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Part 3 - Making the sale! · Wedding Pros who are ready to grow - with Becca Pountney

• 0:45
  Your
• 0:46
  email
• 0:46
  pings,
• 0:47
  a
• 0:47
  brand
• 0:47
  new
• 0:47
  inquiry
• 0:48
  lands
• 0:48
  in
• 0:48
  your
• 0:48
  inbox.
• 0:49
  But
• 0:49
  now
• 0:50
  what?
• 0:50
  Welcome
• 0:51
  to
• 0:51
  part
• 0:51
  three
• 0:51
  of
• 0:51
  our
• 0:52
  summer
• 0:52
  series,
• 0:52
  all
• 0:53
  about
• 0:53
  the
• 0:53
  Customer
• 0:54
  Journey.
• 0:54
  As
• 0:55
  we've
• 0:55
  been
• 0:55
  breaking
• 0:55
  it
• 0:55
  down
• 0:56
  into
• 0:56
  each
• 0:56
  section
• 0:56
  of
• 0:57
  the
• 0:57
  Customer
• 0:57
  Journey,
• 0:57
  and
• 0:58
  today
• 0:58
  we're
• 0:58
  going
• 0:58
  to
• 0:58
  be
• 0:58
  talking
• 0:59
  about
• 0:59
  how
• 0:59
  to
• 0:59
  turn
• 0:59
  an
• 1:00
  inquiry
• 1:00
  into
• 1:01
  a
• 1:01
  sale.
• 1:02
  I'm
• 1:03
  Becca
• 1:03
  Poutney,
• 1:04
  wedding
• 1:04
  business
• 1:04
  marketing
• 1:05
  expert,
• 1:05
  speaker
• 1:05
  and
• 1:06
  blogger,
• 1:06
  and
• 1:06
  you're
• 1:07
  listening
• 1:07
  to
• 1:07
  the
• 1:07
  Wedding
• 1:07
  Pros
• 1:08
  who
• 1:08
  Are
• 1:08
  Ready
• 1:08
  to
• 1:08
  Grow
• 1:09
  podcast.
• 1:10
  I'm
• 1:10
  here
• 1:11
  to
• 1:11
  share
• 1:11
  with
• 1:11
  you
• 1:11
  actionable
• 1:12
  tips,
• 1:12
  strategies
• 1:13
  and
• 1:13
  real
• 1:13
  life
• 1:14
  examples
• 1:14
  to
• 1:14
  help
• 1:15
  you
• 1:15
  take
• 1:15
  your
• 1:15
  wedding
• 1:16
  business
• 1:16
  to
• 1:16
  the
• 1:16
  next
• 1:16
  level.
• 1:17
  If
• 1:17
  you
• 1:18
  are
• 1:18
  an
• 1:18
  ambitious
• 1:18
  wedding
• 1:19
  business
• 1:19
  owner
• 1:19
  that
• 1:20
  wants
• 1:20
  to
• 1:20
  take
• 1:20
  your
• 1:20
  passion
• 1:21
  and
• 1:21
  use
• 1:21
  it
• 1:21
  to
• 1:22
  build
• 1:22
  a
• 1:22
  profitable,
• 1:22
  sustainable
• 1:23
  business
• 1:24
  doing
• 1:24
  what
• 1:24
  you
• 1:24
  love,
• 1:25
  then
• 1:25
  you're
• 1:25
  in
• 1:25
  the
• 1:25
  right
• 1:26
  place.
• 1:26
  Let's
• 1:27
  get
• 1:27
  going
• 1:27
  with
• 1:27
  today's
• 1:28
  episode.
• 1:29
  Before
• 1:30
  I
• 1:30
  dive
• 1:30
  into
• 1:30
  today's
• 1:31
  episode
• 1:32
  in
• 1:32
  this
• 1:32
  miniseries
• 1:33
  all
• 1:33
  about
• 1:33
  the
• 1:33
  Customer
• 1:34
  Journey,
• 1:34
  I
• 1:34
  just
• 1:34
  need
• 1:34
  to
• 1:34
  take
• 1:35
  a
• 1:35
  moment
• 1:35
  to
• 1:35
  share
• 1:36
  something
• 1:36
  incredibly
• 1:37
  exciting
• 1:37
  with
• 1:38
  you.
• 1:38
  Now,
• 1:38
  I
• 1:38
  record
• 1:38
  this
• 1:39
  a
• 1:39
  bit
• 1:39
  ahead
• 1:39
  of
• 1:39
  time,
• 1:39
  so
• 1:40
  you
• 1:40
  may
• 1:40
  have
• 1:40
  already
• 1:40
  seen
• 1:40
  this
• 1:41
  on
• 1:41
  social
• 1:41
  media,
• 1:42
  but
• 1:42
  for
• 1:42
  those
• 1:42
  of
• 1:42
  you
• 1:42
  that
• 1:42
  haven't,
• 1:43
  I
• 1:43
  wanted
• 1:43
  to
• 1:43
  share
• 1:44
  with
• 1:44
  you
• 1:44
  as
• 1:45
  my
• 1:45
  loyal
• 1:45
  podcast
• 1:46
  listeners.
• 1:47
  So
• 1:47
  a
• 1:47
  couple
• 1:47
  of
• 1:48
  weeks
• 1:48
  back
• 1:48
  now
• 1:48
  I
• 1:49
  found
• 1:49
  out
• 1:50
  very
• 1:50
  exciting
• 1:50
  news
• 1:51
  that
• 1:51
  Wedding
• 1:51
  Pros
• 1:51
  who
• 1:52
  are
• 1:52
  Ready
• 1:52
  to
• 1:52
  grow.
• 1:52
  Yes,
• 1:53
  this
• 1:53
  very
• 1:53
  podcast
• 1:54
  has
• 1:54
  been
• 1:55
  shortlisted
• 1:55
  in
• 1:56
  the
• 1:56
  business
• 1:56
  section
• 1:57
  of
• 1:57
  the
• 1:57
  British
• 1:58
  Podcast
• 1:58
  Awards.
• 1:59
  Now,
• 1:59
  just
• 1:59
  to
• 1:59
  give
• 1:59
  you
• 2:00
  an
• 2:00
  idea
• 2:00
  of
• 2:00
  the
• 2:00
  size
• 2:01
  and
• 2:01
  scale
• 2:01
  of
• 2:01
  these
• 2:01
  awards,
• 2:02
  some
• 2:02
  of
• 2:02
  the
• 2:02
  people
• 2:02
  I've
• 2:02
  been
• 2:03
  nominated
• 2:03
  up
• 2:04
  against
• 2:04
  in
• 2:04
  this
• 2:04
  in
• 2:05
  the
• 2:05
  same
• 2:05
  awards
• 2:05
  ceremony,
• 2:06
  not
• 2:06
  necessarily
• 2:06
  in
• 2:06
  the
• 2:06
  business
• 2:07
  category,
• 2:07
  include
• 2:08
  Louis
• 2:08
  Theroux,
• 2:09
  Lily
• 2:09
  Allen,
• 2:10
  some
• 2:10
  huge
• 2:11
  names
• 2:11
  in
• 2:11
  the
• 2:12
  podcasting
• 2:12
  world,
• 2:13
  and
• 2:13
  little
• 2:13
  old
• 2:13
  Becca
• 2:14
  Pountney
• 2:14
  is
• 2:15
  on
• 2:15
  the
• 2:15
  list.
• 2:16
  Now,
• 2:16
  I've
• 2:16
  been
• 2:16
  shortlisted
• 2:17
  in
• 2:17
  the
• 2:17
  business
• 2:17
  category.
• 2:18
  I
• 2:18
  believe
• 2:18
  there's
• 2:19
  six
• 2:19
  or
• 2:19
  seven
• 2:19
  podcasts
• 2:20
  overall
• 2:20
  that
• 2:20
  have
• 2:20
  been
• 2:20
  shortlisted
• 2:21
  in
• 2:21
  that
• 2:21
  category.
• 2:22
  So
• 2:22
  again,
• 2:23
  for
• 2:23
  me,
• 2:23
  absolutely
• 2:24
  huge
• 2:24
  achievement.
• 2:25
  And
• 2:25
  if
• 2:25
  you
• 2:25
  look
• 2:25
  at
• 2:26
  the
• 2:26
  names
• 2:26
  of
• 2:26
  the
• 2:26
  other
• 2:27
  podcasts
• 2:27
  I've
• 2:27
  been
• 2:27
  shortlisted
• 2:28
  against,
• 2:28
  it's
• 2:29
  a
• 2:29
  little
• 2:29
  bit
• 2:29
  overwhelming.
• 2:30
  Like
• 2:30
  the
• 2:30
  Times
• 2:31
  Newspaper,
• 2:31
  Bloomberg,
• 2:32
  the
• 2:32
  Economist,
• 2:33
  and
• 2:33
  then
• 2:33
  again,
• 2:34
  Becca
• 2:34
  Pountney.
• 2:35
  Now,
• 2:35
  what
• 2:35
  I
• 2:35
  love
• 2:35
  about
• 2:35
  these
• 2:36
  awards
• 2:36
  is
• 2:36
  the
• 2:36
  awards
• 2:37
  are
• 2:37
  not
• 2:37
  about
• 2:37
  the
• 2:37
  size
• 2:38
  or
• 2:38
  scale
• 2:38
  of
• 2:38
  your
• 2:38
  podcast,
• 2:39
  it's
• 2:39
  about
• 2:40
  the
• 2:40
  quality
• 2:40
  of
• 2:40
  the
• 2:40
  content
• 2:41
  you
• 2:41
  produce.
• 2:42
  So
• 2:42
  they're
• 2:42
  listening
• 2:42
  for
• 2:43
  the
• 2:43
  quality
• 2:43
  of
• 2:43
  the
• 2:43
  show.
• 2:44
  And
• 2:44
  so
• 2:44
  for
• 2:44
  me
• 2:45
  and
• 2:45
  my
• 2:45
  team,
• 2:45
  it's
• 2:46
  an
• 2:46
  incredible
• 2:46
  honor
• 2:47
  that
• 2:47
  we've
• 2:47
  even
• 2:47
  made
• 2:48
  this
• 2:48
  shortlist
• 2:48
  among
• 2:49
  these
• 2:49
  massive
• 2:49
  media
• 2:50
  giants.
• 2:50
  Bearing
• 2:51
  in
• 2:51
  mind
• 2:51
  I'm
• 2:51
  recording
• 2:52
  these
• 2:52
  episodes
• 2:52
  in
• 2:53
  my
• 2:53
  home
• 2:53
  home
• 2:53
  office
• 2:54
  alone.
• 2:54
  We're
• 2:54
  just
• 2:54
  editing
• 2:55
  them
• 2:55
  ourselves
• 2:56
  as
• 2:56
  part
• 2:56
  of
• 2:56
  my
• 2:56
  team.
• 2:56
  We're
• 2:57
  not
• 2:57
  part
• 2:57
  of
• 2:57
  a
• 2:57
  massive
• 2:58
  media
• 2:58
  corporation.
• 2:59
  We're
• 2:59
  not
• 2:59
  working
• 2:59
  for
• 2:59
  BBC
• 3:00
  or
• 3:00
  global
• 3:00
  radio
• 3:01
  or
• 3:01
  anyone
• 3:01
  like
• 3:02
  that.
• 3:02
  To
• 3:03
  be
• 3:03
  able
• 3:03
  to
• 3:03
  be
• 3:03
  in
• 3:04
  the
• 3:04
  category
• 3:04
  with
• 3:05
  those
• 3:05
  giants
• 3:05
  and
• 3:06
  to
• 3:06
  be
• 3:06
  recognized
• 3:07
  alongside
• 3:08
  those
• 3:08
  people
• 3:08
  is
• 3:08
  a
• 3:09
  huge
• 3:09
  honor.
• 3:09
  I
• 3:10
  am
• 3:10
  really
• 3:10
  passionate
• 3:10
  about
• 3:11
  creating
• 3:11
  great
• 3:12
  quality
• 3:12
  content
• 3:12
  for
• 3:13
  you
• 3:13
  to
• 3:13
  listen
• 3:13
  to
• 3:14
  for
• 3:14
  the
• 3:14
  wedding
• 3:15
  industry.
• 3:15
  Yes,
• 3:15
  we
• 3:16
  may
• 3:16
  be
• 3:16
  niche,
• 3:16
  it
• 3:17
  may
• 3:17
  be
• 3:17
  a
• 3:17
  small
• 3:18
  audience
• 3:18
  in
• 3:19
  terms
• 3:19
  of
• 3:19
  how
• 3:19
  many
• 3:19
  people
• 3:20
  are
• 3:20
  interested
• 3:20
  in
• 3:20
  growing
• 3:21
  their
• 3:21
  wedding
• 3:21
  business,
• 3:21
  but
• 3:22
  for
• 3:22
  those
• 3:22
  of
• 3:22
  you
• 3:22
  that
• 3:22
  are
• 3:23
  part
• 3:23
  of
• 3:23
  this
• 3:24
  audience,
• 3:24
  I
• 3:24
  want
• 3:24
  to
• 3:25
  make
• 3:25
  sure
• 3:25
  sure
• 3:25
  that
• 3:25
  we're
• 3:25
  bringing
• 3:26
  you
• 3:26
  top
• 3:26
  quality
• 3:26
  content
• 3:27
  that
• 3:27
  rivals
• 3:28
  those
• 3:28
  massive
• 3:29
  media
• 3:30
  brands.
• 3:30
  And
• 3:30
  so
• 3:30
  to
• 3:31
  be
• 3:31
  recognized
• 3:31
  as
• 3:31
  doing
• 3:32
  that
• 3:32
  is
• 3:32
  a
• 3:32
  huge
• 3:32
  honor
• 3:33
  for
• 3:33
  me.
• 3:33
  Thank
• 3:33
  you
• 3:34
  for
• 3:34
  continuing
• 3:34
  to
• 3:34
  listen
• 3:35
  and
• 3:35
  support
• 3:35
  the
• 3:36
  show.
• 3:36
  A
• 3:36
  couple
• 3:36
  of
• 3:37
  things
• 3:37
  you
• 3:37
  can
• 3:37
  do
• 3:37
  in
• 3:38
  light
• 3:38
  of
• 3:38
  this
• 3:38
  I
• 3:39
  just
• 3:39
  believe
• 3:39
  more
• 3:39
  wedding
• 3:40
  pros
• 3:40
  need
• 3:40
  to
• 3:40
  know
• 3:40
  this
• 3:41
  podcast
• 3:41
  exists.
• 3:42
  There
• 3:42
  is
• 3:42
  so
• 3:42
  many
• 3:43
  great
• 3:43
  nuggets
• 3:43
  of
• 3:43
  information,
• 3:44
  great
• 3:44
  guests,
• 3:45
  great
• 3:45
  pieces
• 3:45
  of
• 3:45
  content
• 3:46
  on
• 3:46
  here
• 3:46
  and
• 3:47
  maybe
• 3:47
  your
• 3:47
  fellow
• 3:48
  pros
• 3:48
  and
• 3:48
  venue
• 3:48
  owners
• 3:49
  don't
• 3:49
  even
• 3:49
  know
• 3:49
  about
• 3:50
  it.
• 3:50
  Whether
• 3:50
  you're
• 3:50
  based
• 3:51
  in
• 3:51
  the
• 3:51
  UK
• 3:51
  or
• 3:52
  further
• 3:52
  afield,
• 3:53
  why
• 3:53
  not
• 3:53
  share
• 3:54
  your
• 3:54
  knowledge
• 3:54
  about
• 3:55
  this
• 3:55
  podcast
• 3:55
  with
• 3:55
  a
• 3:56
  friend,
• 3:56
  with
• 3:56
  a
• 3:56
  fellow
• 3:57
  fellow
• 3:57
  professionals,
• 3:57
  share
• 3:58
  it
• 3:58
  on
• 3:58
  social
• 3:58
  media
• 3:58
  or
• 3:59
  just
• 3:59
  tell
• 3:59
  them
• 3:59
  about
• 3:59
  it
• 4:00
  because
• 4:00
  this
• 4:00
  recognition
• 4:01
  shows
• 4:01
  that
• 4:02
  they
• 4:02
  absolutely
• 4:02
  should
• 4:03
  be
• 4:03
  listening.
• 4:03
  The
• 4:03
  other
• 4:04
  thing
• 4:04
  is,
• 4:04
  it's
• 4:04
  been
• 4:04
  a
• 4:05
  while
• 4:05
  since
• 4:05
  anyone
• 4:05
  left
• 4:06
  a
• 4:06
  review
• 4:06
  on
• 4:06
  the
• 4:06
  podcast.
• 4:07
  I
• 4:07
  know
• 4:07
  you
• 4:07
  guys
• 4:07
  love
• 4:07
  listening.
• 4:08
  If
• 4:08
  you've
• 4:08
  never
• 4:08
  left
• 4:09
  a
• 4:09
  podcast
• 4:09
  review
• 4:09
  on
• 4:10
  whatever
• 4:10
  your
• 4:10
  chosen
• 4:11
  platform
• 4:11
  is,
• 4:11
  why
• 4:11
  not
• 4:12
  help
• 4:12
  me
• 4:12
  out?
• 4:12
  Take
• 4:13
  30
• 4:13
  seconds
• 4:13
  out
• 4:13
  of
• 4:14
  your
• 4:14
  day
• 4:14
  to
• 4:14
  day.
• 4:14
  It
• 4:14
  will
• 4:15
  mean
• 4:15
  the
• 4:15
  world
• 4:15
  to
• 4:15
  me.
• 4:16
  I
• 4:16
  will
• 4:16
  keep
• 4:16
  you
• 4:16
  updated.
• 4:17
  The
• 4:17
  final
• 4:18
  ceremony
• 4:18
  isn't
• 4:19
  until
• 4:19
  October.
• 4:19
  It's
• 4:19
  happening
• 4:20
  in
• 4:20
  London.
• 4:20
  We
• 4:20
  are
• 4:21
  planning
• 4:21
  to
• 4:21
  be
• 4:21
  there,
• 4:22
  me
• 4:22
  and
• 4:22
  a
• 4:22
  couple
• 4:22
  of
• 4:22
  members
• 4:23
  of
• 4:23
  my
• 4:23
  team,
• 4:23
  to
• 4:24
  go
• 4:24
  and
• 4:24
  celebrate
• 4:24
  that
• 4:24
  evening.
• 4:25
  Am
• 4:25
  I
• 4:25
  expecting
• 4:26
  to
• 4:26
  win?
• 4:26
  Absolutely,
• 4:26
  absolutely
• 4:27
  not.
• 4:27
  Am
• 4:27
  I
• 4:27
  thrilled
• 4:28
  that
• 4:28
  I'm
• 4:28
  just
• 4:28
  going
• 4:28
  to
• 4:28
  get
• 4:28
  to
• 4:28
  be
• 4:29
  in
• 4:29
  the
• 4:29
  room
• 4:29
  and
• 4:29
  have
• 4:29
  the
• 4:29
  opportunity
• 4:30
  to
• 4:30
  have
• 4:30
  even
• 4:30
  been
• 4:31
  shortlisted
• 4:31
  amongst
• 4:32
  those
• 4:32
  media
• 4:32
  giants?
• 4:33
  Of
• 4:33
  course,
• 4:33
  and
• 4:34
  there'll
• 4:34
  be
• 4:34
  loads
• 4:34
  of
• 4:34
  content
• 4:35
  along
• 4:35
  the
• 4:35
  way
• 4:35
  too.
• 4:35
  Anyway,
• 4:36
  enough
• 4:36
  about
• 4:36
  the
• 4:37
  British
• 4:37
  Podcast
• 4:37
  Awards.
• 4:38
  Let's
• 4:38
  get
• 4:38
  on
• 4:38
  with
• 4:39
  today's
• 4:39
  episode.
• 4:40
  And
• 4:40
  today
• 4:40
  is
• 4:40
  the
• 4:40
  third
• 4:41
  part
• 4:41
  of
• 4:41
  my
• 4:41
  mini
• 4:42
  series
• 4:42
  that
• 4:42
  I'm
• 4:42
  running
• 4:43
  all
• 4:43
  through
• 4:43
  August.
• 4:44
  All
• 4:44
  about
• 4:44
  the
• 4:44
  different
• 4:44
  parts
• 4:45
  of
• 4:45
  the
• 4:45
  customer
• 4:45
  journey.
