Empower your security business by converting leads to clients for security

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so you guys asked for another collab with Charlie Morgan and so in this video I brought on Charlie again to talk about lead follow-up because right now with your clients you might be getting them a lot of leads but are you actually taking care of the lead follow-up right if the business doesn't have some sort of a follow-up system or some sort of a sales funnel for when the leads are coming in their pipeline then your agency is basically useless so what you want to be doing and I do this with my agency as well is that you want to switch from the from being just a lead generation agency where you just run ads and you're easily replaceable to actually being an agency that doesn't just bring leads but actually turns those leads into actual customers for the business and by the way Charlie is in the 300 agencies Discord so if you want to join the Discord we have around 50 spots left so if you ever considered joining 300 agencies Now's the Time to join so with that being said I'll cue the interview and I'll leave you guys with the golden nuggets that Charlie has all right guys so I'll just I'll sort of intro myself because I did a video with you before but people might not have seen it so um just for context so I've obviously built and scoured my own marketing agency it's called norflake Consulting um we scaled to about 64 done a few clients at our Peak and we were doing sort of seven figures um got a bit too chaotic so we brought it back into a coaching program but I was explaining to Thomas before the call like one of the big problems that we had when we were building like the done few aspect of it was like we get clients leads but then they just wouldn't book in for appointments or they wouldn't charge for appointments and we had like I think at one point and we discovered this system we had about 30 clients all done for you and the the appointment booking rates and show rates were kind of like all right but we had one client that was pulling like a 90 appointment booking show right every time and I was like how are you doing this and he sort of explained this process to us and we worked with him to sort of um collaborate with it um what I'm gonna do um is pop because there's a more detailed video on how this works I'll put it on my channel um if that's all right on like Friday or something um are you posting this one yeah I think I think before Friday I can post it definitely that's cool so like if you guys want a more sort of detailed overview of how it works my channel will be in the description and then we'll go through it but I'll sort of just walk you through it at a high level so there's obviously um it's quite complicated as you can see here from from a sort of you know from afar um if I just zoom in slightly and sort of get this variable going so we call it like the golden follow-up system um and what it looks like is is basically like this at a high level um what we found is that like if you don't have like a proper predictable consistent way of following up on people that have become leads or have booked deployments but you don't have any way to sort of keep contacting them everyone falls through the cracks like I know some marketing agencies that have a sharp rate of like like 10 20 30 on their appointments and their appointment booking rate from Leeds is also Dreadful so this will fix the problem for you and like I said I'll pop the more detailed video on my channel but so the way it works is it starts out with these um calling and texting scripts um that we sort of use to provide um sort of information right so this is the the appointment booking script so once a lead comes through for the agency you use this script now we like you can teach this to your clients or you can do it for your clients right I'd recommend doing it for them because if you do you can charge way more mine and like also a lot of clients have the objection of like lead quality and like show up right like what you can do is you can actually show them this um because I'll pop I'll pop a copy and paste it all sort of thing on this on Friday but like if a client's like well how do I know the leads are going to show up if you show them like this Myro board and like the scripts you use and everything like they'll be like oh okay these guys have actually thought through the problem they're not just you know chatting some sort of rubbish so we use this script um and we'll sort of you know it's just it's pretty straightforward and we've got this sort of conversation mapped out so all you're doing is you're calling up and saying like hey it's Charlie from northflow Consulting um well you wouldn't say from northflow Consulting you say from the client's business right yeah um but you know you call them now the thing about this and then we've got some other um like phone scripts and like voicemail scripts and stuff down here but what we've learned is that sometimes you have to just follow up on people like relentlessly yeah because you've actually built a system here I'll sort of go down the middle to begin with and then we'll sort of answer these questions so it sort of starts with day one so what we're doing is like we're calling we're leaving a voicemail and we're texting we're emailing people like on day one when the lead was captured so what this means is like first of all we're double dialing them because if you call someone if they have their phone on silent the call won't go through but if you call them and call them again within 30 seconds then the call will show up and then because you've called them twice it'll go through and they'll obviously think it's important so they'll pick up um let me leave a voicemail they don't answer and then you also text and email them um and then we do it once again on day one and another time on day one so the lead comes through at 3 P.M we'll call them within the hour right um and then again like if they don't respond we'll call them again like two hours later and if they still don't respond we'll call them again after that and so like it's really cool intensive but it works really well because like in order for someone to answer the phone you usually need to call them like six to eight times over like one or two weeks and the reason behind that is because the more familiar they become with the phone number the more likely they actually are to respond because like if you see a random phone number you typically won't pick up but if that number keeps calling you you must think it's important so then what we do is we have day two so once again we call we leave a voicemail we text or email them um and then on day two we once again call them again so in the first like two days we're already calling them like five times and like most people will call their leads like once and then like they're like oh these people just don't want to book appointments so they don't want to show up and this is this is more