Free Consultation Overview

A Lead has filled out a One-on-One Form Request or scheduled a call with you.

Here is an overview of how to properly record and document these interactions:

Prior to the call, if possible, research the Lead’s current situation. It’s best to prepare before a call. Here are some questions to ask yourself:
1. Do they have a website?
2. Where are they Located?
3. Do we have any Clients in that Location?
4. Have we worked with them in the past (check Salesforce)?
5. What industry are they in?
With any relevant information pulled up (sometimes there isn’t much), give the Lead a call.
If there is no answer, leave a voicemail stating that you are calling to set up their Free Consultation, when they get a chance, feel free to give us a call back and we can dig into their situation.
If they answer, ask if they have some time right now for the consultation or if they’d like to set something up for later (*We work with a lot of small businesses, many of whom are out in the field doing the work themselves).
If they need to set something up for later, give them 2 options and set a time. DO NOT keep it open ended, get something on the books.
If they are available, jump in:
1. Why did they call?
2. What are their Goals?
3. Can we help them?
4. Remember, this is a consultation first, if we can help, we’d be happy to. But sometimes, they will not be a good fit.
When the consultation is wrapping up, make sure to establish the next steps:
1. Send them a summary email of your conversation
  1. Provide them with any information you promised (pricing, website examples, etc.)
2. Based on your conversation, set a date for your next meeting
After the call:
1. Create a “New Lead” in Salesforce. Click here for details on how.
2. Create a new entry in the Client Tracking Spreadsheet. Click here for details.
3. Set a “New Task” in Salesforce for the next steps. Click here for details.
4. Send the summary email to the New Lead. Copy/Paste that email into their Salesforce account