• 4:46
  So
• 4:46
  if
• 4:46
  you
• 4:46
  haven't
• 4:47
  yet
• 4:47
  listened
• 4:47
  to
• 4:47
  part
• 4:47
  one
• 4:47
  and
• 4:48
  two,
• 4:48
  you
• 4:48
  may
• 4:48
  want
• 4:48
  to
• 4:48
  go
• 4:48
  back
• 4:49
  to
• 4:49
  the
• 4:49
  last
• 4:49
  couple
• 4:49
  of
• 4:50
  weeks
• 4:50
  first
• 4:50
  before
• 4:51
  you
• 4:51
  listen
• 4:51
  to
• 4:51
  this.
• 4:51
  But
• 4:52
  if
• 4:52
  you
• 4:52
  have
• 4:52
  and
• 4:52
  you're
• 4:52
  on
• 4:53
  track,
• 4:53
  we
• 4:54
  are
• 4:54
  now
• 4:54
  at
• 4:54
  part
• 4:55
  three
• 4:55
  in
• 4:55
  the
• 4:56
  customer
• 4:56
  journey
• 4:56
  and
• 4:57
  that
• 4:57
  is
• 4:57
  all
• 4:57
  about
• 4:58
  what
• 4:58
  happened
• 4:58
  happens
• 4:58
  once
• 4:59
  you
• 4:59
  get
• 4:59
  the
• 4:59
  inquiry
• 5:00
  and
• 5:00
  how
• 5:00
  do
• 5:00
  we
• 5:00
  Convert
• 5:01
  it
• 5:01
  into
• 5:01
  a
• 5:01
  sale.
• 5:02
  So
• 5:02
  the
• 5:02
  first
• 5:02
  thing
• 5:02
  I
• 5:03
  want
• 5:03
  to
• 5:03
  talk
• 5:03
  to
• 5:03
  you
• 5:03
  about
• 5:03
  is
• 5:04
  response
• 5:04
  time.
• 5:04
  I
• 5:05
  honestly
• 5:05
  believe
• 5:05
  in
• 5:05
  2025
• 5:06
  and
• 5:07
  probably
• 5:07
  beyond
• 5:07
  response
• 5:08
  time
• 5:08
  is
• 5:08
  one
• 5:08
  of
• 5:08
  the
• 5:09
  most
• 5:09
  important
• 5:09
  aspects
• 5:10
  of
• 5:10
  inquiring
• 5:11
  to
• 5:12
  replying
• 5:12
  to
• 5:12
  an
• 5:12
  inquiry
• 5:13
  and
• 5:13
  is
• 5:13
  what
• 5:14
  is
• 5:14
  going
• 5:14
  to
• 5:14
  set
• 5:14
  you
• 5:14
  apart
• 5:15
  from
• 5:15
  your
• 5:15
  competitors
• 5:16
  and
• 5:16
  is
• 5:16
  what's
• 5:16
  going
• 5:16
  to
• 5:17
  just
• 5:17
  give
• 5:17
  you
• 5:17
  that
• 5:17
  little
• 5:18
  extra
• 5:18
  edge
• 5:18
  in
• 5:19
  getting
• 5:19
  the
• 5:19
  sale.
• 5:19
  Now,
• 5:20
  when
• 5:20
  I
• 5:20
  talk
• 5:20
  about
• 5:21
  this
• 5:21
  to
• 5:21
  people,
• 5:21
  sometimes
• 5:22
  they
• 5:22
  freak
• 5:22
  out
• 5:22
  and
• 5:22
  sometimes
• 5:23
  they
• 5:23
  get
• 5:23
  very
• 5:23
  defensive.
• 5:24
  And
• 5:24
  you
• 5:24
  may
• 5:24
  be
• 5:25
  having
• 5:25
  those
• 5:25
  thoughts
• 5:25
  right
• 5:26
  now.
• 5:26
  So
• 5:26
  the
• 5:26
  freaking
• 5:26
  out
• 5:27
  people
• 5:27
  are
• 5:27
  saying,
• 5:27
  becca,
• 5:28
  that's
• 5:28
  all
• 5:28
  very
• 5:28
  well,
• 5:29
  but
• 5:29
  I'm
• 5:29
  busy.
• 5:29
  It's
• 5:30
  wedd
• 5:30
  season,
• 5:30
  I'm
• 5:31
  out
• 5:31
  and
• 5:31
  about.
• 5:31
  People
• 5:32
  are
• 5:32
  inquiring
• 5:32
  late
• 5:32
  at
• 5:33
  night,
• 5:33
  how
• 5:33
  can
• 5:33
  I
• 5:33
  possibly
• 5:34
  get
• 5:34
  back
• 5:34
  to
• 5:34
  them
• 5:34
  quickly?
• 5:35
  And
• 5:35
  the
• 5:35
  defensive
• 5:35
  people
• 5:36
  among
• 5:36
  you
• 5:36
  are
• 5:36
  saying,
• 5:37
  actually
• 5:37
  Becca,
• 5:37
  I'm
• 5:37
  really
• 5:37
  good
• 5:38
  at
• 5:38
  getting
• 5:38
  back
• 5:38
  to
• 5:38
  people.
• 5:39
  Normally
• 5:39
  I
• 5:39
  get
• 5:39
  back
• 5:40
  to
• 5:40
  people
• 5:40
  within
• 5:40
  a
• 5:40
  couple
• 5:41
  of
• 5:41
  hours.
• 5:41
  Well,
• 5:42
  my
• 5:42
  question
• 5:42
  to
• 5:42
  you
• 5:43
  is,
• 5:43
  what
• 5:44
  are
• 5:44
  your
• 5:44
  competitors
• 5:45
  doing
• 5:45
  now?
• 5:46
  Often
• 5:46
  I
• 5:47
  run
• 5:47
  marketing
• 5:48
  reviews.
• 5:48
  So
• 5:49
  people
• 5:49
  pay
• 5:49
  me
• 5:49
  to
• 5:49
  review
• 5:50
  every
• 5:50
  aspect
• 5:51
  of
• 5:51
  their
• 5:51
  marketing.
• 5:51
  And
• 5:52
  when
• 5:52
  I
• 5:52
  do
• 5:52
  that,
• 5:53
  one
• 5:53
  of
• 5:53
  the
• 5:53
  parts
• 5:54
  of
• 5:54
  that
• 5:54
  I
• 5:54
  do
• 5:54
  is
• 5:54
  a
• 5:55
  competitor
• 5:55
  analysis.
• 5:56
  So
• 5:56
  I
• 5:56
  ask
• 5:56
  them
• 5:57
  for
• 5:57
  their
• 5:57
  top
• 5:57
  competitors
• 5:58
  and
• 5:58
  I
• 5:58
  do
• 5:58
  an
• 5:58
  analysis
• 5:59
  to
• 5:59
  see
• 5:59
  how
• 5:59
  their
• 5:59
  competitors
• 6:00
  are
• 6:00
  performing
• 6:00
  against
• 6:01
  them
• 6:01
  them.
• 6:01
  And
• 6:02
  one
• 6:02
  of
• 6:02
  the
• 6:02
  metrics
• 6:02
  that
• 6:03
  we
• 6:03
  look
• 6:03
  at
• 6:03
  is
• 6:03
  response
• 6:04
  time.
• 6:04
  And
• 6:05
  more
• 6:05
  often
• 6:05
  than
• 6:05
  not,
• 6:06
  when
• 6:06
  I
• 6:07
  do
• 6:07
  that
• 6:08
  piece
• 6:08
  of
• 6:08
  work,
• 6:09
  the
• 6:09
  competitor's
• 6:10
  response
• 6:11
  time
• 6:11
  is
• 6:11
  much
• 6:11
  quicker
• 6:12
  than
• 6:12
  the
• 6:13
  person
• 6:13
  that
• 6:13
  I'm
• 6:13
  reviewing.
• 6:14
  Obviously
• 6:14
  that
• 6:14
  changes
• 6:15
  once
• 6:15
  we've
• 6:15
  done
• 6:15
  the
• 6:15
  review
• 6:15
  and
• 6:16
  we
• 6:16
  put
• 6:16
  different
• 6:16
  things
• 6:16
  in
• 6:16
  place.
• 6:17
  But
• 6:17
  just
• 6:18
  because
• 6:18
  you
• 6:18
  think
• 6:19
  what
• 6:19
  you're
• 6:19
  doing
• 6:19
  is
• 6:20
  great
• 6:20
  doesn't
• 6:21
  mean
• 6:21
  that
• 6:21
  it's
• 6:21
  keeping
• 6:21
  up
• 6:22
  with
• 6:22
  your
• 6:22
  competitors.
• 6:23
  Now
• 6:23
  you
• 6:23
  may
• 6:23
  think
• 6:23
  again,
• 6:24
  Becca,
• 6:24
  what's
• 6:24
  the
• 6:24
  difference
• 6:24
  between
• 6:25
  my
• 6:25
  competitors
• 6:26
  and
• 6:26
  me
• 6:26
  replying
• 6:27
  an
• 6:27
  hour
• 6:27
  later?
• 6:28
  Well,
• 6:28
  I'll
• 6:28
  tell
• 6:28
  you
• 6:28
  what
• 6:28
  it
• 6:29
  is
• 6:29
  for
• 6:29
  the
• 6:30
  couples,
• 6:30
  quite
• 6:30
  often
• 6:31
  it's
• 6:31
  overwhelm,
• 6:32
  right?
• 6:32
  We
• 6:33
  make
• 6:33
  it
• 6:33
  really
• 6:33
  easy
• 6:34
  to
• 6:34
  inquire.
• 6:35
  We
• 6:35
  talked
• 6:35
  last
• 6:36
  time
• 6:36
  about
• 6:36
  how
• 6:36
  to
• 6:36
  make
• 6:36
  sure
• 6:37
  we
• 6:37
  get
• 6:37
  rid
• 6:37
  of
• 6:37
  some
• 6:37
  of
• 6:37
  that
• 6:37
  friction,
• 6:38
  make
• 6:38
  it
• 6:38
  really
• 6:39
  easy.
• 6:39
  Whether
• 6:39
  or
• 6:40
  not
• 6:40
  that's
• 6:40
  through
• 6:40
  a
• 6:40
  directory,
• 6:41
  whether
• 6:41
  that's
• 6:41
  direct
• 6:41
  through
• 6:42
  our
• 6:42
  website,
• 6:42
  through
• 6:42
  social
• 6:43
  media.
• 6:43
  But
• 6:43
  because
• 6:44
  it's
• 6:44
  easy
• 6:44
  to
• 6:44
  inquire,
• 6:45
  quite
• 6:45
  often
• 6:45
  couples
• 6:46
  will
• 6:46
  inquire
• 6:47
  with
• 6:47
  a
• 6:47
  number
• 6:47
  of
• 6:48
  different
• 6:48
  people
• 6:48
  at
• 6:49
  the
• 6:49
  same
• 6:49
  time.
• 6:50
  And
• 6:50
  what
• 6:50
  happens
• 6:50
  then
• 6:51
  is
• 6:51
  all
• 6:51
  of
• 6:52
  those
• 6:52
  different
• 6:52
  vendors
• 6:53
  and
• 6:53
  venues
• 6:54
  come
• 6:54
  back
• 6:54
  to
• 6:54
  them
• 6:54
  and
• 6:55
  all
• 6:55
  of
• 6:55
  a
• 6:55
  sudden
• 6:55
  their
• 6:55
  inbox
• 6:56
  is
• 6:56
  flooded
• 6:57
  and
• 6:57
  they
• 6:57
  feel
• 6:57
  overwhelmed.
• 6:58
  Now
• 6:58
  when
• 6:59
  we
• 6:59
  feel
• 6:59
  overwhelmed,
• 7:00
  we
• 7:00
  don't
• 7:00
  necessari
• 7:01
  really
• 7:01
  read
• 7:02
  everything
• 7:02
  to
• 7:02
  its
• 7:03
  fullest.
• 7:04
  So
• 7:04
  if
• 7:04
  you
• 7:04
  are
• 7:05
  sending
• 7:05
  an
• 7:05
  Email
• 7:05
  back
• 7:06
  in
• 7:06
  an
• 7:06
  hour,
• 7:06
  but
• 7:07
  three
• 7:07
  people
• 7:07
  have
• 7:08
  sent
• 7:08
  one
• 7:08
  back
• 7:08
  in
• 7:08
  five
• 7:08
  minutes.
• 7:09
  Well,
• 7:09
  by
• 7:09
  the
• 7:10
  time
• 7:10
  they
• 7:10
  get
• 7:10
  to
• 7:10
  yours,
• 7:10
  they
• 7:10
  may
• 7:11
  be
• 7:11
  overwhelmed
• 7:11
  and
• 7:11
  not
• 7:11
  even
• 7:12
  reading
• 7:12
  it.
• 7:12
  They
• 7:12
  may
• 7:13
  be
• 7:13
  deleting
• 7:13
  it.
• 7:13
  They
• 7:13
  may
• 7:14
  have
• 7:14
  already
• 7:14
  gone
• 7:14
  down
• 7:14
  the
• 7:15
  customer
• 7:15
  journey
• 7:16
  track
• 7:16
  with
• 7:16
  the
• 7:16
  first
• 7:17
  person
• 7:17
  that
• 7:17
  replied
• 7:18
  and
• 7:18
  they
• 7:18
  don't
• 7:18
  want
• 7:18
  to
• 7:18
  do
• 7:19
  too
• 7:19
  many
• 7:19
  at
• 7:19
  once.
• 7:20
  There
• 7:20
  are
• 7:20
  many
• 7:20
  reasons
• 7:21
  why
• 7:21
  that
• 7:21
  response
• 7:22
  time
• 7:22
  is
• 7:22
  really
• 7:22
  important.
• 7:23
  So
• 7:23
  if
• 7:24
  at
• 7:24
  the
• 7:24
  moment
• 7:24
  you
• 7:25
  are
• 7:25
  doing
• 7:25
  all
• 7:25
  of
• 7:25
  your
• 7:26
  responses
• 7:27
  as
• 7:27
  a
• 7:27
  personalizing,
• 7:28
  as
• 7:28
  in
• 7:28
  it's
• 7:29
  you
• 7:29
  personally
• 7:29
  or
• 7:29
  one
• 7:29
  of
• 7:30
  your
• 7:30
  team
• 7:30
  actually
• 7:31
  responding
• 7:31
  to
• 7:31
  the
• 7:31
  inquiries,
• 7:32
  let
• 7:32
  me
• 7:32
  encourage
• 7:33
  you
• 7:33
  right
• 7:33
  here,
• 7:34
  right
• 7:34
  now,
• 7:34
  to
• 7:35
  add
• 7:35
  some
• 7:35
  automation
• 7:36
  into
• 7:36
  this
• 7:36
  part
• 7:37
  of
• 7:37
  the
• 7:37
  process.
• 7:37
  Now,
• 7:38
  again,
• 7:38
  I
• 7:38
  can
• 7:38
  hear
• 7:38
  some
• 7:39
  of
• 7:39
  you
• 7:39
  shouting
• 7:39
  out
• 7:39
  to
• 7:39
  me
• 7:40
  because
• 7:40
  I
• 7:40
  get
• 7:40
  this
• 7:40
  pushback
• 7:41
  all
• 7:41
  of
• 7:41
  the
• 7:41
  time.
• 7:41
  Yeah,
• 7:42
  Becca,
• 7:42
  but
• 7:42
  we
• 7:42
  want
• 7:42
  a
• 7:43
  personalized
• 7:43
  experience
• 7:44
  and
• 7:44
  I
• 7:44
  get
• 7:44
  it.
• 7:45
  And
• 7:45
  I
• 7:45
  want
• 7:45
  to
• 7:45
  say
• 7:46
  to
• 7:46
  you,
• 7:46
  you
• 7:46
  can
• 7:46
  do
• 7:47
  both.
• 7:47
  You
• 7:48
  can
• 7:48
  give
• 7:48
  them
• 7:48
  the
• 7:48
  automated
• 7:49
  response
• 7:49
  and
• 7:50
  the
• 7:50
  personalized
• 7:50
  experience
• 7:51
  and
• 7:51
  this
• 7:51
  can
• 7:52
  work
• 7:52
  really
• 7:53
  well.
• 7:53
  Now,
• 7:53
  of
• 7:54
  course,
• 7:54
  when
• 7:54
  we
• 7:54
  do
• 7:54
  an
• 7:54
  automated
• 7:55
  response,
• 7:55
  the
• 7:55
  person
• 7:56
  at
• 7:56
  the
• 7:56
  other
• 7:56
  end
• 7:56
  probably
• 7:57
  knows
• 7:57
  it's
• 7:57
  automated,
• 7:58
  but
• 7:58
  that
• 7:59
  doesn't
• 7:59
  really
• 7:59
  matter
• 7:59
  because
• 8:00
  they
• 8:00
  still
• 8:00
  get
• 8:00
  the
• 8:00
  dopamine
• 8:01
  hit
• 8:01
  of
• 8:01
  getting
• 8:02
  something
• 8:02
  back.
• 8:03
  And
• 8:03
  depending
• 8:03
  on
• 8:03
  what
• 8:04
  we've
• 8:04
  put
• 8:04
  in
• 8:04
  that,
• 8:05
  even
• 8:05
  better.
• 8:06
  I
• 8:06
  talk
• 8:06
  about
• 8:07
  something
• 8:07
  which
• 8:07
  is
• 8:07
  completely
• 8:08
  unscientific,
• 8:08
  that
• 8:09
  I
• 8:09
  made
• 8:09
  up
• 8:09
  called
• 8:09
  the
• 8:09
  excitement
• 8:10
  curve.
• 8:11
  But
• 8:11
  it
• 8:11
  definitely
• 8:11
  tracks
• 8:12
  what
• 8:12
  goes
• 8:12
  on
• 8:12
  with
• 8:13
  a
• 8:13
  couple
• 8:13
  and
• 8:13
  with
• 8:13
  us
• 8:14
  when
• 8:14
  we
• 8:14
  are
• 8:14
  looking
• 8:14
  to
• 8:15
  buy
• 8:15
  something.
• 8:15
  So
• 8:16
  when
• 8:16
  we
• 8:16
  sit
• 8:16
  down
• 8:16
  in
• 8:17
  front
• 8:17
  of
• 8:17
  the
• 8:17
  TV
• 8:17
  or
• 8:18
  in
• 8:18
  front
• 8:18
  of
• 8:18
  Netflix
• 8:18
  on
• 8:19
  Friday,
• 8:19
  Saturday
• 8:19
  night,
• 8:19
  and
• 8:20
  we're
• 8:20
  scrolling
• 8:20
  through
• 8:20
  our
• 8:20
  phone
• 8:21
  and
• 8:21
  we're
• 8:21
  thinking
• 8:21
  about
• 8:21
  planning
• 8:22
  our
• 8:22
  wedding,
• 8:23
  we're
• 8:23
  thinking,
• 8:23
  right,
• 8:23
  I'm
• 8:23
  going
• 8:24
  to
• 8:24
  look
• 8:24
  for
• 8:24
  the
• 8:24
  perfect
• 8:24
  venue,
• 8:25
  the
• 8:25
  florist,
• 8:25
  the
• 8:25
  cake,
• 8:26
  whatever
• 8:26
  it
• 8:26
  is,
• 8:26
  we
• 8:27
  start
• 8:27
  looking
• 8:27
  and
• 8:27
  we
• 8:27
  start
• 8:28
  researching
• 8:28
  and
• 8:28
  we
• 8:29
  start
• 8:29
  finding
• 8:29
  people
• 8:29
  that
• 8:30
  we're
• 8:30
  interested.
• 8:31
  Our
• 8:31
  excitement
• 8:31
  level
• 8:32
  is
• 8:32
  at
• 8:32
  an
• 8:32
  all
• 8:32
  time
• 8:32
  high.
• 8:33
  We
• 8:33
  are
• 8:33
  in
• 8:33
  wedding
• 8:34
  planning
• 8:34
  mode
• 8:34
  and
• 8:35
  we're
• 8:35
  excited
• 8:35
  to
• 8:36
  find
• 8:36
  the
• 8:37
  vendors
• 8:37
  of
• 8:37
  our
• 8:37
  dream.
• 8:38
  However,
• 8:38
  as
• 8:39
  time
• 8:39
  ticks
• 8:39
  on,
• 8:40
  that
• 8:40
  excitement
• 8:41
  curve
• 8:41
  drops.
• 8:42
  So
• 8:42
  from
• 8:43
  the
• 8:43
  moment
• 8:43
  that
• 8:43
  they
• 8:43
  inquire
• 8:44
  with
• 8:44
  you,
• 8:44
  that
• 8:44
  is
• 8:45
  when
• 8:45
  they're
• 8:45
  most
• 8:45
  excited
• 8:45
  about
• 8:46
  working
• 8:46
  with
• 8:46
  you.