specifically for that sort of lead to appointment booking rate but what we found is that by following this process prospects are so familiar with your business that like they always show up because it's like you know you've put so much effort into getting them there so they feel bad for not showing and then we repeat it so day three is the same thing you call Double dial voicemail text or email and then you call them again later and then the same thing on day four right and it's like the secret to this whole thing is in the first like four or five days you're literally just calling them like 15 times um in fact exactly how many times is one two three four five six seven eight nine ten yeah like 10 10 to 15 times um and like a lot of people just think that that's like it's a mindset problem because a lot of people think it's like oh like if I do that like it will annoy people and they won't show up and like you know it'll just piss them off but like we've actually found that yeah they're actually grateful for you following up yeah it's like especially if it's like what we found this works really well with gyms but it also works really well with like Med Spas with chiropractors with like dentists all those niches that do do Legion and it's because you can follow up like with good intentions it's like look you've you want this offer that the gym has or you want this off for The Med Spa has or you want this offer that the lawyer has whatever it's like the whole idea of it is it's like you're just sort of blasting people like up to 15 times over the course of like a two-week period basically and like like I mentioned like people think that this is really extreme um and we actually label this here for clients like you know the lead follow-up process may seem extreme and that's obviously because it is but it's one of the most effective lead natural process in the world and you will you'll get results like people a lot of the time like people just have this pain avoidance and they they they believe that the follow-up process is going to piss people off because they don't want to do it and so they start putting these these things in the way but like if you actually like had an open mind and implemented this sort of thing you know if all the leads that you generated for people over the course of like a 14 to 30 day period like you will get like 90 of your leads or book appointments because they kind of don't have much of a choice like your con there's like 30 points of contact and it's ridiculous so yeah that's that's sort of like the nuts and bolts of it um in terms of like when to follow up and stuff I mean there's obviously some information here I'll pop this in a more detailed video but Thomas obviously you've got a um Legion business do you have any specific questions about how it works or like any questions you think other people might have like without going into like way too much detail about it yeah um no I mean we we pretty much do the same thing like we try and call two times a day we don't call three times a day uh but call two times a day um you know the first day then try the next day try the next day um so yeah I mean volume is a big part of it like you know when following up you want to have personalization so are your calls are your Outreach or your like messages personalized like do they use the client's name um and then do you have volume so like how much are you following up with them like after that first message like are you are you just giving up after they don't reply are you following up like that's the you know those are the the two tenets that you can have and and um yeah really makes a difference when you follow up a lot uh as opposed to just yeah like I mentioned it's like one of them one of the best benefits we actually had from this thing specifically was just being able to show it to clients on sales calls because like if like a lot of the time people wait for them to understand it logically yeah exactly because it's like you know when you it's one thing to tell a client like yeah like we've got a system to get leads to show up but it's another thing to sort of show it to them and like I think there's this psychology thing in sales like if you've spent all this time building something it must work because otherwise why would you spend all the time building it yeah um and so we've also got like an appointment reminder process over here which is which is pretty thorough but like I think that like when we when we were running our Legion agency and when we had it sort of in full flow done for you it's like you need to transcend being a legion agency and become an appointment booking agency because yeah people don't really want leads they want appointments and they don't want appointments they want people actually walking through the door and like the closer you can position your offer and your service to actually that end result of someone taking effort and walking into their facility or location whatever it is I think the more money you're gonna make when we charge we as soon as we introduced this and it started working we just like doubled the price per appointment because we knew that all of them would show up yeah like if you're charging like 50 bucks per appointment and only like you know 40 of them show up like if you get that to 80 you can just charge a hundred dollars per appointment because they actually become more valuable so yeah yeah man I wanted to you know share it and like like I said I'll put the more detailed video because there's there's some more scripts and stuff I'll put that on YouTube channel on on Friday if anyone wants to subscribe but yeah guys focus on Service delivery man because nobody does yeah yeah um so check out check out his video I'm sure it's it's super valuable I mean this alone I think has opened eyes to a lot of people um and yeah I'll link the channel below and you guys can check it out and thank you Charlie for for breaking this down I mean it's awesome yeah and um yeah and um just to plug your thing as well are you full on the 300 agencies thing because I know you're coming close to it right yeah yeah we we have like 250 right now um obviously you're in the Discord we have like a bunch of bunch of people like who have serious serious Legion agencies um ever since I released that video like there's a lot of um serious applications that have come through uh so it's yeah it's really really um knowledgeable Discord we share a lot of valuable things not this one I hang out in there and it's cool and I noticed as well like some of the clients we've got like the big boys we're like requesting to join as well because I was like oh this is cool like you definitely got something good because yeah like people don't talk enough about Service delivery man like myself included but you know it's it's the thing that sits under the hood but yeah mate I'm really happy to be here um if anyone wants us to collab again I'm sure they'll let us know so um I'll talk to you soon yeah all right cheers