Many businesses talk a good game, but do they really deliver? With today's consumer demanding a personal, prompt response to inquiries, it is increasingly important to mold your old business practices to match the needs of your millennial customers. The best way to turn a potential client into a current client is by creating a one-of-a-kind initial experience for them through your response to their inquiry.
Remove Your Auto-Responder!
For today's consumer, there is nothing worse than initially receiving an email that is dry and is sent back to them so fast that it is obviously computer generated. You would be surprised how many business owners use an auto-responder and never follow-up afterward to add a little something extra. In many cases, I have even witnessed outdated responders when the business owner has left in a two-year-old date in the message body. If you are using an automated response to inquiries, get rid of it immediately!
Create a Template.
Now that you have removed your the auto-responder from your email settings, there is still a way to save time for yourself and be personal to the prospect too! By drafting a sincere, straight-forward template that you can personalize (i.e. add in names, wedding date, etc.) for each inquiry you will be able to respond efficiently and effectively to get your message across.
TIP: WHEN IT COMES TO YOUR MESSAGE IN THE TEMPLATE, FIND A HAPPY MEDIUM BETWEEN TOO SHORT AND TOO WORDY. TOO SHORT WILL MAKE IT SEEM SIMILAR TO AN AUTO-RESPONSE AND ON THE FLIP SIDE, NO ONE WANTS TO READ A LENGTHY EMAIL WHEN THEY ARE SHOPPING AROUND.
Why should you respond as fast a possible? That potential client has probably sent five other emails to business owners just like you to inquire about their business culture and pricing. You want to be the first out of the gate when it comes to responding to all inquiries to increase your client list.
Prepare to be Flexible.
Customizing your services, fees and packages will without a doubt help you book more clients. However, know your business worth and never low-ball yourself into doing the same amount of work for a lot less money. Once you have created a conversation and have gotten a feel about where the inquirer stands, being flexible may be the best and only want to secure the client.
If a week has gone by since you have responded to the inquiry and you have not heard anything back, you have two decisions: follow-up or move on. Let's be honest here, who really wants to turn down business without a good fight? Send a follow-up email or phone call around a week mark of your first email or phone call to find out more information about how you can customize your fees or even ask why they went with someone else to better your chances for the next inquiry you receive!