• 8:46
  But
• 8:47
  over
• 8:47
  the
• 8:47
  next
• 8:47
  few
• 8:48
  minutes,
• 8:48
  hours,
• 8:49
  days,
• 8:50
  weeks,
• 8:50
  they're
• 8:51
  back
• 8:51
  to
• 8:51
  their
• 8:51
  normal
• 8:51
  life,
• 8:52
  they're
• 8:52
  back
• 8:52
  to
• 8:52
  their
• 8:52
  jobs,
• 8:53
  they're
• 8:53
  doing
• 8:53
  something
• 8:53
  else,
• 8:53
  and
• 8:54
  all
• 8:54
  of
• 8:54
  a
• 8:54
  sudden
• 8:54
  that
• 8:54
  excitement
• 8:55
  level
• 8:55
  is
• 8:55
  gone
• 8:56
  down.
• 8:56
  So
• 8:56
  we
• 8:57
  want
• 8:57
  to
• 8:57
  hit
• 8:57
  them
• 8:57
  right
• 8:58
  back
• 8:58
  with
• 8:58
  that
• 8:58
  dopamine.
• 8:59
  The
• 8:59
  moment
• 8:59
  that
• 9:00
  they
• 9:00
  inquire,
• 9:00
  why?
• 9:00
  Because
• 9:01
  that's
• 9:01
  when
• 9:01
  their
• 9:01
  excitement
• 9:02
  level
• 9:02
  and
• 9:02
  their
• 9:02
  willingness
• 9:03
  to
• 9:03
  act
• 9:03
  in
• 9:03
  their
• 9:03
  wedding
• 9:04
  planning
• 9:04
  zone
• 9:05
  is
• 9:05
  in
• 9:06
  place.
• 9:06
  Now,
• 9:06
  for
• 9:07
  many
• 9:07
  of
• 9:07
  us,
• 9:07
  that
• 9:07
  time
• 9:07
  is
• 9:08
  happening
• 9:09
  and
• 9:09
  night
• 9:09
  on
• 9:09
  a
• 9:09
  weekend
• 9:10
  when
• 9:10
  it
• 9:10
  may
• 9:11
  not
• 9:11
  be
• 9:11
  convenient
• 9:11
  for
• 9:12
  us
• 9:12
  to
• 9:12
  reply
• 9:12
  to
• 9:12
  them
• 9:13
  straight
• 9:13
  away,
• 9:13
  which
• 9:14
  is
• 9:14
  why
• 9:14
  automation
• 9:15
  is
• 9:15
  crucial.
• 9:16
  So
• 9:16
  whether
• 9:16
  or
• 9:17
  not
• 9:17
  that
• 9:17
  automation
• 9:17
  is
• 9:17
  something
• 9:18
  just
• 9:18
  directly
• 9:18
  on
• 9:18
  your
• 9:19
  website,
• 9:19
  or
• 9:19
  as
• 9:19
  we'll
• 9:20
  talk
• 9:20
  about
• 9:20
  later,
• 9:20
  you're
• 9:20
  using
• 9:21
  a
• 9:21
  more
• 9:21
  comprehensive
• 9:22
  CRM
• 9:23
  system.
• 9:23
  It
• 9:23
  is
• 9:23
  not
• 9:24
  that
• 9:24
  difficult
• 9:24
  to
• 9:25
  make
• 9:25
  sure
• 9:25
  an
• 9:25
  inquiry
• 9:26
  form
• 9:26
  on
• 9:26
  your
• 9:26
  website
• 9:26
  gives
• 9:27
  people
• 9:27
  an
• 9:28
  instant
• 9:28
  reply.
• 9:29
  So
• 9:29
  if
• 9:29
  I
• 9:29
  go
• 9:30
  to
• 9:30
  your
• 9:30
  website
• 9:30
  now,
• 9:30
  I
• 9:31
  look
• 9:31
  at
• 9:31
  all
• 9:31
  of
• 9:31
  the
• 9:32
  packages
• 9:32
  and
• 9:32
  products
• 9:32
  you
• 9:33
  have
• 9:33
  on
• 9:33
  offer,
• 9:33
  I'm
• 9:34
  excited
• 9:34
  to
• 9:34
  work
• 9:34
  with
• 9:35
  you.
• 9:35
  Is
• 9:35
  it
• 9:35
  clear
• 9:35
  what
• 9:36
  I
• 9:36
  do
• 9:36
  next
• 9:36
  and
• 9:36
  can
• 9:37
  I
• 9:37
  do
• 9:37
  it
• 9:37
  and
• 9:37
  get
• 9:37
  an
• 9:38
  immediate
• 9:38
  reply?
• 9:39
  So,
• 9:39
  for
• 9:39
  example,
• 9:39
  if
• 9:39
  you
• 9:40
  send
• 9:40
  me
• 9:40
  to
• 9:40
  a
• 9:40
  contact
• 9:41
  form
• 9:41
  on
• 9:41
  your
• 9:41
  website,
• 9:42
  I
• 9:42
  fill
• 9:42
  it
• 9:42
  out,
• 9:43
  what
• 9:43
  happens
• 9:44
  next?
• 9:44
  Now,
• 9:44
  sometimes
• 9:45
  people
• 9:45
  say
• 9:45
  to
• 9:45
  me,
• 9:45
  yeah,
• 9:46
  there
• 9:46
  is
• 9:46
  an
• 9:46
  automated
• 9:46
  reply,
• 9:47
  but
• 9:47
  when
• 9:47
  I
• 9:47
  test
• 9:47
  it
• 9:48
  out,
• 9:48
  it
• 9:48
  is
• 9:48
  literally
• 9:49
  just
• 9:49
  a
• 9:49
  reply
• 9:49
  that
• 9:50
  says,
• 9:50
  hey,
• 9:50
  thanks
• 9:50
  for
• 9:51
  your
• 9:51
  inquiry.
• 9:51
  Again,
• 9:52
  we
• 9:52
  want
• 9:52
  to
• 9:52
  give
• 9:52
  it
• 9:52
  a
• 9:53
  little
• 9:53
  bit
• 9:53
  more
• 9:54
  than
• 9:54
  that.
• 9:54
  We
• 9:54
  want
• 9:55
  to
• 9:55
  give
• 9:55
  them
• 9:55
  something
• 9:55
  else
• 9:56
  to
• 9:56
  hang
• 9:56
  their
• 9:56
  hat
• 9:56
  on.
• 9:57
  We
• 9:57
  want
• 9:57
  to
• 9:57
  give
• 9:57
  them
• 9:57
  a
• 9:57
  next
• 9:58
  step
• 9:58
  to
• 9:58
  do
• 9:58
  while
• 9:58
  they're
• 9:59
  in
• 9:59
  that
• 9:59
  excited
• 10:00
  mode.
• 10:00
  Now,
• 10:00
  depending
• 10:01
  on
• 10:02
  your
• 10:02
  business,
• 10:02
  this
• 10:03
  will
• 10:03
  be
• 10:03
  different
• 10:03
  for
• 10:03
  everyone.
• 10:04
  The
• 10:04
  next
• 10:04
  step
• 10:04
  is
• 10:05
  going
• 10:05
  to
• 10:05
  be
• 10:05
  slightly
• 10:06
  different.
• 10:06
  Now,
• 10:07
  obviously,
• 10:07
  when
• 10:07
  I
• 10:07
  work
• 10:07
  with
• 10:07
  people
• 10:08
  one
• 10:08
  to
• 10:08
  one,
• 10:08
  we
• 10:08
  go
• 10:08
  into
• 10:09
  this
• 10:09
  in
• 10:09
  granular
• 10:09
  detail,
• 10:10
  but
• 10:10
  for
• 10:10
  the
• 10:10
  sake
• 10:11
  of
• 10:11
  the
• 10:11
  podcast,
• 10:11
  I'm
• 10:11
  going
• 10:11
  to
• 10:12
  give
• 10:12
  you
• 10:12
  two
• 10:12
  different
• 10:12
  routes
• 10:12
  because
• 10:13
  every
• 10:13
  single
• 10:13
  one
• 10:14
  of
• 10:14
  you
• 10:14
  will
• 10:14
  have
• 10:14
  different
• 10:15
  processes.
• 10:15
  Route
• 10:16
  1
• 10:16
  is
• 10:16
  that
• 10:17
  the
• 10:17
  next
• 10:17
  step
• 10:17
  you
• 10:17
  want
• 10:17
  them
• 10:18
  to
• 10:18
  take
• 10:18
  after
• 10:18
  inquiring
• 10:19
  is
• 10:19
  to
• 10:19
  book
• 10:20
  a
• 10:20
  call
• 10:20
  with
• 10:20
  you,
• 10:20
  as
• 10:20
  in
• 10:21
  you
• 10:21
  want
• 10:21
  to
• 10:21
  get
• 10:21
  them
• 10:21
  on
• 10:22
  a
• 10:22
  venue
• 10:22
  tour
• 10:22
  or
• 10:23
  you
• 10:23
  want
• 10:23
  to
• 10:23
  get
• 10:23
  them
• 10:23
  on
• 10:23
  Zoom
• 10:24
  to
• 10:24
  have
• 10:24
  a
• 10:24
  chat
• 10:24
  with
• 10:24
  them
• 10:25
  or
• 10:25
  on
• 10:25
  the
• 10:25
  telephone
• 10:26
  if
• 10:26
  you
• 10:26
  fall
• 10:26
  into
• 10:27
  that
• 10:27
  camp,
• 10:27
  that
• 10:27
  is
• 10:27
  the
• 10:27
  next
• 10:28
  step
• 10:28
  you
• 10:28
  want
• 10:28
  them
• 10:28
  to
• 10:28
  do.
• 10:29
  Then
• 10:29
  let's
• 10:29
  make
• 10:30
  sure
• 10:30
  on
• 10:30
  that
• 10:30
  immediate
• 10:31
  reply,
• 10:31
  you
• 10:32
  tell
• 10:32
  them
• 10:32
  that's
• 10:32
  what
• 10:32
  you
• 10:33
  want
• 10:33
  to
• 10:33
  do
• 10:33
  and
• 10:33
  you
• 10:34
  give
• 10:34
  them
• 10:34
  the
• 10:34
  link
• 10:34
  so
• 10:35
  that
• 10:35
  they
• 10:35
  can
• 10:35
  go
• 10:35
  ahead
• 10:35
  and
• 10:36
  book
• 10:36
  using
• 10:37
  a
• 10:37
  system,
• 10:37
  something
• 10:38
  like
• 10:38
  calendly.
• 10:38
  Or
• 10:39
  maybe
• 10:39
  you've
• 10:39
  got
• 10:39
  a
• 10:39
  calendar
• 10:39
  inbuilt
• 10:40
  to
• 10:40
  one
• 10:40
  of
• 10:40
  the
• 10:40
  systems
• 10:41
  you
• 10:41
  already
• 10:41
  use.
• 10:42
  So
• 10:42
  that
• 10:42
  I
• 10:42
  inquire
• 10:43
  on
• 10:43
  your
• 10:43
  website,
• 10:43
  I'm
• 10:44
  interested
• 10:44
  in
• 10:44
  talking
• 10:44
  to
• 10:45
  you
• 10:45
  about
• 10:45
  your
• 10:45
  flowers.
• 10:46
  I
• 10:46
  send
• 10:46
  in
• 10:46
  the
• 10:46
  inquiry
• 10:47
  form
• 10:47
  immediately.
• 10:48
  I
• 10:48
  get
• 10:48
  a
• 10:48
  message
• 10:49
  back,
• 10:49
  hey,
• 10:49
  Becca,
• 10:50
  super
• 10:50
  excited
• 10:51
  to
• 10:51
  talk
• 10:51
  to
• 10:51
  you
• 10:51
  about
• 10:51
  your
• 10:51
  wedding
• 10:52
  flowers.
• 10:52
  I'm
• 10:53
  sure
• 10:53
  it's
• 10:53
  going
• 10:53
  to
• 10:53
  be
• 10:53
  amazing.
• 10:54
  The
• 10:54
  next
• 10:54
  step
• 10:55
  is
• 10:55
  for
• 10:55
  us
• 10:55
  to
• 10:55
  jump
• 10:56
  on
• 10:56
  a
• 10:56
  call
• 10:56
  together.
• 10:56
  Here's
• 10:57
  the
• 10:57
  link
• 10:57
  to
• 10:57
  my
• 10:57
  diary.
• 10:58
  See
• 10:58
  if
• 10:58
  you
• 10:58
  can
• 10:58
  find
• 10:58
  a
• 10:59
  time
• 10:59
  suitable
• 10:59
  for
• 11:00
  you
• 11:00
  immediately
• 11:01
  while
• 11:01
  I'm
• 11:02
  at
• 11:02
  the
• 11:02
  top
• 11:02
  of
• 11:02
  my
• 11:02
  Excitement
• 11:03
  curve.
• 11:03
  I
• 11:03
  can
• 11:03
  now
• 11:03
  make
• 11:04
  the
• 11:04
  next
• 11:04
  step.
• 11:04
  I
• 11:04
  can
• 11:05
  book
• 11:05
  that
• 11:05
  diary
• 11:05
  call
• 11:06
  even
• 11:06
  if
• 11:06
  you're
• 11:07
  away
• 11:07
  for
• 11:07
  the
• 11:07
  weekend,
• 11:08
  in
• 11:08
  bed
• 11:08
  asleep,
• 11:09
  it
• 11:09
  doesn't
• 11:09
  matter.
• 11:10
  Your
• 11:10
  system
• 11:10
  is
• 11:10
  doing
• 11:11
  it
• 11:11
  for
• 11:11
  you.
• 11:11
  And
• 11:11
  I
• 11:12
  can
• 11:12
  do
• 11:12
  the
• 11:12
  next
• 11:12
  step
• 11:13
  while
• 11:13
  I'm
• 11:13
  excited
• 11:14
  to
• 11:14
  do
• 11:14
  it
• 11:14
  now
• 11:15
  for
• 11:15
  other
• 11:15
  people.
• 11:15
  Getting
• 11:16
  people
• 11:16
  on
• 11:16
  a
• 11:16
  call
• 11:16
  or
• 11:17
  booking
• 11:17
  a
• 11:17
  venue
• 11:18
  tour
• 11:18
  isn't
• 11:18
  the
• 11:18
  next
• 11:18
  step
• 11:19
  they
• 11:19
  want.
• 11:19
  Maybe
• 11:20
  you
• 11:20
  want
• 11:20
  a
• 11:20
  bit
• 11:20
  more
• 11:20
  information.
• 11:21
  Maybe
• 11:21
  you
• 11:21
  need
• 11:21
  to
• 11:21
  send
• 11:22
  them
• 11:22
  some
• 11:22
  more
• 11:22
  questions.
• 11:22
  Maybe
• 11:23
  you
• 11:23
  need
• 11:23
  to
• 11:23
  go
• 11:23
  away
• 11:24
  and
• 11:24
  check
• 11:24
  availability.
• 11:25
  If
• 11:25
  that
• 11:25
  is
• 11:25
  the
• 11:26
  case,
• 11:26
  then
• 11:26
  still
• 11:27
  send
• 11:27
  an
• 11:27
  automated
• 11:28
  email
• 11:28
  and
• 11:28
  still
• 11:29
  explain
• 11:29
  what's
• 11:30
  going
• 11:30
  to
• 11:30
  happen
• 11:31
  next.
• 11:31
  For
• 11:31
  example,
• 11:32
  hey
• 11:32
  Becca,
• 11:33
  thank
• 11:33
  you
• 11:33
  for
• 11:33
  inquiring
• 11:34
  about
• 11:34
  our
• 11:34
  cocktail
• 11:35
  bar.
• 11:36
  We
• 11:36
  are
• 11:36
  so
• 11:36
  excited
• 11:37
  to
• 11:37
  hopefully
• 11:38
  work
• 11:38
  with
• 11:38
  you
• 11:38
  or
• 11:38
  to
• 11:38
  work
• 11:38
  with
• 11:39
  you.
• 11:39
  We
• 11:39
  will
• 11:39
  now
• 11:40
  be
• 11:40
  checking
• 11:40
  our
• 11:41
  availability
• 11:41
  and
• 11:42
  we
• 11:42
  will
• 11:42
  be
• 11:42
  in
• 11:42
  touch
• 11:42
  within
• 11:43
  whatever
• 11:43
  you
• 11:43
  can
• 11:44
  manage
• 11:44
  24,
• 11:44
  48
• 11:45
  hours
• 11:46
  to
• 11:46
  confirm
• 11:46
  our
• 11:46
  availability
• 11:47
  and
• 11:47
  to
• 11:48
  walk
• 11:48
  you
• 11:48
  through
• 11:48
  the
• 11:48
  next
• 11:49
  steps.
• 11:49
  Now
• 11:49
  this
• 11:50
  is
• 11:50
  important.
• 11:50
  Still
• 11:51
  give
• 11:51
  them
• 11:51
  something
• 11:51
  to
• 11:51
  look
• 11:52
  at.
• 11:52
  So
• 11:52
  you
• 11:52
  could
• 11:52
  say,
• 11:53
  if
• 11:53
  you
• 11:53
  haven't
• 11:53
  yet
• 11:54
  had
• 11:54
  a
• 11:54
  chance
• 11:54
  to
• 11:54
  look
• 11:54
  at
• 11:54
  our
• 11:55
  pricing
• 11:55
  guide,
• 11:55
  here's
• 11:56
  a
• 11:56
  link
• 11:56
  to
• 11:56
  our
• 11:56
  website
• 11:57
  or
• 11:57
  to
• 11:57
  see
• 11:58
  the
• 11:58
  latest
• 11:58
  cocktails
• 11:59
  that
• 11:59
  we've
• 11:59
  been
• 11:59
  developing
• 12:00
  and
• 12:00
  pictures
• 12:00
  from
• 12:01
  recent
• 12:01
  events.
• 12:01
  Here's
• 12:02
  a
• 12:02
  link
• 12:02
  to
• 12:02
  our
• 12:02
  Instagram
• 12:03
  TikTok.
• 12:03
  Give
• 12:03
  them
• 12:04
  something
• 12:04
  else
• 12:05
  that
• 12:05
  they
• 12:05
  can
• 12:05
  do
• 12:06
  while
• 12:06
  they're
• 12:06
  at
• 12:07
  the
• 12:07
  excitement
• 12:07
  level
• 12:07
  to
• 12:08
  to
• 12:08
  buy
• 12:08
  into
• 12:08
  your
• 12:09
  business
• 12:09
  even
• 12:10
  more
• 12:10
  so
• 12:11
  again,
• 12:11
  like
• 12:11
  I
• 12:11
  said,
• 12:11
  that's
• 12:12
  quite
• 12:12
  generic.
• 12:12
  I
• 12:12
  know
• 12:13
  lots
• 12:13
  of
• 12:13
  you
• 12:13
  will
• 12:13
  have
• 12:13
  different
• 12:14
  processes,
• 12:14
  but
• 12:15
  there's
• 12:15
  two
• 12:15
  examples
• 12:16
  there
• 12:16
  of
• 12:16
  what
• 12:16
  you
• 12:16
  can
• 12:16
  do
• 12:17
  in
• 12:17
  that
• 12:17
  initial
• 12:17
  reply.
• 12:18
  Make
• 12:19
  it
• 12:19
  exciting
• 12:19
  and
• 12:20
  give
• 12:20
  them
• 12:20
  something
• 12:20
  to
• 12:20
  do
• 12:21
  next.
• 12:21
  Whether
• 12:21
  it's
• 12:21
  book
• 12:21
  a
• 12:22
  call,
• 12:22
  visit
• 12:22
  your
• 12:22
  social
• 12:22
  media
• 12:23
  and
• 12:23
  be
• 12:24
  clear
• 12:24
  on
• 12:24
  the
• 12:24
  next
• 12:25
  steps.
• 12:25
  The
• 12:25
  other
• 12:26
  thing
• 12:26
  that's
• 12:26
  incredibly
• 12:26
  important
• 12:27
  when
• 12:27
  we're
• 12:27
  trying
• 12:27
  to
• 12:28
  convert
• 12:28
  these
• 12:28
  inquiries
• 12:29
  is
• 12:29
  that
• 12:29
  your
• 12:29
  response
• 12:30
  is
• 12:30
  not
• 12:30
  too
• 12:30
  long.
