leads into appointments if we look at this it's anywhere between four to seven pm right with 12 and this is one two three four p.m is the highest likelihood right this is around the late afternoon people are getting off work and you can see that 22.29 percent of appointments are booked between 11am and 2pm during their lunch breaks 24.28 appointments while people are getting off work and another 22.18 appointments or after normal operating hours now you can see here that we are booking some appointments in in the middle of the night and it does kind of taper down but what i will say about this is the text messages and the emails that we were sending the automations that were going out whenever they booked within the first five minutes they were going out but they also had a link so people could self-book right so what we found though is that the chances of them booking was a lot higher when we actually had a human to human interaction and that's why you see the increase here so what we were doing is we were calling between local hours of 8 am and 8 pm so you can see why this is so much higher the number one reason that we found that was booking leads into appointments was actually getting them on the phone within the first five minutes with a real life human being that's why we talk about appointment setters a lot and that's why appointment setters are so important because as a business owner if you're generating a lot of leads and they're coming in you don't have time to call them within five minutes and then you don't have time to do all the number of follow-ups and we'll talk about that here in a second but what we found we actually looked over another article and this is data from harvard business review we found that if you call a lead within the first five minutes that's the highest likelihood of you converting that lead after five minutes it drops drastically it decreases by over 400 percent so response time is key and the conversions what we found was that conversions by follow-up attempts with call and sms call usually generates a higher likelihood that you'll book that appointment and then text messages are usually pretty good but the first handful of messages or where you're going to see most of your appointments come in we also from harvard business review saw that if you call at least six times make at least six attempts reaching out to book that appointment the chances of you qualifying increase to like 90 percent right now most reps most people most business owners they stop after three times but the data shows that if you at least do six the chances of you qualifying that lead increase drastically so you can see here calls are more effective than text messages and then these are the best practices for lead nurturing to increase engagement so this is a sms schedule this is a call schedule and this is an email schedule all done in tandem so let's go through the sms schedule so day one geared around introduction verifying interest enticing them with a freebie or a value add now i will say the 3b and value add it does help but it is not necessary so you don't actually have to have it but it does help day 2 and 5 add value call to action that encourages them to engage usually geared around hey this is why i called day seven touching base checking in are you still experiencing whatever problem they have day 12 are we being a nuisance is everything okay day 15 well this is awkward right so that's like the overall general text message sms schedule and then this is the call schedule so day one we do three calls and then a voicemail we do what's called a bulldog call so once we call they don't answer we hang up we call right back and if they don't answer we hang up and we call right back again because normally that increases the likelihood that they will pick up and then after the third time we leave a voicemail so we do three bulldog calls repeatedly now i will say with the bulldog calls some people like oh what's going on why are you calling me and then you just kind of tell them hey i just saw that you opted into this thing you're like oh yeah and then that usually diffuses the situation right so just heads up bulldog calls are effective but sometimes it takes a little tip tone around when someone answers day two two calls and voicemail morning and afternoon and then voicemail after the first call so first call in the morning second call in the afternoon make sure you leave a voicemail in the afternoon you don't have to number one on day three and four or one calls with no voicemails day six two calls and a voicemail voicemail after the first call just like we talked about before and day eight one call with a voicemail day 11. one call no voicemail day 14. voicemail after last call say hey this is our last attempt it's kind of in your in your court now and then this is the email schedule what we like to do is day one through five follow soap opera sequence kind of telling a story of how they experience problems and then you can see that so far the sequence really from russell brunson that's a link in the pdf that you guys get you can click that link and then day 7 9 11 14 and 21 and 28 it's a mini story think seinfeld like no one episode is related to the last you really need to focus on the problem solution referencing to case studies and proof so that when they see that they're like oh yeah okay these people are legit right and then just follow-up emails from there so that kind of breaks down the uh pdf on the best practices for converting leads into appointments we did a handful of other videos where i referenced this like what an appointment setter is i know we talked about our appointment centers how they should do outbound and inbound i'm going to link those videos down below if you guys want the scripts that appointment setters should use we're going to link that down below as well and then also if you want access to this pdf we're going to link that you just click that link enter in some information we'll be sure to get that over to you now if you like this video go ahead and click that thumbs up click the subscribe button if you want to see more videos like this let me know if you guys have any questions in the comments and we'll respond to those as soon as possible and i hope to see you guys on the next videos [Music] you