There are a variety of things you can do to optimize your business’ online presence and drive traffic to your website. Providing original and relevant content is great for improving organic search rankings (and thereby website visits), utilizing pay-per-click or referral type programs is great to reach a broader audience, and having a great offer incites potential clients to call or email your business.
Many savvy business owners are likely aware of these methods. However, there is another factor that often is completely skimmed over or ignored all together: training staff for converting potential clients into new appointments.
Is Your Staff Aware?
When attempting to gain new clients, an informed and trained staff is essential to improving conversion rates. All the elements for capturing new business can be perfect, but if the person answering the phone or responding to new client inquiries is not aware of your new patient special or online deal, it can ruin everything.
How Do You Prepare to Convert Leads into Clients?
The person answering the phone must be supplied with all the details regarding any deals, specials, coupons or any monthly offers. As they are the first point of contact, you want them to be knowledgeable about everything going on in the office.
Additionally, the person answering the phone needs to be a closer. While you don’t want them to be pushy about setting appointments, you do want them to gather client information and make an effort to book appointments. If they do not book, you still want to make sure that the potential client’s information was acquired for a follow-up call later on.
Leads should be given priority. As the business owner, you need to make sure that your staff understands how important potential new clients are to the business. Maximize conversions by advising your staff to either leave certain appointment times open for these prospective clients or to make every effort to fit in these potential clients as soon as possible.
Don’t Let Leads Turn into Missed Opportunities
Too often we see business owners losing these new clients because the staff is not properly informed on how to handle a potential client. Don’t lose any more leads. Follow these tips to reduce marketing costs by increasing website and phone conversions.
By: David Richardson
Looking for more tips on filling your appointment calendar?
We have some more articles you may find helpful.