• 12:30
  A
• 12:31
  big
• 12:31
  long
• 12:31
  email
• 12:32
  with
• 12:32
  lots
• 12:32
  of
• 12:32
  text
• 12:32
  isn't
• 12:33
  going
• 12:33
  to
• 12:33
  be
• 12:33
  read.
• 12:33
  Keep
• 12:34
  it
• 12:34
  short,
• 12:34
  keep
• 12:34
  it
• 12:34
  snappy,
• 12:35
  keep
• 12:35
  it
• 12:35
  to
• 12:35
  the
• 12:35
  point
• 12:36
  and
• 12:36
  make
• 12:36
  it
• 12:36
  interesting.
• 12:37
  Make
• 12:38
  sure
• 12:38
  they
• 12:38
  know
• 12:38
  what's
• 12:39
  going
• 12:39
  to
• 12:39
  happen
• 12:39
  next.
• 12:39
  Text
• 12:40
  so
• 12:40
  that
• 12:40
  they're
• 12:40
  really
• 12:40
  clear
• 12:41
  and
• 12:41
  there's
• 12:41
  no
• 12:42
  confusion
• 12:42
  there
• 12:42
  and
• 12:42
  give
• 12:43
  them
• 12:43
  that
• 12:43
  next
• 12:43
  step.
• 12:44
  If
• 12:44
  you
• 12:44
  send
• 12:44
  an
• 12:45
  email
• 12:45
  and
• 12:45
  it's
• 12:45
  just
• 12:45
  got
• 12:46
  tons
• 12:46
  and
• 12:46
  tons
• 12:46
  of
• 12:46
  text,
• 12:47
  it
• 12:47
  will
• 12:47
  be
• 12:47
  overwhelmed,
• 12:48
  they'll
• 12:48
  ignore
• 12:48
  it
• 12:49
  and
• 12:49
  they
• 12:49
  won't
• 12:49
  do
• 12:50
  what
• 12:50
  you
• 12:50
  want
• 12:50
  them
• 12:50
  to
• 12:50
  do
• 12:50
  because
• 12:51
  it'll
• 12:51
  be
• 12:51
  lost
• 12:51
  in
• 12:51
  the
• 12:52
  body
• 12:52
  of
• 12:52
  the
• 12:52
  email.
• 12:53
  Now
• 12:53
  for
• 12:53
  those
• 12:53
  of
• 12:54
  you
• 12:54
  that
• 12:54
  were
• 12:54
  saying
• 12:54
  earlier,
• 12:55
  yeah,
• 12:55
  Becca,
• 12:55
  but
• 12:55
  we
• 12:55
  want
• 12:56
  to
• 12:56
  make
• 12:56
  it
• 12:56
  more
• 12:56
  personalized.
• 12:57
  We
• 12:57
  want
• 12:57
  them
• 12:57
  to
• 12:57
  send
• 12:57
  them
• 12:57
  a
• 12:58
  more
• 12:58
  personalized
• 12:58
  response.
• 12:59
  Let
• 12:59
  me
• 12:59
  Tell
• 13:00
  you
• 13:00
  that
• 13:00
  is
• 13:00
  possible
• 13:00
  to
• 13:01
  do
• 13:01
  both.
• 13:02
  I've
• 13:02
  seen
• 13:02
  some
• 13:02
  suppliers
• 13:03
  and
• 13:03
  venues
• 13:04
  doing
• 13:04
  this
• 13:04
  really
• 13:04
  well.
• 13:05
  So
• 13:05
  you
• 13:05
  go
• 13:05
  fill
• 13:05
  in
• 13:06
  the
• 13:06
  website
• 13:06
  form,
• 13:06
  the
• 13:07
  customer
• 13:07
  gets
• 13:08
  the
• 13:08
  immediate
• 13:08
  response
• 13:09
  at
• 13:09
  the
• 13:10
  all
• 13:10
  time
• 13:10
  high.
• 13:11
  Then
• 13:11
  as
• 13:11
  soon
• 13:12
  as
• 13:12
  physically
• 13:12
  possible,
• 13:13
  depending
• 13:13
  on
• 13:13
  the
• 13:13
  day
• 13:13
  of
• 13:13
  the
• 13:14
  week,
• 13:14
  when
• 13:14
  it
• 13:14
  is
• 13:14
  that
• 13:14
  they
• 13:15
  inquire,
• 13:15
  whether
• 13:15
  it's
• 13:15
  the
• 13:15
  middle
• 13:16
  of
• 13:16
  the
• 13:16
  night
• 13:16
  or
• 13:16
  the
• 13:16
  middle
• 13:16
  of
• 13:17
  the
• 13:17
  day,
• 13:17
  you
• 13:17
  then
• 13:18
  follow
• 13:18
  up
• 13:18
  as
• 13:19
  well
• 13:19
  with
• 13:19
  a
• 13:20
  personalized
• 13:20
  email
• 13:21
  and
• 13:22
  something
• 13:22
  personalized
• 13:23
  about
• 13:23
  what
• 13:23
  they've
• 13:23
  put
• 13:23
  in
• 13:24
  their
• 13:24
  message
• 13:24
  and
• 13:25
  reiterate
• 13:25
  what
• 13:25
  the
• 13:25
  next
• 13:26
  step
• 13:26
  is
• 13:26
  you
• 13:26
  want
• 13:26
  them
• 13:27
  to
• 13:27
  take.
• 13:27
  Now
• 13:27
  obviously
• 13:28
  if
• 13:28
  you've
• 13:28
  said
• 13:29
  in
• 13:29
  your
• 13:29
  automated
• 13:29
  email
• 13:29
  it's
• 13:30
  a
• 13:30
  check
• 13:30
  availability,
• 13:31
  then
• 13:31
  before
• 13:31
  you
• 13:32
  send
• 13:32
  that
• 13:32
  personalized
• 13:32
  reply,
• 13:33
  check
• 13:33
  the
• 13:34
  availability
• 13:34
  and
• 13:35
  make
• 13:35
  it
• 13:35
  clear
• 13:35
  in
• 13:35
  the
• 13:36
  email,
• 13:36
  great
• 13:36
  news,
• 13:37
  we've
• 13:37
  checked
• 13:37
  our
• 13:37
  availability,
• 13:38
  we
• 13:38
  are
• 13:38
  free
• 13:39
  that
• 13:39
  day.
• 13:39
  Here's
• 13:40
  the
• 13:40
  next
• 13:40
  step.
• 13:40
  And
• 13:40
  then
• 13:41
  give
• 13:41
  them
• 13:41
  a
• 13:41
  very
• 13:41
  clear,
• 13:42
  short
• 13:42
  next
• 13:43
  step.
• 13:43
  Is
• 13:43
  it
• 13:43
  you
• 13:43
  need
• 13:43
  them
• 13:43
  to
• 13:44
  tell
• 13:44
  you
• 13:44
  something
• 13:44
  else?
• 13:44
  Is
• 13:45
  it
• 13:45
  that
• 13:45
  you
• 13:45
  need
• 13:45
  to
• 13:45
  tell
• 13:46
  them
• 13:46
  a
• 13:46
  price?
• 13:46
  Like
• 13:47
  what
• 13:47
  is
• 13:47
  it
• 13:47
  you
• 13:47
  want
• 13:47
  them
• 13:47
  to
• 13:48
  do
• 13:48
  next?
• 13:48
  If
• 13:48
  it's
• 13:49
  just
• 13:49
  that
• 13:50
  your
• 13:51
  call
• 13:51
  to
• 13:51
  action
• 13:51
  is
• 13:51
  to
• 13:52
  book
• 13:52
  a
• 13:52
  call,
• 13:52
  then
• 13:53
  again
• 13:53
  send
• 13:53
  a
• 13:53
  personalized
• 13:54
  email
• 13:54
  immediately
• 13:55
  as
• 13:55
  soon
• 13:55
  as
• 13:55
  you
• 13:55
  possibly
• 13:56
  can,
• 13:56
  saying
• 13:56
  hey,
• 13:57
  I'm
• 13:57
  Becca,
• 13:58
  blah
• 13:58
  blah
• 13:58
  blah.
• 13:59
  Put
• 13:59
  something
• 13:59
  personalized.
• 14:00
  Really
• 14:00
  excited
• 14:00
  about
• 14:00
  your
• 14:01
  wedding
• 14:01
  on
• 14:01
  the
• 14:01
  X
• 14:01
  date
• 14:02
  at
• 14:02
  this
• 14:02
  venue.
• 14:03
  I
• 14:03
  love
• 14:03
  that
• 14:03
  venue.
• 14:03
  I've
• 14:03
  worked
• 14:04
  there
• 14:04
  loads
• 14:04
  of
• 14:04
  times.
• 14:05
  I'd
• 14:05
  love
• 14:05
  to
• 14:05
  jump
• 14:05
  on
• 14:05
  a
• 14:06
  call.
• 14:06
  We
• 14:06
  need
• 14:06
  to
• 14:06
  get
• 14:06
  to
• 14:06
  know
• 14:07
  each
• 14:07
  other.
• 14:07
  Here's
• 14:07
  the
• 14:07
  link
• 14:08
  to
• 14:08
  book
• 14:08
  a
• 14:08
  call.
• 14:08
  And
• 14:08
  again,
• 14:09
  you
• 14:09
  can
• 14:09
  put
• 14:09
  the
• 14:09
  same
• 14:09
  link
• 14:10
  in
• 14:10
  the
• 14:10
  email.
• 14:11
  So
• 14:11
  just
• 14:11
  because
• 14:12
  you
• 14:12
  automate
• 14:12
  something
• 14:13
  doesn't
• 14:13
  mean
• 14:13
  you
• 14:13
  can't
• 14:14
  send
• 14:14
  a
• 14:14
  personalized
• 14:15
  email
• 14:15
  as
• 14:15
  well.
• 14:15
  It
• 14:15
  is
• 14:16
  better
• 14:16
  to
• 14:16
  do
• 14:16
  both.
• 14:17
  People
• 14:17
  expect
• 14:18
  the
• 14:18
  automated
• 14:19
  one.
• 14:19
  Everything
• 14:19
  we
• 14:20
  do
• 14:20
  now
• 14:20
  when
• 14:20
  we
• 14:20
  do
• 14:20
  stuff
• 14:21
  online
• 14:21
  is
• 14:21
  automated.
• 14:21
  We
• 14:22
  expect
• 14:22
  automated
• 14:22
  replies.
• 14:23
  So
• 14:23
  build
• 14:24
  that
• 14:24
  into
• 14:24
  your
• 14:24
  process
• 14:25
  and
• 14:25
  then
• 14:25
  go
• 14:25
  a
• 14:26
  step
• 14:26
  further
• 14:26
  and
• 14:26
  follow
• 14:27
  up
• 14:27
  with
• 14:27
  that
• 14:27
  personalized
• 14:28
  response
• 14:29
  as
• 14:29
  well.
• 14:29
  But
• 14:29
  the
• 14:30
  key
• 14:30
  things
• 14:30
  are
• 14:30
  you've
• 14:30
  got
• 14:30
  to
• 14:31
  keep
• 14:31
  that
• 14:31
  email
• 14:31
  short
• 14:31
  and
• 14:31
  to
• 14:32
  the
• 14:32
  point
• 14:32
  and
• 14:32
  you've
• 14:32
  got
• 14:32
  to
• 14:33
  give
• 14:33
  them
• 14:33
  a
• 14:33
  very
• 14:33
  clear
• 14:34
  next
• 14:34
  step.
• 14:34
  Now
• 14:35
  what
• 14:35
  if
• 14:35
  they
• 14:35
  inquire
• 14:35
  in
• 14:36
  a
• 14:36
  different
• 14:36
  way?
• 14:36
  Maybe
• 14:37
  they
• 14:37
  inquire
• 14:38
  via
• 14:38
  social
• 14:38
  media
• 14:39
  DM,
• 14:39
  maybe
• 14:39
  they
• 14:39
  inquire
• 14:40
  via
• 14:40
  WhatsApp.
• 14:41
  If
• 14:41
  it
• 14:41
  is
• 14:41
  a
• 14:41
  different
• 14:41
  route,
• 14:42
  talk
• 14:42
  to
• 14:42
  them
• 14:42
  in
• 14:43
  the
• 14:43
  place
• 14:43
  where
• 14:43
  they're
• 14:43
  inquiring
• 14:44
  and
• 14:44
  do
• 14:44
  the
• 14:45
  same
• 14:45
  thing.
• 14:46
  So
• 14:46
  if
• 14:46
  your
• 14:47
  next
• 14:47
  step
• 14:48
  is
• 14:48
  to
• 14:48
  book
• 14:48
  a
• 14:49
  call,
• 14:49
  reply
• 14:50
  to
• 14:50
  their
• 14:50
  WhatsApp
• 14:51
  message
• 14:51
  with
• 14:51
  the
• 14:51
  link
• 14:51
  to
• 14:52
  your
• 14:52
  diary
• 14:52
  to
• 14:52
  book
• 14:52
  a
• 14:52
  call.
• 14:53
  Don't
• 14:53
  say
• 14:53
  go
• 14:53
  and
• 14:53
  fill
• 14:54
  in
• 14:54
  the
• 14:54
  form
• 14:54
  on
• 14:54
  my
• 14:54
  website.
• 14:55
  You're
• 14:55
  putting
• 14:55
  in
• 14:55
  an
• 14:56
  unnecessary
• 14:56
  hoop.
• 14:57
  So
• 14:57
  wherever
• 14:57
  they
• 14:58
  reply
• 14:59
  email,
• 14:59
  you
• 14:59
  reply
• 15:00
  to
• 15:00
  them
• 15:00
  there
• 15:00
  and
• 15:01
  still
• 15:01
  tell
• 15:01
  them
• 15:01
  the
• 15:01
  same
• 15:02
  next
• 15:02
  step
• 15:03
  that
• 15:03
  you
• 15:03
  want
• 15:03
  to
• 15:03
  go
• 15:03
  ahead
• 15:04
  and
• 15:04
  do.
• 15:05
  Okay,
• 15:05
  the
• 15:05
  next
• 15:06
  step
• 15:06
  in
• 15:06
  the
• 15:06
  automated
• 15:07
  process
• 15:08
  is
• 15:08
  that
• 15:09
  and
• 15:09
  you
• 15:09
  can
• 15:09
  do
• 15:10
  this
• 15:10
  personalized
• 15:10
  as
• 15:10
  well.
• 15:10
  But
• 15:11
  again,
• 15:11
  if
• 15:11
  you
• 15:11
  do
• 15:11
  set
• 15:11
  up
• 15:12
  with
• 15:12
  a
• 15:12
  CRM
• 15:12
  system
• 15:12
  or
• 15:13
  something
• 15:13
  like
• 15:13
  that,
• 15:13
  you
• 15:13
  can
• 15:13
  automate
• 15:14
  this
• 15:14
  to
• 15:14
  save
• 15:14
  yourself
• 15:15
  time
• 15:15
  and
• 15:15
  to
• 15:15
  make
• 15:15
  it
• 15:15
  consistent
• 15:16
  if
• 15:16
  the
• 15:17
  person
• 15:17
  who
• 15:17
  inquires
• 15:18
  does
• 15:19
  not
• 15:19
  take
• 15:19
  the
• 15:19
  next
• 15:20
  step.
• 15:20
  For
• 15:20
  example,
• 15:21
  you
• 15:21
  sent
• 15:21
  them
• 15:21
  that
• 15:21
  email
• 15:22
  saying
• 15:22
  book
• 15:22
  a
• 15:22
  call.
• 15:23
  Two
• 15:23
  days
• 15:23
  have
• 15:23
  passed,
• 15:24
  they
• 15:24
  haven't
• 15:24
  booked
• 15:24
  a
• 15:24
  call.
• 15:25
  You
• 15:25
  now
• 15:25
  want
• 15:25
  to
• 15:25
  make
• 15:26
  sure
• 15:26
  you're
• 15:26
  sending
• 15:26
  them
• 15:26
  a
• 15:27
  series
• 15:27
  of
• 15:27
  follow
• 15:27
  up
• 15:28
  emails
• 15:28
  encouraging
• 15:29
  them
• 15:29
  to
• 15:29
  book
• 15:30
  the
• 15:30
  call.
• 15:30
  Right.
• 15:31
  Maybe
• 15:31
  two
• 15:31
  days
• 15:31
  later,
• 15:32
  three
• 15:32
  days
• 15:32
  later,
• 15:33
  five
• 15:33
  days
• 15:33
  later,
• 15:33
  seven
• 15:33
  days
• 15:34
  later,
• 15:34
  something
• 15:34
  like
• 15:34
  that.
• 15:35
  And
• 15:35
  you
• 15:35
  keep
• 15:35
  on
• 15:36
  sending
• 15:36
  some
• 15:36
  follow
• 15:36
  ups
• 15:37
  asking
• 15:37
  them
• 15:37
  to
• 15:37
  do
• 15:38
  the
• 15:38
  same
• 15:38
  next
• 15:38
  step,
• 15:39
  don't
• 15:39
  mix
• 15:39
  it
• 15:39
  up,
• 15:39
  don't
• 15:40
  start
• 15:40
  giving
• 15:40
  them
• 15:41
  other
• 15:41
  ideas
• 15:41
  of
• 15:41
  what
• 15:42
  they
• 15:42
  should
• 15:42
  do.
• 15:42
  We're
• 15:42
  trying
• 15:43
  to
• 15:43
  get
• 15:43
  them
• 15:43
  to
• 15:43
  take
• 15:44
  that
• 15:44
  very
• 15:44
  clear
• 15:44
  next
• 15:45
  step.
• 15:45
  Whether
• 15:45
  it's
• 15:45
  replying
• 15:46
  to
• 15:46
  our
• 15:46
  email
• 15:46
  with
• 15:46
  more
• 15:46
  information,
• 15:47
  booking
• 15:47
  a
• 15:47
  call,
• 15:48
  telling
• 15:48
  us
• 15:48
  something
• 15:49
  else,
• 15:49
  whatever
• 15:50
  is,
• 15:50
  we
• 15:50
  want
• 15:50
  to
• 15:50
  make
• 15:51
  sure
• 15:51
  we're
• 15:51
  following
• 15:51
  up
• 15:52
  with
• 15:52
  them.
• 15:52
  So
• 15:53
  have
• 15:53
  it
• 15:53
  set
• 15:53
  what
• 15:54
  you're
• 15:54
  going
• 15:54
  to
• 15:54
  be
• 15:54
  sending
• 15:54
  them
• 15:55
  roughly
• 15:55
  on
• 15:56
  each
• 15:56
  of
• 15:56
  those
• 15:56
  days.
• 15:57
  Can
• 15:57
  you
• 15:57
  automate
• 15:58
  it
• 15:58
  via
• 15:58
  a
• 15:58
  system?
• 15:59
  Now?
• 15:59
  If
• 15:59
  you
• 15:59
  want
• 15:59
  to
• 15:59
  get
• 15:59
  really
• 16:00
  techy,
• 16:00
  then
• 16:01
  depending
• 16:01
  on
• 16:01
  the
• 16:01
  system
• 16:01
  you're
• 16:02
  using,
• 16:02
  you
• 16:03
  can
• 16:03
  give
• 16:03
  it
• 16:03
  rules.
• 16:04
  So
• 16:04
  for
• 16:04
  example,
• 16:05
  I've
• 16:05
  just
• 16:05
  recently
• 16:06
  set
• 16:06
  up
• 16:06
  a
• 16:06
  CRM
• 16:07
  for
• 16:07
  a
• 16:07
  venue
• 16:08
  and
• 16:08
  what
• 16:09
  happens
• 16:09
  is
• 16:09
  the
• 16:10
  inquirer,
• 16:10
  the
• 16:10
  inquiry
• 16:11
  comes
• 16:11
  into
• 16:11
  the
• 16:11
  CRM.
• 16:12
  The
• 16:12
  CRM
• 16:13
  will
• 16:13
  send
• 16:13
  them
• 16:13
  an
• 16:14
  automatic
• 16:14
  reply
• 16:15
  back
• 16:15
  as
• 16:16
  we
• 16:16
  spoke
• 16:16
  about
• 16:16
  earlier,
• 16:16
  encouraging
• 16:17
  them
• 16:17
  to
• 16:17
  book
• 16:17
  a
• 16:18
  call.
• 16:18
  Then
• 16:18
  the
• 16:18
  wedding
• 16:19
  coordinator
• 16:19
  will
• 16:19
  also
• 16:19
  send
• 16:20
  a
• 16:20
  personalized
• 16:20
  email
• 16:21
  asking
• 16:21
  them
• 16:21
  to
• 16:22
  book
• 16:22
  a
• 16:22
  call.
• 16:22
  Two
• 16:22
  days
• 16:23
  later
• 16:23
  the
• 16:24
  system
• 16:24
  will
• 16:25
  look
• 16:25
  whether
• 16:25
  or
• 16:25
  not
• 16:26
  a
• 16:26
  call
• 16:26
  has
• 16:26
  been
• 16:26
  booked
• 16:27
  and
• 16:27
  whether
• 16:27
  or
• 16:27
  not
• 16:28
  there's
• 16:28
  a
• 16:28
  date
• 16:28
  for
• 16:28
  that
• 16:29
  call
• 16:29
  inside
• 16:30
  the
• 16:30
  system.
• 16:30
  If
• 16:30
  no
• 16:31
  call
• 16:31
  has
• 16:31
  been
• 16:31
  booked,
• 16:31
  it
• 16:32
  will
• 16:32
  send
• 16:32
  them
• 16:32
  the
• 16:32
  first
• 16:32
  follow
• 16:33
  up
• 16:33
  email.
• 16:33
  A
• 16:34
  few
• 16:34
  days
• 16:34
  later
• 16:34
  it
• 16:35
  will
• 16:35
  do
• 16:35
  the
• 16:35
  same
• 16:35
  thing.
• 16:35
  It
• 16:36
  will
• 16:36
  look,
• 16:36
  have
• 16:36
  they
• 16:36
  booked
• 16:37
  a
• 16:37
  follow
• 16:37
  up
• 16:37
  call?
• 16:38
  No.
• 16:38
  Right.
• 16:38
  We'll
• 16:38
  send
• 16:39
  them
• 16:39
  email
• 16:39
  reminder
• 16:40
  too.
• 16:40
  So
• 16:40
  what's
• 16:40
  happening
• 16:41
  is
• 16:41
  it's
• 16:41
  only
• 16:41
  sending
• 16:42
  the
• 16:42
  email
• 16:42
  reminders
• 16:42
  if
• 16:43
  they
• 16:43
  haven't
• 16:43
  booked
• 16:43
  the
• 16:43
  call.
• 16:44
  If
• 16:44
  they
• 16:44
  book
• 16:44
  the
• 16:44
  call,
• 16:45
  obviously
• 16:45
  it
• 16:45
  doesn't
• 16:45
  send
• 16:46
  them
• 16:46
  the
• 16:46
  email
• 16:46
  reminders.
• 16:47
  So
• 16:47
  even
• 16:47
  if
• 16:47
  you
• 16:47
  automate
• 16:48
  this
• 16:48
  stuff,
• 16:48
  you
• 16:48
  can
• 16:49
  make
• 16:49
  sure
• 16:50
  that
• 16:50
  you're
• 16:50
  doing
• 16:50
  it
• 16:50
  in
• 16:51
  a
• 16:51
  way
• 16:51
  that
• 16:51
  is
• 16:52
  not
• 16:52
  sending
• 16:52
  emails
• 16:53
  to
• 16:53
  people
• 16:53
  when
• 16:53
  you've
• 16:54
  already
• 16:54
  got
• 16:54
  them
• 16:54
  to
• 16:55
  do
• 16:55
  what
• 16:55
  you
• 16:55
  want
• 16:55
  them
• 16:55
  to
• 16:55
  do,
• 16:55
  if
• 16:56
  that
• 16:56
  makes
• 16:56
  sense.
• 16:56
  The
• 16:56
  worst
• 16:57
  thing
• 16:57
  you
• 16:57
  could
• 16:57
  do
• 16:57
  though
• 16:57
  is
• 16:58
  not
• 16:58
  follow
• 16:58
  up
• 16:58
  at
• 16:58
  all
• 16:58
  because
• 16:59
  again,
• 16:59
  people
• 16:59
  are
• 16:59
  overwhelmed,
• 17:00
  people
• 17:00
  are
• 17:00
  busy,
• 17:01
  people
• 17:01
  might
• 17:01
  put
• 17:01
  your
• 17:01
  email
• 17:02
  to
• 17:02
  the
• 17:02
  side
• 17:02
  and
• 17:02
  think,
• 17:02
  yeah,
• 17:03
  I
• 17:03
  must
• 17:03
  book
• 17:03
  that
• 17:03
  call
• 17:03
  later.
• 17:04
  A
• 17:04
  million
• 17:04
  other
• 17:04
  things
• 17:05
  happen
• 17:05
  and
• 17:05
  they
• 17:05
  forget.
• 17:06
  But
• 17:06
  if
• 17:06
  you
• 17:06
  send
• 17:06
  them
• 17:07
  a
• 17:07
  reminder
• 17:07
  two
• 17:07
  days
• 17:07
  later,
• 17:08
  just
• 17:08
  remind
• 17:08
  her
• 17:08
  to
• 17:09
  book
• 17:09
  that
• 17:09
  call,
• 17:09
  we'd
• 17:09
  love
• 17:09
  to
• 17:10
  chat
• 17:10
  with
• 17:10
  you
• 17:10
  about
• 17:10
  it,
• 17:10
  blah,
• 17:10
  blah,
• 17:11
  blah,
• 17:11
  then
• 17:11
  it
• 17:11
  might
• 17:12
  just
• 17:12
  spark
• 17:12
  that
• 17:12
  interest.
• 17:13
  Now
• 17:13
  on
• 17:13
  the
• 17:14
  automated
• 17:14
  system
• 17:14
  I
• 17:14
  set
• 17:15
  up
• 17:15
  for
• 17:15
  the
• 17:15
  venue,
• 17:15
  once
• 17:15
  we
• 17:16
  get
• 17:16
  to
• 17:16
  something
• 17:16
  like
• 17:16
  14
• 17:17
  days
• 17:17
  and
• 17:17
  we've
• 17:17
  sent
• 17:17
  them
• 17:18
  three
• 17:18
  or
• 17:18
  four
• 17:18
  reminders,
• 17:19
  the
• 17:19
  last
• 17:19
  one
• 17:19
  is,
• 17:20
  is
• 17:20
  the
• 17:20
  Allen
• 17:20
  Berg
• 17:21
  Last
• 17:21
  Stitch
• 17:22
  Empty
• 17:22
  mill
• 17:22
  where
• 17:22
  we
• 17:23
  basically
• 17:23
  say,
• 17:23
  you
• 17:24
  know
• 17:24
  which
• 17:24
  option
• 17:24
  best
• 17:25
  describes
• 17:25
  you
• 17:25
  A,
• 17:25
  B
• 17:26
  or
• 17:26
  C
• 17:26
  and
• 17:26
  just
• 17:26
  try
• 17:27
  and
• 17:27
  get
• 17:27
  them
• 17:27
  to
• 17:27
  reply
• 17:27
  with
• 17:28
  something.
• 17:28
  If
• 17:29
  they
• 17:29
  reply
• 17:29
  with
• 17:29
  something,
• 17:30
  great.
• 17:30
  If
• 17:30
  they
• 17:30
  don't,
• 17:31
  after
• 17:31
  that
• 17:31
  point
• 17:31
  we
• 17:32
  mark
• 17:32
  them
• 17:32
  as
• 17:32
  lost
• 17:33
  and
• 17:33
  that's
• 17:33
  it.
• 17:33
  But
• 17:34
  at
• 17:34
  least
• 17:34
  we
• 17:34
  followed
• 17:34
  up
• 17:35
  with
• 17:35
  the
• 17:35
  multiple
• 17:35
  times.
• 17:35
  They
• 17:36
  may
• 17:36
  come
• 17:36
  back
• 17:36
  in
• 17:36
  the
• 17:36
  future,
• 17:37
  they
• 17:37
  may
• 17:37
  not,
• 17:37
  but
• 17:37
  they're
• 17:38
  now
• 17:38
  out
• 17:38
  of
• 17:38
  our
• 17:38
  sales
• 17:39
  journey.
• 17:39
  So
• 17:40
  those
• 17:40
  follow
• 17:40
  up
• 17:40
  emails
• 17:41
  are
• 17:41
  an
• 17:41
  also
• 17:42
  important
• 17:42
  part
• 17:43
  of
• 17:43
  this
• 17:43
  inquiry
• 17:44
  and
• 17:45
  sales
• 17:45
  process.
• 17:46
  So
• 17:46
  we
• 17:46
  want
• 17:47
  short
• 17:47
  emails,
• 17:47
  we
• 17:47
  want
• 17:48
  no
• 17:48
  overwhelm,
• 17:49
  we
• 17:49
  want
• 17:49
  to
• 17:49
  be
• 17:49
  clear
• 17:49
  and
• 17:50
  concise,
• 17:50
  give
• 17:51
  them
• 17:51
  clear
• 17:51
  next
• 17:51
  steps
• 17:52
  and
• 17:52
  follow
• 17:52
  up.
• 17:53
  Now,
• 17:53
  I
• 17:54
  mentioned
• 17:54
  Alan
• 17:54
  Berg
• 17:54
  and
• 17:54
  his
• 17:55
  short
• 17:55
  emails.
• 17:55
  He
• 17:55
  has
• 17:56
  done
• 17:56
  a
• 17:56
  great
• 17:56
  training
• 17:57
  all
• 17:57
  about
• 17:57
  replying
• 17:57
  to
• 17:58
  inquiries
• 17:58
  inside
• 17:59
  of
• 17:59
  the
• 17:59
  Wedding
• 17:59
  Pro
• 17:59
  members
• 18:00
  lounge.
• 18:00
  He
• 18:00
  did
• 18:00
  it
• 18:00
  a
• 18:00
  couple
• 18:00
  of
• 18:01
  years
• 18:01
  ago
• 18:01
  now
• 18:01
  for
• 18:01
  us,
• 18:02
  but
• 18:02
  it
• 18:02
  is
• 18:02
  still
• 18:02
  so
• 18:03
  good
• 18:03
  and
• 18:03
  so
• 18:03
  relevant
• 18:04
  and
• 18:04
  I
• 18:04
  always
• 18:04
  send
• 18:05
  my
• 18:05
  members
• 18:05
  there.
• 18:06
  So
• 18:06
  if
• 18:06
  you
• 18:06
  are
• 18:06
  a
• 18:07
  member
• 18:07
  and
• 18:07
  you're
• 18:07
  looking
• 18:07
  for
• 18:08
  that,
• 18:08
  let
• 18:08
  me
• 18:08
  know,
• 18:08
  I
• 18:08
  can
• 18:08
  point
• 18:09
  you
• 18:09
  in
• 18:09
  the
• 18:09
  right
• 18:09
  direction.
• 18:10
  Or
• 18:10
  if
• 18:10
  you
• 18:10
  want
• 18:10
  to
• 18:10
  listen
• 18:11
  to
• 18:11
  that
• 18:11
  and
• 18:11
  you're
• 18:11
  not
• 18:11
  a
• 18:11
  member,
• 18:12
  then
• 18:12
  either
• 18:12
  reach
• 18:13
  out
• 18:13
  to
• 18:13
  me
• 18:13
  directly
• 18:14
  about
• 18:14
  purchasing
• 18:14
  a
• 18:14
  copy
• 18:15
  of
• 18:15
  just
• 18:15
  that
• 18:15
  training,
• 18:16
  or
• 18:16
  why
• 18:16
  not
• 18:16
  join
• 18:16
  the
• 18:16
  members
• 18:17
  lounge,
• 18:17
  hum
• 18:17
  along
• 18:18
  and
• 18:18
  listen
• 18:18
  to
• 18:18
  that
• 18:19
  training.
• 18:19
  Because
• 18:19
  we
• 18:19
  have
• 18:19
  some
• 18:20
  incredible
• 18:20
  training
• 18:20
  in
• 18:21
  there
• 18:21
  and
• 18:21
  Alan
• 18:21
  Berg
• 18:22
  is
• 18:22
  great
• 18:22
  on
• 18:22
  this
• 18:22
  subject.
• 18:23
  I
• 18:23
  love
• 18:23
  hearing
• 18:24
  him
• 18:24
  talk
• 18:24
  about
• 18:25
  it
• 18:25
  and
• 18:25
  he
• 18:25
  talks
• 18:26
  about
• 18:26
  how
• 18:26
  to
• 18:26
  get
• 18:26
  people
• 18:26
  to
• 18:27
  respond
• 18:27
  with
• 18:27
  those
• 18:27
  short
• 18:28
  sharp
• 18:28
  questions.
• 18:29
  We
• 18:29
  want
• 18:29
  to
• 18:29
  make
• 18:29
  sure
• 18:29
  we're
• 18:30
  limiting
• 18:30
  hurdles
• 18:31
  every
• 18:32
  step
• 18:32
  of
• 18:32
  the
• 18:32
  way.
• 18:33
  And
• 18:33
  as
• 18:33
  I've
• 18:33
  said
• 18:34
  already,
• 18:34
  I
• 18:34
  think
• 18:34
  a
• 18:35
  CRM
• 18:35
  system
• 18:35
  at
• 18:36
  this
• 18:36
  stage
• 18:36
  in
• 18:36
  the
• 18:36
  journey
• 18:37
  is
• 18:37
  really
• 18:37
  important.
• 18:38
  Now
• 18:38
  if
• 18:38
  you
• 18:38
  are
• 18:38
  dealing
• 18:39
  with
• 18:39
  a
• 18:39
  very
• 18:39
  low
• 18:39
  number
• 18:40
  of
• 18:40
  inquiries
• 18:40
  or
• 18:41
  a
• 18:41
  very
• 18:41
  low
• 18:41
  number
• 18:41
  of
• 18:41
  sales,
• 18:42
  you
• 18:42
  know,
• 18:42
  less
• 18:42
  than
• 18:43
  10
• 18:43
  bookings
• 18:43
  a
• 18:43
  year,
• 18:44
  less
• 18:44
  than
• 18:44
  five
• 18:44
  bookings
• 18:44
  a
• 18:45
  year,
• 18:45
  you
• 18:45
  probably
• 18:45
  don't
• 18:46
  need
• 18:46
  a
• 18:46
  CRM
• 18:46
  system.
• 18:47
  But
• 18:47
  as
• 18:47
  soon
• 18:47
  as
• 18:47
  we're
• 18:47
  talking
• 18:48
  10,
• 18:48
  20,
• 18:48
  30,
• 18:49
  40,
• 18:49
  50
• 18:49
  a
• 18:50
  year,
• 18:50
  or
• 18:50
  even
• 18:50
  a
• 18:50
  month
• 18:51
  for
• 18:51
  some
• 18:51
  of
• 18:51
  you,
• 18:51
  if
• 18:51
  you're
• 18:51
  a
• 18:52
  venue,
• 18:52
  then
• 18:52
  using
• 18:53
  a
• 18:53
  system
• 18:53
  is
• 18:53
  going
• 18:54
  to
• 18:54
  save
• 18:54
  you
• 18:54
  so
• 18:54
  much
• 18:54
  time
• 18:55
  and
• 18:55
  headaches.
• 18:55
  If
• 18:56
  you
• 18:56
  don't
• 18:56
  know
• 18:56
  I'm
• 18:56
  talking
• 18:57
  about.
• 18:57
  A
• 18:57
  CRM
• 18:58
  system
• 18:58
  is
• 18:58
  a
• 18:58
  customer
• 18:58
  relationship
• 18:59
  management
• 18:59
  piece
• 19:00
  of
• 19:00
  software.
• 19:00
  We
• 19:00
  did
• 19:00
  a
• 19:01
  great
• 19:01
  episode
• 19:01
  on
• 19:01
  the
• 19:01
  podcast
• 19:02
  all
• 19:02
  about
• 19:02
  CRMs
• 19:03
  and
• 19:03
  talked
• 19:03
  about
• 19:03
  different
• 19:04
  ones
• 19:04
  and
• 19:04
  different
• 19:04
  systems
• 19:05
  you
• 19:05
  can
• 19:05
  use.
• 19:06
  That's
• 19:06
  episode
• 19:06
  15
• 19:07
  5.
• 19:07
  If
• 19:08
  you
• 19:08
  want
• 19:08
  to
• 19:08
  go
• 19:08
  back
• 19:08
  and
• 19:09
  listen
• 19:09
  to
• 19:09
  that
• 19:09
  podcast
• 19:10
  and
• 19:10
  if
• 19:10
  the
• 19:11
  tech
• 19:11
  feels
• 19:11
  overwhelming,
• 19:12
  you
• 19:12
  think,
• 19:12
  yeah,
• 19:12
  I
• 19:13
  can
• 19:13
  see
• 19:13
  why
• 19:13
  I
• 19:13
  need
• 19:13
  a
• 19:13
  system
• 19:14
  like
• 19:14
  this,
• 19:14
  but
• 19:14
  I
• 19:14
  don't
• 19:15
  get
• 19:15
  it,
• 19:15
  then
• 19:15
  chat
• 19:16
  with
• 19:16
  me.
• 19:16
  Because
• 19:16
  at
• 19:17
  the
• 19:17
  wedding,
• 19:17
  pro
• 19:17
  agency
• 19:18
  system
• 19:18
  strategies
• 19:19
  is
• 19:19
  one
• 19:19
  of
• 19:19
  the
• 19:19
  things
• 19:20
  we
• 19:20
  are
• 19:20
  really
• 19:20
  good
• 19:21
  at.
• 19:21
  And
• 19:21
  so
• 19:22
  what
• 19:22
  happens
• 19:22
  is
• 19:23
  we
• 19:23
  jump
• 19:23
  on
• 19:23
  a
• 19:23
  call,
• 19:23
  or
• 19:24
  I
• 19:24
  personally
• 19:24
  jump
• 19:24
  on
• 19:24
  a
• 19:25
  call
• 19:25
  with
• 19:25
  you,
• 19:25
  find
• 19:25
  out
• 19:25
  your
• 19:26
  requirements,
• 19:26
  we
• 19:26
  build
• 19:27
  out
• 19:27
  a
• 19:27
  strategy
• 19:28
  of
• 19:28
  what
• 19:28
  your
• 19:28
  system
• 19:28
  should
• 19:28
  do
• 19:29
  and
• 19:29
  then
• 19:29
  you
• 19:29
  pay
• 19:29
  us
• 19:29
  and
• 19:30
  we
• 19:30
  build
• 19:30
  the
• 19:30
  system
• 19:30
  for
• 19:31
  you.
• 19:31
  So
• 19:31
  you
• 19:32
  literally
• 19:32
  go
• 19:32
  to
• 19:32
  bed
• 19:32
  one
• 19:33
  night
• 19:33
  and
• 19:33
  a
• 19:33
  couple
• 19:33
  of
• 19:33
  days
• 19:33
  later
• 19:34
  the
• 19:34
  system's
• 19:34
  ready
• 19:35
  for
• 19:35
  you
• 19:35
  to
• 19:35
  start
• 19:35
  using
• 19:35
  and
• 19:36
  it's
• 19:36
  doing
• 19:36
  all
• 19:36
  of
• 19:36
  these
• 19:36
  automations
• 19:37
  for
• 19:37
  you.
• 19:38
  We
• 19:38
  write
• 19:38
  the
• 19:38
  emails,
• 19:39
  we
• 19:39
  help
• 19:39
  you
• 19:39
  with
• 19:39
  all
• 19:40
  of
• 19:40
  that
• 19:40
  stuff
• 19:40
  as
• 19:40
  well.
• 19:40
  So
• 19:41
  if
• 19:41
  you
• 19:41
  can
• 19:42
  see
• 19:42
  that
• 19:42
  you
• 19:42
  need
• 19:43
  this
• 19:43
  part
• 19:43
  of
• 19:43
  the
• 19:43
  process
• 19:44
  sorted
• 19:45
  and
• 19:45
  you
• 19:45
  need
• 19:45
  help
• 19:45
  with
• 19:46
  it,
• 19:46
  reach
• 19:46
  out
• 19:46
  to
• 19:46
  me,
• 19:47
  let's
• 19:47
  chat
• 19:47
  and
• 19:47
  I
• 19:47
  can
• 19:48
  find
• 19:48
  out
• 19:48
  whether
• 19:48
  or
• 19:48
  not
• 19:48
  it's
• 19:49
  suitable
• 19:49
  for
• 19:49
  us
• 19:49
  to
• 19:50
  help
• 19:50
  you
• 19:50
  with
• 19:50
  it.
• 19:51
  Okay,
• 19:51
  so
• 19:51
  we've
• 19:52
  got
• 19:52
  the
• 19:52
  inquiry,
• 19:53
  we
• 19:53
  followed
• 19:53
  up
• 19:53
  with
• 19:53
  them,
• 19:54
  we've
• 19:54
  got
• 19:54
  them
• 19:54
  to
• 19:54
  do
• 19:54
  their
• 19:55
  next
• 19:55
  step.
• 19:55
  What
• 19:56
  about
• 19:56
  if
• 19:56
  we
• 19:56
  get
• 19:57
  them
• 19:57
  on
• 19:57
  a
• 19:57
  call?
• 19:57
  So
• 19:58
  again,
• 19:58
  this
• 19:58
  won't
• 19:58
  be
• 19:59
  relevant
• 19:59
  to
• 19:59
  everyone.
• 19:59
  Some
• 20:00
  of
• 20:00
  you
• 20:00
  don't
• 20:00
  do
• 20:00
  sales
• 20:01
  calls
• 20:01
  or
• 20:01
  in
• 20:01
  person
• 20:02
  meetings.
• 20:02
  You
• 20:03
  just
• 20:03
  book
• 20:03
  via
• 20:03
  email,
• 20:04
  going
• 20:04
  back
• 20:04
  and
• 20:04
  forth
• 20:04
  with
• 20:05
  those
• 20:05
  short
• 20:05
  emails.
• 20:06
  However,
• 20:06
  if
• 20:06
  you
• 20:07
  are
• 20:07
  someone
• 20:07
  that
• 20:07
  does,
• 20:08
  then
• 20:09
  this
• 20:09
  part
• 20:09
  of
• 20:09
  the
• 20:09
  episode
• 20:10
  is
• 20:10
  for
• 20:10
  you.
• 20:10
  Once
• 20:11
  we
• 20:11
  get
• 20:11
  someone
• 20:11
  on
• 20:11
  a
• 20:12
  call,
• 20:12
  there's
• 20:12
  now
• 20:12
  more
• 20:13
  conversion
• 20:14
  tactics
• 20:14
  that
• 20:14
  we
• 20:14
  need
• 20:14
  to
• 20:14
  put
• 20:15
  in
• 20:15
  place
• 20:15
  to
• 20:15
  turn
• 20:15
  them
• 20:16
  from
• 20:16
  someone
• 20:16
  who's
• 20:16
  interested
• 20:17
  to
• 20:17
  someone
• 20:17
  who's
• 20:17
  actually
• 20:18
  going
• 20:18
  to
• 20:18
  pay
• 20:18
  us
• 20:18
  some
• 20:18
  money
• 20:18
  and
• 20:19
  book.
• 20:19
  And
• 20:19
  we
• 20:19
  don't
• 20:20
  want
• 20:20
  time
• 20:20
  wasters.
• 20:21
  Now,
• 20:21
  the
• 20:21
  thing
• 20:21
  to
• 20:22
  know
• 20:22
  about
• 20:22
  couples
• 20:22
  in
• 20:23
  20,
• 20:23
  25,
• 20:24
  26
• 20:24
  and
• 20:24
  beyond
• 20:25
  is
• 20:25
  we
• 20:25
  know
• 20:26
  that
• 20:26
  this
• 20:26
  generation
• 20:26
  of
• 20:26
  couples
• 20:27
  are
• 20:27
  people
• 20:27
  who
• 20:28
  do
• 20:28
  their
• 20:28
  research
• 20:29
  before
• 20:30
  they
• 20:30
  talk
• 20:30
  to
• 20:30
  us.
• 20:31
  So
• 20:31
  as
• 20:31
  we
• 20:31
  talked
• 20:31
  about
• 20:32
  in
• 20:32
  the
• 20:32
  last
• 20:32
  couple
• 20:32
  of
• 20:32
  episodes,
• 20:33
  by
• 20:33
  the
• 20:33
  time
• 20:33
  they
• 20:34
  get
• 20:34
  to
• 20:34
  a
• 20:34
  call
• 20:34
  with
• 20:34
  you,
• 20:35
  they're
• 20:35
  probably
• 20:35
  already
• 20:36
  90%
• 20:37
  sold
• 20:37
  on
• 20:37
  working
• 20:38
  with
• 20:38
  you.
• 20:38
  Because
• 20:38
  if
• 20:38
  you've
• 20:39
  put
• 20:39
  prices
• 20:39
  on
• 20:39
  your
• 20:40
  website,
• 20:40
  if
• 20:40
  you've
• 20:40
  put
• 20:40
  pictures
• 20:41
  on
• 20:41
  your
• 20:41
  website,
• 20:41
  if
• 20:41
  you've
• 20:41
  got
• 20:42
  reviews
• 20:42
  on
• 20:42
  your
• 20:42
  website.
• 20:43
  They
• 20:43
  will
• 20:43
  have
• 20:43
  looked
• 20:43
  at
• 20:43
  all
• 20:44
  of
• 20:44
  that
• 20:44
  stuff.
• 20:44
  They'll
• 20:44
  have
• 20:44
  looked
• 20:45
  at
• 20:45
  your
• 20:45
  social
• 20:45
  media.
• 20:45
  Most
• 20:46
  of
• 20:46
  the
• 20:46
  time
• 20:46
  they
• 20:46
  will
• 20:46
  have
• 20:47
  done
• 20:47
  their
• 20:47
  research
• 20:48
  before
• 20:48
  getting
• 20:49
  on
• 20:49
  a
• 20:49
  call
• 20:49
  with
• 20:49
  you.
• 20:50
  And
• 20:50
  the
• 20:50
  call
• 20:51
  is
• 20:51
  kind
• 20:51
  of
• 20:51
  like
• 20:51
  their
• 20:52
  final
• 20:52
  thought
• 20:53
  is,
• 20:53
  do
• 20:53
  I
• 20:54
  like
• 20:54
  this
• 20:54
  person?
• 20:55
  Have
• 20:55
  we
• 20:55
  got
• 20:55
  good
• 20:55
  synergy?
• 20:56
  Do
• 20:56
  they
• 20:56
  like
• 20:57
  me?
• 20:57
  Can
• 20:57
  I
• 20:57
  see
• 20:57
  us
• 20:57
  working
• 20:58
  together?
• 20:58
  Can
• 20:58
  we
• 20:59
  make
• 20:59
  it
• 20:59
  work
• 20:59
  for
• 20:59
  my
• 20:59
  budget
• 21:00
  or
• 21:00
  not?
• 21:00
  Right.
• 21:01
  So
• 21:01
  by
• 21:01
  the
• 21:01
  time
• 21:01
  they
• 21:02
  get
• 21:02
  to
• 21:02
  the
• 21:02
  call,
• 21:02
  this
• 21:03
  isn't
• 21:03
  about
• 21:03
  hard
• 21:04
  selling
• 21:04
  them
• 21:04
  stuff.
• 21:05
  This
• 21:05
  is
• 21:05
  basically
• 21:06
  about
• 21:06
  just
• 21:06
  showing
• 21:07
  them
• 21:07
  that
• 21:07
  you're
• 21:07
  a
• 21:07
  good
• 21:07
  person
• 21:08
  and
• 21:08
  that
• 21:08
  you're
• 21:08
  the
• 21:09
  right
• 21:09
  person
• 21:09
  for
• 21:09
  them.
• 21:10
  It
• 21:10
  may
• 21:10
  be
• 21:10
  you've
• 21:10
  got
• 21:10
  a
• 21:10
  class
• 21:11
  of
• 21:11
  personalities.
• 21:12
  It
• 21:12
  may
• 21:12
  be
• 21:12
  that
• 21:13
  they
• 21:13
  didn't
• 21:13
  do
• 21:13
  their
• 21:13
  research
• 21:14
  and
• 21:14
  they
• 21:14
  didn't
• 21:14
  look
• 21:15
  at
• 21:15
  that
• 21:15
  information
• 21:15
  and
• 21:16
  they're
• 21:16
  maybe
• 21:16
  not
• 21:16
  the
• 21:17
  perfect
• 21:17
  client
• 21:17
  for
• 21:17
  you.
• 21:17
  If
• 21:18
  that's
• 21:18
  the
• 21:18
  case,
• 21:18
  you'll
• 21:18
  work
• 21:19
  that
• 21:19
  out
• 21:19
  pretty
• 21:19
  quickly
• 21:20
  on
• 21:20
  the
• 21:20
  call.
• 21:20
  So
• 21:20
  the
• 21:21
  key
• 21:21
  things
• 21:21
  to
• 21:21
  know
• 21:21
  about
• 21:22
  that
• 21:22
  sales
• 21:22
  call
• 21:23
  number
• 21:23
  one
• 21:24
  is
• 21:24
  the
• 21:24
  main
• 21:24
  thing
• 21:25
  you
• 21:25
  should
• 21:25
  do
• 21:25
  on
• 21:25
  that
• 21:25
  call
• 21:26
  is
• 21:26
  listen,
• 21:26
  ask
• 21:27
  questions
• 21:28
  and
• 21:28
  listen.
• 21:29
  This
• 21:29
  isn't
• 21:29
  about
• 21:29
  you
• 21:30
  pitching
• 21:30
  your
• 21:30
  product,
• 21:31
  pitching
• 21:31
  your
• 21:31
  services,
• 21:32
  pitching
• 21:32
  how
• 21:32
  much
• 21:32
  it
• 21:33
  costs
• 21:33
  to
• 21:33
  work
• 21:33
  with
• 21:33
  you.
• 21:33
  This,
• 21:34
  this
• 21:34
  is
• 21:34
  about
• 21:34
  getting
• 21:34
  to
• 21:35
  know
• 21:35
  them
• 21:35
  as
• 21:35
  people
• 21:35
  and
• 21:36
  seeing
• 21:36
  what
• 21:36
  their
• 21:37
  wedding's
• 21:37
  like
• 21:37
  and
• 21:37
  how
• 21:38
  you
• 21:38
  can
• 21:38
  help
• 21:38
  serve
• 21:39
  them
• 21:39
  on
• 21:39
  their
• 21:39
  wedding
• 21:40
  day.
• 21:40
  Ask
• 21:40
  questions.
• 21:41
  Ask
• 21:41
  questions
• 21:41
  about
• 21:41
  what
• 21:42
  they
• 21:42
  want
• 21:42
  from
• 21:42
  their
• 21:42
  wedding
• 21:43
  day,
• 21:43
  what
• 21:43
  they're
• 21:43
  looking
• 21:43
  for
• 21:44
  in
• 21:44
  their
• 21:44
  florist,
• 21:44
  DJ
• 21:45
  venue,
• 21:45
  whatever
• 21:46
  it
• 21:46
  is.
• 21:46
  Ask
• 21:46
  them
• 21:46
  what
• 21:46
  they're
• 21:47
  struggling
• 21:47
  with,
• 21:47
  ask
• 21:47
  them
• 21:48
  what
• 21:48
  their
• 21:48
  fears
• 21:48
  are.
• 21:49
  Ask
• 21:49
  them
• 21:49
  lots
• 21:49
  of
• 21:49
  questions
• 21:50
  and
• 21:50
  listen,
• 21:51
  listen,
• 21:51
  listen,
• 21:51
  listen.
• 21:52
  Don't
• 21:52
  jump
• 21:52
  into
• 21:53
  saying,
• 21:53
  oh,
• 21:53
  well,
• 21:54
  this
• 21:54
  is
• 21:54
  how
• 21:54
  we
• 21:54
  can
• 21:54
  help
• 21:55
  you,
• 21:55
  xyz,
• 21:55
  get
• 21:56
  a
• 21:56
  really
• 21:56
  good
• 21:56
  understanding.
• 21:57
  First,
• 21:57
  ask
• 21:58
  them
• 21:58
  lots
• 21:58
  of
• 21:58
  questions.
• 21:58
  Ask
• 21:59
  them
• 21:59
  if
• 21:59
  they've
• 21:59
  looked
• 21:59
  at
• 21:59
  work
• 22:00
  on
• 22:00
  your
• 22:00
  website.
• 22:00
  Ask
• 22:00
  them
• 22:01
  if
• 22:01
  they've
• 22:01
  looked
• 22:01
  at
• 22:01
  pricing
• 22:01
  on
• 22:02
  your
• 22:02
  website.
• 22:02
  Ask,
• 22:02
  you
• 22:03
  know,
• 22:03
  ask
• 22:03
  them
• 22:03
  questions
• 22:04
  and
• 22:04
  you
• 22:04
  will
• 22:04
  ask.
• 22:04
  Understand
• 22:05
  exactly
• 22:06
  what
• 22:06
  they're
• 22:06
  looking
• 22:06
  for
• 22:07
  from
• 22:07
  you
• 22:07
  and
• 22:08
  from
• 22:08
  this
• 22:08
  call.
• 22:08
  It
• 22:09
  may
• 22:09
  be
• 22:09
  that
• 22:09
  they
• 22:09
  say
• 22:10
  something
• 22:10
  like,
• 22:10
  yeah,
• 22:10
  we've
• 22:11
  looked
• 22:11
  at
• 22:11
  everything,
• 22:11
  we
• 22:11
  love
• 22:12
  your
• 22:12
  work.
• 22:12
  We're
• 22:12
  just,
• 22:13
  we're
• 22:13
  feeling
• 22:13
  a
• 22:13
  bit
• 22:13
  nervous
• 22:14
  about
• 22:14
  choosing
• 22:14
  the
• 22:14
  right
• 22:15
  person.
• 22:15
  Well,
• 22:15
  great.
• 22:16
  You
• 22:16
  can
• 22:16
  reassure
• 22:17
  them
• 22:17
  with
• 22:17
  your
• 22:17
  knowledge
• 22:18
  and
• 22:18
  with
• 22:18
  the
• 22:18
  things
• 22:19
  that
• 22:19
  you've
• 22:19
  done
• 22:19
  before.
• 22:19
  You
• 22:20
  can
• 22:20
  tell
• 22:20
  stories
• 22:20
  about
• 22:21
  people
• 22:21
  you've
• 22:21
  worked
• 22:21
  with
• 22:22
  before
• 22:22
  and
• 22:22
  projects
• 22:22
  you've
• 22:23
  worked
• 22:23
  on.
• 22:23
  Build
• 22:24
  a
• 22:24
  bit
• 22:24
  of
• 22:24
  rapport
• 22:25
  with
• 22:25
  them.
• 22:25
  You
• 22:25
  also
• 22:25
  want
• 22:26
  to
• 22:26
  make
• 22:26
  sure
• 22:26
  that
• 22:26
  you're
• 22:26
  overcoming
• 22:27
  objections
• 22:28
  on
• 22:28
  the
• 22:28
  call.
• 22:28
  This
• 22:28
  is
• 22:29
  why
• 22:29
  asking
• 22:29
  questions
• 22:30
  such
• 22:30
  as,
• 22:31
  what
• 22:31
  are
• 22:31
  your
• 22:31
  biggest
• 22:31
  fears
• 22:32
  about
• 22:32
  your
• 22:32
  day?
• 22:32
  Or
• 22:32
  what
• 22:32
  are
• 22:32
  you
• 22:33
  worried
• 22:33
  about
• 22:33
  when
• 22:33
  it
• 22:33
  comes
• 22:33
  to
• 22:34
  choosing
• 22:34
  your
• 22:34
  florist,
• 22:35
  cake
• 22:35
  maker,
• 22:35
  venue,
• 22:35
  dj,
• 22:36
  when
• 22:36
  you
• 22:36
  start
• 22:37
  talking
• 22:37
  about
• 22:37
  your
• 22:37
  services,
• 22:38
  you
• 22:38
  can
• 22:38
  overcome
• 22:39
  some
• 22:39
  of
• 22:39
  those
• 22:39
  objections
• 22:40
  and
• 22:40
  talk
• 22:40
  about
• 22:40
  it
• 22:41
  there.
• 22:41
  The
• 22:41
  other
• 22:41
  thing
• 22:41
  I
• 22:42
  really
• 22:42
  want
• 22:42
  you
• 22:42
  to
• 22:42
  try
• 22:42
  and
• 22:42
  do
• 22:43
  on
• 22:43
  this
• 22:43
  call
• 22:43
  is
• 22:43
  get
• 22:44
  an
• 22:44
  idea
• 22:44
  about
• 22:45
  their
• 22:45
  budget.
• 22:45
  However,
• 22:46
  the
• 22:46
  last
• 22:47
  question
• 22:47
  most
• 22:47
  couples
• 22:48
  want
• 22:48
  you
• 22:48
  to
• 22:48
  ask
• 22:48
  is,
• 22:49
  what's
• 22:49
  your
• 22:49
  budget?
• 22:49
  So
• 22:50
  if
• 22:50
  we
• 22:50
  can't
• 22:50
  ask
• 22:50
  what's
• 22:51
  your
• 22:51
  budget?
• 22:51
  How
• 22:51
  on
• 22:52
  earth
• 22:52
  are
• 22:52
  we
• 22:52
  going
• 22:52
  to
• 22:52
  know
• 22:52
  what
• 22:52
  their
• 22:53
  budget
• 22:53
  is?
• 22:53
  Well,
• 22:53
  this
• 22:53
  is
• 22:54
  where
• 22:54
  it
• 22:54
  comes
• 22:54
  back
• 22:54
  to
• 22:54
  what
• 22:54
  we
• 22:55
  talked
• 22:55
  about
• 22:55
  before,
• 22:55
  being
• 22:56
  really
• 22:56
  clear
• 22:56
  on
• 22:56
  our
• 22:57
  website.
• 22:57
  We've
• 22:57
  got
• 22:57
  lots
• 22:57
  of
• 22:58
  prices
• 22:58
  and
• 22:58
  packages
• 22:58
  and
• 22:59
  different
• 22:59
  things
• 22:59
  on
• 22:59
  there.
• 23:00
  We
• 23:00
  can
• 23:00
  ask
• 23:00
  them
• 23:01
  the
• 23:01
  question,
• 23:01
  have
• 23:01
  you
• 23:02
  looked
• 23:02
  at
• 23:02
  my
• 23:02
  packages
• 23:02
  on
• 23:02
  my
• 23:03
  website?
• 23:03
  What
• 23:03
  was
• 23:03
  standing
• 23:04
  out
• 23:04
  to
• 23:04
  you?
• 23:04
  Whereabouts
• 23:05
  do
• 23:05
  you
• 23:05
  see
• 23:06
  your
• 23:06
  wedding
• 23:06
  being?
• 23:07
  And
• 23:07
  what
• 23:07
  that
• 23:07
  does
• 23:08
  is
• 23:08
  it
• 23:08
  opens
• 23:09
  up
• 23:09
  a
• 23:09
  conversation.
• 23:09
  You
• 23:09
  can
• 23:10
  even
• 23:10
  have
• 23:10
  that
• 23:10
  on
• 23:10
  a
• 23:10
  screen
• 23:11
  if
• 23:11
  you're
• 23:11
  in
• 23:11
  person
• 23:12
  or
• 23:12
  on
• 23:12
  a
• 23:12
  zoom
• 23:13
  call.
• 23:13
  You
• 23:13
  can
• 23:13
  open
• 23:13
  up
• 23:13
  your
• 23:14
  packages
• 23:14
  and
• 23:14
  say,
• 23:14
  here's
• 23:15
  everything
• 23:15
  we've
• 23:15
  got
• 23:15
  on
• 23:15
  our
• 23:15
  website.
• 23:16
  Which
• 23:16
  of
• 23:16
  these
• 23:17
  are
• 23:17
  you
• 23:17
  feeling
• 23:18
  drawn
• 23:18
  to?
• 23:18
  Where
• 23:18
  do
• 23:19
  you
• 23:19
  see
• 23:19
  your
• 23:19
  wedding
• 23:19
  day
• 23:20
  sitting?
• 23:20
  It's
• 23:20
  basically
• 23:20
  asking
• 23:21
  for
• 23:21
  a
• 23:21
  budget
• 23:21
  without
• 23:22
  asking
• 23:22
  them
• 23:22
  for
• 23:22
  a
• 23:23
  budget,
• 23:23
  because
• 23:23
  then
• 23:23
  they
• 23:23
  can
• 23:24
  tell
• 23:24
  you
• 23:24
  that
• 23:25
  they're
• 23:25
  leaning
• 23:25
  towards
• 23:25
  the
• 23:25
  basic
• 23:26
  package
• 23:26
  or
• 23:26
  the
• 23:27
  expensive
• 23:27
  package
• 23:27
  or
• 23:28
  the
• 23:28
  middle
• 23:28
  package,
• 23:28
  or
• 23:29
  the
• 23:29
  on
• 23:29
  the
• 23:29
  day
• 23:29
  planning
• 23:30
  or
• 23:30
  the
• 23:30
  full
• 23:30
  service
• 23:31
  planning,
• 23:31
  whatever
• 23:31
  it
• 23:32
  is
• 23:32
  that
• 23:32
  you
• 23:32
  do.
• 23:32
  Maybe
• 23:33
  they'll
• 23:33
  show
• 23:33
  you
• 23:33
  a
• 23:33
  cake
• 23:33
  on
• 23:33
  your
• 23:34
  website
• 23:34
  that's
• 23:34
  worth
• 23:34
  £5,000
• 23:36
  with
• 23:36
  a
• 23:36
  price
• 23:36
  under
• 23:36
  it
• 23:36
  and
• 23:37
  they're
• 23:37
  saying
• 23:37
  that's
• 23:37
  what
• 23:37
  they
• 23:38
  want.
• 23:38
  And
• 23:38
  immediately
• 23:39
  you
• 23:39
  can
• 23:39
  get
• 23:39
  an
• 23:39
  understanding
• 23:40
  about
• 23:40
  roughly
• 23:40
  how
• 23:41
  much
• 23:41
  money
• 23:41
  they've
• 23:41
  got.
• 23:41
  And
• 23:42
  that
• 23:42
  gives
• 23:42
  you
• 23:42
  a
• 23:42
  jumping
• 23:43
  off
• 23:43
  point
• 23:43
  to
• 23:43
  start
• 23:43
  working
• 23:44
  with
• 23:44
  them
• 23:44
  on
• 23:45
  their
• 23:45
  proposal.
• 23:46
  So
• 23:46
  you've
• 23:46
  listened,
• 23:47
  you've
• 23:47
  asked
• 23:47
  lots
• 23:47
  of
• 23:47
  questions,
• 23:48
  you've
• 23:48
  built
• 23:48
  rapport
• 23:49
  with
• 23:49
  them,
• 23:49
  you
• 23:49
  found
• 23:50
  out
• 23:50
  roughly
• 23:50
  what
• 23:50
  their
• 23:50
  budget
• 23:51
  is.
• 23:51
  The
• 23:51
  final
• 23:51
  thing
• 23:52
  you
• 23:52
  need
• 23:52
  to
• 23:52
  do
• 23:52
  on
• 23:52
  that
• 23:52
  call
• 23:53
  is
• 23:53
  plan
• 23:53
  with
• 23:54
  them
• 23:54
  the
• 23:54
  next
• 23:54
  steps.
• 23:55
  Just
• 23:55
  like
• 23:55
  we
• 23:55
  did
• 23:56
  in
• 23:56
  the
• 23:56
  email,
• 23:56
  we
• 23:56
  need
• 23:56
  to
• 23:56
  give
• 23:57
  them
• 23:57
  really
• 23:57
  clear
• 23:57
  next
• 23:58
  steps
• 23:58
  and
• 23:58
  we
• 23:58
  need
• 23:58
  to
• 23:59
  agree
• 23:59
  them
• 23:59
  with
• 24:00
  them.
• 24:00
  So
• 24:00
  again,
• 24:01
  ask
• 24:01
  questions.
• 24:02
  Now,
• 24:02
  this
• 24:02
  feels
• 24:02
  difficult
• 24:03
  and
• 24:03
  often
• 24:03
  this
• 24:03
  is
• 24:04
  where
• 24:04
  people
• 24:04
  lose
• 24:04
  the
• 24:04
  sale
• 24:05
  because
• 24:05
  at
• 24:05
  the
• 24:05
  end
• 24:05
  of
• 24:05
  the
• 24:05
  call
• 24:06
  they
• 24:06
  go,
• 24:06
  okay,
• 24:06
  thank
• 24:07
  you
• 24:07
  very
• 24:07
  much.
• 24:07
  Be
• 24:08
  in
• 24:08
  touch
• 24:08
  if
• 24:08
  you're
• 24:08
  interested.
• 24:09
  And
• 24:09
  then
• 24:09
  they
• 24:09
  just
• 24:09
  let
• 24:10
  their
• 24:10
  couple
• 24:10
  go
• 24:10
  off
• 24:10
  into
• 24:10
  the
• 24:11
  distance.
• 24:11
  Now,
• 24:11
  of
• 24:11
  course,
• 24:12
  course
• 24:12
  we're
• 24:12
  not
• 24:12
  doing
• 24:12
  precious
• 24:13
  selling.
• 24:13
  That's
• 24:13
  not
• 24:13
  what
• 24:13
  we're
• 24:14
  about.
• 24:14
  But
• 24:14
  we
• 24:14
  do
• 24:14
  want
• 24:15
  to
• 24:15
  know
• 24:15
  what
• 24:15
  the
• 24:15
  next
• 24:15
  stage
• 24:16
  is
• 24:16
  and
• 24:16
  we
• 24:16
  want
• 24:16
  to
• 24:16
  make
• 24:16
  it
• 24:16
  clear
• 24:17
  for
• 24:17
  them.
• 24:17
  Indecision,
• 24:18
  no
• 24:19
  time
• 24:19
  limit,
• 24:19
  means
• 24:20
  that
• 24:20
  people
• 24:20
  just
• 24:20
  don't
• 24:21
  Buy,
• 24:21
  they'll
• 24:21
  just
• 24:21
  disappear,
• 24:22
  so
• 24:22
  agree
• 24:23
  with
• 24:23
  them.
• 24:23
  Great,
• 24:23
  you've
• 24:24
  heard
• 24:24
  everything
• 24:24
  from
• 24:24
  me.
• 24:25
  Would
• 24:25
  you
• 24:25
  like
• 24:25
  me
• 24:26
  to
• 24:26
  put
• 24:26
  a
• 24:26
  proposal
• 24:27
  together
• 24:27
  and
• 24:27
  send
• 24:27
  it
• 24:27
  over
• 24:28
  to
• 24:28
  you
• 24:28
  to
• 24:28
  review?
• 24:29
  They'll
• 24:29
  say
• 24:30
  yes
• 24:30
  or
• 24:30
  no,
• 24:30
  then
• 24:30
  you
• 24:30
  agree
• 24:31
  timescales.
• 24:32
  Great.
• 24:32
  I
• 24:32
  will
• 24:32
  send
• 24:32
  this
• 24:33
  over
• 24:33
  in
• 24:33
  the
• 24:33
  next
• 24:33
  24
• 24:34
  hours.
• 24:34
  It
• 24:35
  will
• 24:35
  be
• 24:35
  valid
• 24:35
  for
• 24:36
  seven
• 24:36
  days.
• 24:36
  So
• 24:37
  if
• 24:37
  you
• 24:37
  can
• 24:37
  let
• 24:37
  me
• 24:37
  know
• 24:38
  within
• 24:38
  seven
• 24:38
  days
• 24:39
  where
• 24:39
  that
• 24:39
  that
• 24:39
  fits.
• 24:40
  Now,
• 24:40
  if
• 24:40
  you're
• 24:40
  someone
• 24:41
  that
• 24:41
  can
• 24:41
  be
• 24:41
  quite
• 24:41
  flexible
• 24:42
  with
• 24:42
  your
• 24:42
  budgets,
• 24:43
  again,
• 24:43
  make
• 24:43
  it
• 24:43
  really
• 24:43
  clear,
• 24:44
  say
• 24:44
  to
• 24:44
  them,
• 24:45
  overcome
• 24:45
  the
• 24:45
  objection.
• 24:46
  If
• 24:46
  you
• 24:46
  get
• 24:46
  it
• 24:46
  back
• 24:47
  and
• 24:47
  it's
• 24:47
  more
• 24:47
  expensive
• 24:48
  than
• 24:48
  you
• 24:48
  were
• 24:48
  expecting,
• 24:49
  then
• 24:49
  let
• 24:50
  me
• 24:50
  know
• 24:50
  and
• 24:50
  we
• 24:50
  can
• 24:50
  look
• 24:51
  at
• 24:51
  how
• 24:51
  we
• 24:51
  can
• 24:51
  work
• 24:51
  with
• 24:52
  it.
• 24:52
  If
• 24:52
  you
• 24:52
  get
• 24:52
  it
• 24:52
  back
• 24:52
  and
• 24:53
  you
• 24:53
  want
• 24:53
  us
• 24:53
  to
• 24:53
  add
• 24:53
  anything
• 24:54
  additional
• 24:54
  on
• 24:54
  or
• 24:55
  give
• 24:55
  you
• 24:55
  different
• 24:55
  options,
• 24:56
  let
• 24:56
  us
• 24:56
  know
• 24:56
  within
• 24:57
  the
• 24:57
  seven
• 24:57
  days
• 24:57
  and
• 24:58
  we
• 24:58
  can
• 24:58
  update
• 24:58
  it.
• 24:59
  Now,
• 24:59
  it's
• 24:59
  really
• 24:59
  important
• 24:59
  to
• 25:00
  keep
• 25:00
  remembering
• 25:00
  to
• 25:01
  use
• 25:01
  a
• 25:01
  time
• 25:01
  scale.
• 25:02
  Seven
• 25:02
  days
• 25:02
  gives
• 25:03
  them
• 25:03
  something
• 25:03
  to
• 25:03
  work
• 25:03
  towards
• 25:04
  and
• 25:04
  gives
• 25:04
  you
• 25:04
  a
• 25:04
  reason
• 25:05
  to
• 25:05
  chase
• 25:05
  them.
• 25:06
  Because
• 25:06
  on
• 25:06
  day
• 25:07
  five
• 25:07
  you
• 25:07
  can
• 25:07
  say,
• 25:08
  oh,
• 25:08
  a
• 25:08
  couple,
• 25:08
  your
• 25:08
  quote's
• 25:09
  still
• 25:09
  valid
• 25:09
  for
• 25:09
  a
• 25:09
  couple
• 25:09
  of
• 25:09
  days.
• 25:10
  Have
• 25:10
  you
• 25:10
  had
• 25:10
  any
• 25:10
  chance
• 25:11
  to
• 25:11
  look
• 25:11
  at
• 25:11
  this
• 25:11
  yet?
• 25:12
  Do
• 25:12
  you
• 25:12
  want
• 25:12
  to
• 25:12
  go
• 25:12
  ahead
• 25:13
  and
• 25:13
  book?
• 25:13
  Day
• 25:14
  seven,
• 25:14
  your
• 25:14
  quote
• 25:15
  expires
• 25:15
  today.
• 25:15
  Do
• 25:16
  you
• 25:16
  want
• 25:16
  to
• 25:16
  go
• 25:16
  ahead
• 25:16
  and
• 25:16
  book
• 25:17
  or
• 25:17
  would
• 25:17
  you
• 25:17
  like
• 25:17
  me
• 25:18
  to
• 25:18
  extend
• 25:18
  it
• 25:18
  for
• 25:18
  a
• 25:18
  few
• 25:19
  days?
• 25:19
  Okay,
• 25:19
  so
• 25:19
  we're
• 25:20
  not
• 25:20
  pressure
• 25:20
  selling,
• 25:20
  but
• 25:21
  it
• 25:21
  gives
• 25:21
  us
• 25:21
  as
• 25:22
  vendors
• 25:22
  a
• 25:22
  reason
• 25:23
  to
• 25:23
  follow
• 25:23
  up
• 25:23
  with
• 25:23
  people.
• 25:24
  So
• 25:24
  agree
• 25:25
  with
• 25:25
  your
• 25:25
  couple
• 25:25
  whilst
• 25:26
  you've
• 25:26
  got
• 25:26
  them
• 25:26
  in
• 25:26
  front
• 25:26
  of
• 25:27
  you,
• 25:27
  either
• 25:27
  on
• 25:27
  a
• 25:27
  call
• 25:28
  or
• 25:28
  in
• 25:28
  person,
• 25:28
  what
• 25:29
  the
• 25:29
  next
• 25:29
  steps
• 25:29
  are
• 25:29
  going
• 25:30
  to
• 25:30
  be
• 25:30
  and
• 25:30
  what
• 25:30
  they
• 25:31
  want
• 25:31
  to
• 25:31
  do
• 25:31
  next,
• 25:31
  and
• 25:32
  then
• 25:32
  make
• 25:32
  sure
• 25:32
  you
• 25:32
  follow
• 25:33
  it
• 25:33
  through,
• 25:33
  keep
• 25:34
  the
• 25:34
  boundaries
• 25:34
  clear,
• 25:35
  keep
• 25:35
  it
• 25:35
  clear
• 25:35
  how
• 25:36
  long
• 25:36
  it's
• 25:36
  valid
• 25:36
  for
• 25:37
  so
• 25:37
  that
• 25:37
  you
• 25:37
  don't
• 25:37
  give
• 25:37
  them
• 25:37
  a
• 25:38
  quote
• 25:38
  and
• 25:38
  then
• 25:38
  six
• 25:38
  months
• 25:39
  later
• 25:39
  they
• 25:39
  come
• 25:39
  back
• 25:39
  and
• 25:40
  ask
• 25:40
  to
• 25:40
  book
• 25:40
  and
• 25:41
  all
• 25:41
  of
• 25:41
  a
• 25:41
  sudden
• 25:41
  your
• 25:41
  prices
• 25:42
  have
• 25:42
  gone
• 25:42
  all.
• 25:43
  Make
• 25:43
  sure
• 25:43
  it's
• 25:44
  really
• 25:44
  clear
• 25:44
  with
• 25:44
  them
• 25:44
  how
• 25:45
  long
• 25:45
  that
• 25:45
  that
• 25:45
  is
• 25:45
  valid
• 25:46
  for.
• 25:46
  Obviously
• 25:46
  if
• 25:46
  they
• 25:46
  come
• 25:46
  back
• 25:47
  in
• 25:47
  six
• 25:47
  months,
• 25:47
  you
• 25:48
  still
• 25:48
  can
• 25:48
  work
• 25:48
  with
• 25:48
  them,
• 25:48
  but
• 25:49
  it
• 25:49
  may
• 25:49
  be
• 25:49
  that
• 25:49
  you
• 25:49
  need
• 25:49
  to
• 25:49
  amend
• 25:50
  or
• 25:50
  update
• 25:51
  their
• 25:51
  quote
• 25:51
  or
• 25:51
  maybe
• 25:52
  you
• 25:52
  can
• 25:52
  still
• 25:53
  run
• 25:53
  with
• 25:53
  it.
• 25:53
  If
• 25:53
  you
• 25:54
  are
• 25:54
  leaving
• 25:54
  sales
• 25:54
  calls
• 25:55
  without
• 25:55
  a
• 25:55
  clear
• 25:55
  next
• 25:56
  step,
• 25:56
  without
• 25:56
  agreeing
• 25:57
  with
• 25:57
  them
• 25:57
  the
• 25:57
  next
• 25:57
  step
• 25:58
  in
• 25:58
  the
• 25:58
  process,
• 25:58
  then
• 25:59
  you
• 25:59
  probably
• 25:59
  are
• 26:00
  losing
• 26:00
  some
• 26:00
  clients.
• 26:01
  The
• 26:01
  other
• 26:01
  thing
• 26:01
  that
• 26:01
  I
• 26:01
  think
• 26:01
  is
• 26:02
  really
• 26:02
  important
• 26:02
  when
• 26:03
  it
• 26:03
  comes
• 26:03
  to
• 26:03
  following
• 26:03
  up
• 26:04
  is
• 26:04
  once
• 26:04
  we've
• 26:04
  built
• 26:05
  that
• 26:05
  rapport
• 26:05
  with
• 26:05
  people
• 26:06
  on
• 26:06
  a
• 26:06
  call
• 26:07
  and
• 26:07
  we've
• 26:07
  sent
• 26:07
  them
• 26:07
  some
• 26:08
  emails,
• 26:08
  make
• 26:08
  it
• 26:09
  really
• 26:09
  easy
• 26:09
  for
• 26:10
  them
• 26:10
  to
• 26:10
  withdraw
• 26:10
  because
• 26:11
  if
• 26:11
  they
• 26:11
  decide
• 26:12
  they
• 26:12
  don't
• 26:12
  want
• 26:12
  to
• 26:12
  go
• 26:12
  with
• 26:13
  you
• 26:13
  Often
• 26:13
  they'll
• 26:13
  ghost
• 26:14
  us.
• 26:14
  And
• 26:14
  that's
• 26:14
  really
• 26:14
  frustrating
• 26:15
  for
• 26:15
  us
• 26:15
  as
• 26:16
  vendors
• 26:16
  because
• 26:16
  we
• 26:17
  don't
• 26:17
  know
• 26:17
  why
• 26:17
  and
• 26:18
  we
• 26:18
  don't
• 26:18
  understand
• 26:18
  and
• 26:18
  then
• 26:19
  we
• 26:19
  feel
• 26:19
  like
• 26:19
  it's
• 26:19
  personal
• 26:20
  and
• 26:20
  we
• 26:20
  start
• 26:20
  stressing
• 26:21
  about
• 26:21
  it.
• 26:21
  Whereas
• 26:22
  what
• 26:22
  we
• 26:22
  want
• 26:22
  to
• 26:22
  do
• 26:22
  is
• 26:22
  make
• 26:22
  it
• 26:23
  really
• 26:23
  easy
• 26:23
  to
• 26:23
  withdraw.
• 26:24
  Now,
• 26:24
  this
• 26:24
  feels
• 26:25
  counterintuitive,
• 26:26
  but
• 26:26
  actually
• 26:26
  will
• 26:26
  put
• 26:26
  them
• 26:27
  more
• 26:27
  at
• 26:27
  ease
• 26:27
  and
• 26:28
  it
• 26:28
  will
• 26:28
  help
• 26:28
  you
• 26:28
  in
• 26:28
  the
• 26:28
  long
• 26:29
  run.
• 26:29
  So
• 26:29
  say
• 26:29
  to
• 26:30
  them,
• 26:30
  if
• 26:30
  you
• 26:30
  decide
• 26:31
  not
• 26:31
  to
• 26:31
  go
• 26:31
  ahead,
• 26:32
  please
• 26:32
  let
• 26:32
  me
• 26:32
  know
• 26:33
  so
• 26:33
  I
• 26:33
  can
• 26:33
  offer
• 26:33
  the
• 26:33
  date
• 26:34
  to
• 26:34
  someone
• 26:34
  else
• 26:34
  after
• 26:35
  seven
• 26:35
  days.
• 26:35
  If
• 26:35
  you
• 26:36
  decide
• 26:36
  not
• 26:36
  to
• 26:36
  go
• 26:36
  ahead,
• 26:36
  just
• 26:37
  let
• 26:37
  me
• 26:37
  know.
• 26:37
  There's
• 26:38
  no
• 26:38
  hard
• 26:38
  feelings
• 26:38
  here.
• 26:38
  It's
• 26:39
  just
• 26:39
  helpful
• 26:39
  to
• 26:39
  know
• 26:40
  that
• 26:40
  you
• 26:40
  know
• 26:40
  you've
• 26:41
  decided
• 26:41
  to
• 26:41
  go
• 26:41
  in
• 26:41
  a
• 26:41
  different
• 26:42
  direction.
• 26:42
  Make
• 26:42
  it
• 26:43
  really
• 26:43
  easy
• 26:43
  for
• 26:44
  them
• 26:44
  to
• 26:44
  withdraw.
• 26:45
  You
• 26:45
  can
• 26:45
  even
• 26:45
  put
• 26:45
  in
• 26:46
  something
• 26:46
  a
• 26:46
  bit
• 26:46
  like
• 26:46
  an
• 26:47
  subscribe
• 26:47
  in
• 26:48
  an
• 26:48
  email
• 26:48
  if
• 26:48
  you're
• 26:48
  using
• 26:49
  a
• 26:49
  system.
• 26:49
  You
• 26:49
  can
• 26:49
  put
• 26:50
  something
• 26:50
  in
• 26:50
  that
• 26:50
  just
• 26:50
  says
• 26:51
  if
• 26:51
  you
• 26:51
  definitely
• 26:51
  don't
• 26:51
  want
• 26:52
  to
• 26:52
  go
• 26:52
  ahead,
• 26:52
  click
• 26:53
  this
• 26:53
  button
• 26:53
  and
• 26:54
  it
• 26:54
  will
• 26:54
  click
• 26:54
  and
• 26:54
  it
• 26:54
  will
• 26:54
  notify
• 26:55
  you
• 26:55
  that
• 26:56
  they
• 26:56
  are
• 26:56
  a
• 26:56
  no
• 26:56
  and
• 26:57
  they
• 26:57
  don't
• 26:57
  even
• 26:57
  have
• 26:57
  to
• 26:57
  reply
• 26:58
  to
• 26:58
  the
• 26:58
  email.
• 26:58
  And
• 26:58
  it
• 26:59
  can
• 26:59
  be
• 26:59
  really
• 26:59
  helpful
• 27:00
  just
• 27:00
  to
• 27:00
  understand
• 27:01
  that
• 27:01
  they're
• 27:02
  completely
• 27:02
  out
• 27:02
  the
• 27:02
  picture
• 27:03
  or
• 27:03
  whether
• 27:03
  or
• 27:03
  not
• 27:03
  they're
• 27:03
  just
• 27:03
  busy
• 27:04
  and
• 27:04
  overwhelmed
• 27:04
  and
• 27:05
  haven't
• 27:05
  got
• 27:05
  back
• 27:05
  to
• 27:06
  you
• 27:06
  yet.
• 27:06
  So
• 27:06
  do
• 27:07
  try
• 27:07
  and
• 27:07
  make
• 27:07
  it
• 27:07
  easy,
• 27:08
  even
• 27:08
  though
• 27:08
  it's
• 27:08
  counterintuitive
• 27:09
  for
• 27:09
  people
• 27:09
  to
• 27:09
  withdraw
• 27:10
  from
• 27:10
  working
• 27:11
  with
• 27:11
  you
• 27:11
  too,
• 27:12
  and
• 27:12
  they'll
• 27:12
  appreciate
• 27:12
  you
• 27:13
  for
• 27:13
  that.
• 27:13
  Okay.
• 27:14
  If
• 27:14
  they
• 27:14
  decide
• 27:14
  though
• 27:14
  that
• 27:15
  they
• 27:15
  want
• 27:15
  to
• 27:15
  go
• 27:15
  ahead,
• 27:15
  then
• 27:16
  the
• 27:16
  final
• 27:16
  thing
• 27:16
  is
• 27:17
  before
• 27:17
  we
• 27:17
  get
• 27:17
  this
• 27:17
  money
• 27:17
  is
• 27:18
  we
• 27:18
  need
• 27:18
  to
• 27:18
  make
• 27:18
  sure
• 27:19
  there's
• 27:19
  no
• 27:19
  friction
• 27:20
  at
• 27:20
  the
• 27:20
  final
• 27:20
  part
• 27:20
  of
• 27:20
  the
• 27:21
  sale.
• 27:21
  We
• 27:21
  want
• 27:21
  to
• 27:21
  make
• 27:21
  the
• 27:22
  sale
• 27:22
  as
• 27:22
  easy
• 27:22
  as
• 27:23
  possible
• 27:23
  for
• 27:23
  someone.
• 27:24
  If
• 27:24
  we
• 27:24
  want
• 27:24
  paperwork
• 27:25
  back
• 27:25
  quickly,
• 27:26
  if
• 27:26
  we
• 27:26
  want
• 27:26
  payments
• 27:26
  back
• 27:27
  quickly,
• 27:27
  we
• 27:27
  need
• 27:27
  to
• 27:28
  do
• 27:28
  it
• 27:28
  as
• 27:28
  easy
• 27:28
  as
• 27:28
  possible.
• 27:29
  We're
• 27:29
  used
• 27:29
  to
• 27:29
  buying
• 27:30
  things
• 27:30
  on
• 27:30
  Amazon
• 27:30
  in
• 27:31
  two
• 27:31
  clicks
• 27:31
  with
• 27:31
  Apple
• 27:32
  Pay
• 27:32
  and
• 27:32
  it's
• 27:32
  so
• 27:32
  easy
• 27:33
  if
• 27:33
  we
• 27:33
  have
• 27:33
  to
• 27:33
  get
• 27:33
  our
• 27:33
  bank
• 27:34
  card
• 27:34
  out,
• 27:34
  if
• 27:34
  we
• 27:34
  have
• 27:34
  to
• 27:34
  start
• 27:35
  printing
• 27:35
  off
• 27:35
  documents,
• 27:36
  it's
• 27:36
  overwhelming
• 27:37
  and
• 27:37
  we
• 27:37
  don't
• 27:37
  do
• 27:37
  it.
• 27:37
  So
• 27:38
  again,
• 27:38
  if
• 27:38
  you
• 27:38
  are
• 27:38
  using
• 27:39
  some
• 27:39
  kind
• 27:39
  of
• 27:39
  CRM
• 27:40
  system,
• 27:40
  this
• 27:40
  can
• 27:40
  make
• 27:40
  the
• 27:41
  process
• 27:41
  super
• 27:42
  easy
• 27:42
  for
• 27:42
  you.
• 27:42
  You
• 27:43
  can
• 27:43
  send
• 27:43
  them
• 27:43
  the
• 27:43
  digital
• 27:44
  contract
• 27:44
  and
• 27:44
  the
• 27:45
  invoice
• 27:45
  and
• 27:45
  they
• 27:45
  can
• 27:45
  just
• 27:46
  get
• 27:46
  it
• 27:46
  all
• 27:46
  in
• 27:46
  one
• 27:46
  go
• 27:47
  digitally.
• 27:47
  They
• 27:47
  can
• 27:47
  digitally
• 27:48
  sign
• 27:48
  it
• 27:48
  and
• 27:48
  it
• 27:49
  will
• 27:49
  come
• 27:49
  back
• 27:49
  to
• 27:49
  you.
• 27:49
  They
• 27:50
  can
• 27:50
  digitally
• 27:51
  money
• 27:51
  very
• 27:51
  quickly
• 27:51
  in
• 27:51
  a
• 27:52
  couple
• 27:52
  of
• 27:52
  clicks
• 27:52
  using
• 27:52
  the
• 27:53
  buttons
• 27:53
  on
• 27:53
  your
• 27:53
  invoice
• 27:54
  or
• 27:54
  make
• 27:54
  you
• 27:54
  a
• 27:54
  bank
• 27:55
  transfer
• 27:55
  and
• 27:55
  it
• 27:56
  will
• 27:56
  send
• 27:56
  reminders
• 27:57
  to
• 27:57
  them
• 27:57
  if
• 27:57
  they
• 27:57
  haven't
• 27:58
  paid
• 27:58
  that
• 27:58
  invoice.
• 27:59
  So
• 27:59
  that
• 27:59
  it's
• 27:59
  not
• 27:59
  you
• 28:00
  personally
• 28:00
  reminding
• 28:00
  them,
• 28:01
  it's
• 28:01
  the
• 28:01
  system
• 28:01
  saying,
• 28:02
  hey,
• 28:02
  don't
• 28:02
  forget
• 28:02
  you
• 28:03
  haven't
• 28:03
  paid
• 28:03
  your
• 28:03
  deposit
• 28:03
  yet.
• 28:04
  Hey,
• 28:04
  don't
• 28:04
  forget
• 28:04
  you
• 28:04
  haven't
• 28:04
  paid
• 28:05
  your
• 28:05
  booking
• 28:05
  fee
• 28:05
  yet,
• 28:05
  whatever
• 28:06
  it
• 28:06
  is
• 28:06
  that
• 28:06
  you
• 28:07
  say
• 28:07
  to
• 28:07
  them.
• 28:07
  So
• 28:08
  again,
• 28:08
  another
• 28:08
  vote
• 28:09
  for
• 28:09
  me
• 28:09
  for
• 28:09
  using
• 28:09
  the
• 28:09
  CRM
• 28:10
  system.
• 28:10
  However,
• 28:11
  if
• 28:11
  you
• 28:11
  don't
• 28:11
  want
• 28:11
  to
• 28:12
  use
• 28:12
  a
• 28:12
  CRM
• 28:12
  system,
• 28:13
  have
• 28:13
  this
• 28:13
  process
• 28:14
  built
• 28:14
  out
• 28:15
  with
• 28:15
  templates
• 28:15
  that
• 28:15
  you've
• 28:16
  got
• 28:16
  saved
• 28:16
  on
• 28:16
  your
• 28:16
  computer
• 28:16
  computer.
• 28:17
  So
• 28:17
  that
• 28:18
  with
• 28:18
  every
• 28:18
  inquiry
• 28:18
  you
• 28:19
  get,
• 28:19
  even
• 28:19
  if
• 28:19
  it's
• 28:19
  a
• 28:19
  few,
• 28:20
  you
• 28:20
  can
• 28:20
  follow
• 28:20
  them
• 28:20
  up
• 28:20
  in
• 28:21
  the
• 28:21
  same
• 28:21
  way.
• 28:22
  And
• 28:22
  if
• 28:22
  you're
• 28:22
  not
• 28:22
  someone
• 28:23
  that
• 28:23
  likes
• 28:23
  chasing
• 28:24
  for
• 28:24
  money,
• 28:24
  you
• 28:25
  can
• 28:25
  always
• 28:25
  set
• 28:25
  up
• 28:25
  a
• 28:26
  secondary
• 28:26
  email
• 28:27
  address,
• 28:27
  something
• 28:27
  like
• 28:28
  support
• 28:28
  at
• 28:29
  your
• 28:29
  business
• 28:29
  name
• 28:30
  or
• 28:30
  accounts
• 28:31
  at
• 28:31
  your
• 28:31
  business
• 28:31
  name,
• 28:32
  and
• 28:32
  send
• 28:32
  emails
• 28:33
  to
• 28:33
  them
• 28:33
  that
• 28:33
  feel
• 28:33
  a
• 28:34
  bit
• 28:34
  businesslike
• 28:34
  to
• 28:35
  you.
• 28:35
  From
• 28:35
  that
• 28:35
  email,
• 28:36
  pretend
• 28:37
  that
• 28:37
  you're
• 28:37
  your
• 28:37
  own
• 28:37
  VA
• 28:38
  if
• 28:38
  you
• 28:38
  don't
• 28:38
  have
• 28:38
  the
• 28:38
  money
• 28:39
  to
• 28:39
  pay
• 28:39
  a
• 28:39
  VA
• 28:39
  and
• 28:40
  send
• 28:40
  it
• 28:40
  at.
• 28:40
  You
• 28:41
  know,
• 28:41
  we've
• 28:41
  noticed
• 28:41
  that
• 28:41
  this
• 28:41
  invoice
• 28:42
  is
• 28:42
  outstanding
• 28:43
  from
• 28:43
  X
• 28:44
  Person's
• 28:44
  team.
• 28:44
  All
• 28:45
  right,
• 28:45
  you
• 28:45
  don't
• 28:45
  have
• 28:45
  to
• 28:45
  do
• 28:45
  it
• 28:46
  yourself
• 28:46
  if
• 28:46
  you
• 28:46
  feel
• 28:46
  uncomfortable,
• 28:47
  but
• 28:47
  sometimes
• 28:47
  those
• 28:48
  reminders
• 28:48
  actually
• 28:49
  jog
• 28:49
  people's
• 28:49
  memories
• 28:50
  to
• 28:50
  pay.
• 28:50
  Because
• 28:50
  if
• 28:50
  you're
• 28:50
  anything
• 28:51
  like
• 28:51
  me,
• 28:51
  you're
• 28:51
  a
• 28:51
  busy
• 28:52
  life.
• 28:52
  You
• 28:52
  forget
• 28:53
  stuff.
• 28:53
  It
• 28:53
  doesn't
• 28:53
  necessarily
• 28:54
  mean
• 28:54
  you
• 28:54
  don't
• 28:54
  want
• 28:55
  it.
• 28:55
  It
• 28:55
  just
• 28:55
  means
• 28:55
  that
• 28:56
  something
• 28:56
  else
• 28:56
  has
• 28:56
  come
• 28:57
  in
• 28:57
  the
• 28:57
  way
• 28:57
  of
• 28:58
  it.
• 28:58
  Okay,
• 28:58
  let's
• 28:58
  recap
• 28:59
  then,
• 28:59
  because
• 28:59
  this
• 28:59
  is
• 28:59
  a
• 28:59
  really
• 29:00
  crucial
• 29:00
  stage
• 29:01
  of
• 29:01
  your
• 29:01
  business
• 29:01
  transaction
• 29:02
  and
• 29:02
  this
• 29:02
  is
• 29:02
  where
• 29:02
  I
• 29:03
  spend
• 29:03
  the
• 29:03
  most
• 29:03
  work
• 29:04
  and
• 29:04
  time
• 29:04
  with
• 29:04
  people,
• 29:05
  when
• 29:05
  we're
• 29:05
  working
• 29:05
  one
• 29:05
  to
• 29:06
  one,
• 29:06
  because
• 29:06
  it's
• 29:06
  often
• 29:07
  where
• 29:07
  that
• 29:07
  this
• 29:07
  is
• 29:08
  breaking
• 29:08
  down.
• 29:08
  So
• 29:09
  first
• 29:09
  of
• 29:09
  all,
• 29:09
  are
• 29:09
  your
• 29:10
  response
• 29:10
  times
• 29:10
  quick.
• 29:11
  How
• 29:11
  are
• 29:11
  you
• 29:11
  responding?
• 29:12
  What
• 29:12
  are
• 29:12
  you
• 29:12
  responding
• 29:13
  with?
• 29:13
  Are
• 29:13
  you
• 29:13
  making
• 29:13
  it
• 29:14
  really
• 29:14
  clear?
• 29:14
  Are
• 29:14
  you
• 29:15
  clear
• 29:15
  on
• 29:15
  what
• 29:15
  the
• 29:16
  next
• 29:16
  step
• 29:16
  should
• 29:16
  be
• 29:16
  for
• 29:17
  them?
• 29:17
  Are
• 29:17
  you
• 29:17
  making
• 29:17
  them
• 29:18
  jump
• 29:18
  through
• 29:18
  too
• 29:18
  many
• 29:18
  hoops
• 29:19
  or
• 29:19
  is
• 29:19
  it
• 29:19
  one
• 29:19
  clear
• 29:20
  Next.
• 29:20
  Are
• 29:20
  there
• 29:21
  ways
• 29:21
  you
• 29:21
  can
• 29:21
  automate
• 29:21
  this
• 29:22
  process,
• 29:22
  make
• 29:22
  it
• 29:22
  easier
• 29:23
  for
• 29:23
  you?
• 29:23
  Are
• 29:23
  you
• 29:23
  using
• 29:24
  a
• 29:24
  CRM
• 29:24
  system,
• 29:24
  a
• 29:25
  digital
• 29:25
  calendar?
• 29:26
  We
• 29:26
  don't
• 29:26
  want
• 29:26
  to
• 29:26
  be
• 29:26
  going
• 29:26
  back
• 29:27
  and
• 29:27
  forth
• 29:27
  with
• 29:27
  people
• 29:27
  saying,
• 29:28
  are
• 29:28
  you
• 29:28
  free
• 29:28
  Tuesday
• 29:29
  at
• 29:29
  6
• 29:29
  o'?
• 29:29
  Clock?
• 29:29
  No,
• 29:30
  I'm
• 29:30
  free
• 29:30
  Wednesday
• 29:30
  at
• 29:31
  2
• 29:31
  o'.
• 29:31
  Clock.
• 29:31
  Oh,
• 29:31
  we're
• 29:32
  busy
• 29:32
  Wednesday
• 29:32
  at
• 29:32
  2
• 29:32
  o'.
• 29:32
  Clock.
• 29:33
  Can
• 29:33
  you
• 29:33
  do
• 29:33
  Friday
• 29:33
  at
• 29:33
  10
• 29:34
  o'?
• 29:34
  Clock?
• 29:34
  That
• 29:34
  is
• 29:34
  not
• 29:35
  what
• 29:35
  we
• 29:35
  want
• 29:35
  to
• 29:35
  be
• 29:35
  doing
• 29:35
  in
• 29:35
  2025.
• 29:36
  You
• 29:36
  need
• 29:36
  a
• 29:37
  digital
• 29:37
  calendar
• 29:37
  so
• 29:37
  people
• 29:38
  can
• 29:38
  make
• 29:38
  one
• 29:38
  click
• 29:38
  and
• 29:39
  book
• 29:39
  in
• 29:39
  and
• 29:39
  work
• 29:40
  with
• 29:40
  you.
• 29:40
  And
• 29:40
  once
• 29:40
  you
• 29:41
  get
• 29:41
  them
• 29:41
  on
• 29:41
  a
• 29:41
  call,
• 29:41
  are
• 29:42
  you
• 29:42
  Doing
• 29:42
  well
• 29:42
  in
• 29:42
  that
• 29:43
  process.
• 29:43
  Are
• 29:43
  you
• 29:43
  listening?
• 29:44
  Are
• 29:44
  you
• 29:44
  understanding
• 29:45
  that
• 29:45
  it's
• 29:45
  not
• 29:45
  a
• 29:45
  sales
• 29:45
  pitch
• 29:46
  anymore?
• 29:46
  They've
• 29:46
  probably
• 29:47
  done
• 29:47
  a
• 29:47
  lot
• 29:47
  of
• 29:47
  research.
• 29:48
  It's
• 29:48
  about
• 29:48
  them
• 29:48
  building
• 29:49
  rapport
• 29:49
  and
• 29:49
  getting
• 29:50
  to
• 29:50
  know
• 29:50
  you
• 29:50
  and
• 29:50
  trusting
• 29:51
  you.
• 29:51
  Are
• 29:51
  you
• 29:51
  ensuring
• 29:52
  that's
• 29:52
  happen
• 29:52
  on
• 29:52
  the
• 29:52
  call?
• 29:53
  Are
• 29:53
  you
• 29:53
  trying
• 29:53
  to
• 29:53
  find
• 29:53
  out
• 29:54
  their
• 29:54
  budget
• 29:54
  without
• 29:54
  asking
• 29:55
  them
• 29:55
  the
• 29:55
  number?
• 29:55
  And
• 29:56
  are
• 29:56
  you
• 29:56
  being
• 29:56
  really
• 29:57
  clear
• 29:57
  on
• 29:57
  what
• 29:57
  the
• 29:57
  next
• 29:58
  steps
• 29:58
  are
• 29:58
  in
• 29:59
  the
• 29:59
  process?
• 29:59
  And
• 29:59
  once
• 29:59
  you
• 30:00
  agree
• 30:00
  those
• 30:00
  next
• 30:00
  steps,
• 30:01
  whether
• 30:01
  it's
• 30:01
  signing
• 30:01
  a
• 30:02
  contract,
• 30:02
  paying
• 30:02
  the
• 30:02
  deposit,
• 30:03
  are
• 30:03
  you
• 30:03
  making
• 30:03
  that
• 30:04
  super
• 30:04
  simple
• 30:04
  and
• 30:05
  digital
• 30:05
  for
• 30:05
  them?
• 30:05
  Or
• 30:06
  are
• 30:06
  they
• 30:06
  still
• 30:06
  having
• 30:06
  to
• 30:06
  print
• 30:06
  off
• 30:07
  a
• 30:07
  form
• 30:07
  and
• 30:07
  fill
• 30:07
  it
• 30:07
  in,
• 30:08
  scan
• 30:08
  it
• 30:08
  in,
• 30:08
  take
• 30:08
  a
• 30:08
  photo
• 30:09
  and
• 30:09
  email
• 30:09
  it
• 30:09
  back?
• 30:09
  Because
• 30:10
  again,
• 30:10
  in
• 30:10
  2025,
• 30:11
  people
• 30:11
  want
• 30:11
  it
• 30:12
  to
• 30:12
  be
• 30:12
  easy
• 30:13
  and
• 30:13
  we
• 30:13
  don't
• 30:13
  want
• 30:13
  to
• 30:13
  lose
• 30:14
  it.
• 30:14
  If
• 30:14
  they've
• 30:14
  agreed
• 30:15
  the
• 30:15
  price,
• 30:15
  if
• 30:16
  they've
• 30:16
  agreed
• 30:16
  the
• 30:16
  quote,
• 30:16
  we
• 30:17
  want
• 30:17
  to
• 30:17
  make
• 30:17
  it
• 30:17
  as
• 30:17
  easy
• 30:17
  as
• 30:18
  possible
• 30:18
  to
• 30:18
  get
• 30:18
  that
• 30:18
  money
• 30:19
  and
• 30:19
  contract
• 30:20
  sign.
• 30:20
  Before
• 30:20
  we
• 30:21
  close,
• 30:21
  there's
• 30:21
  a
• 30:21
  couple
• 30:21
  of
• 30:21
  things
• 30:22
  I
• 30:22
  want
• 30:22
  to
• 30:22
  talk
• 30:22
  about,
• 30:22
  about
• 30:23
  how
• 30:23
  we
• 30:23
  measure
• 30:24
  these
• 30:24
  statistics,
• 30:25
  because
• 30:25
  these
• 30:25
  are
• 30:25
  the
• 30:26
  stats
• 30:26
  I
• 30:26
  want
• 30:26
  you
• 30:26
  to
• 30:26
  be
• 30:27
  measuring
• 30:27
  every
• 30:27
  single
• 30:28
  month.
• 30:28
  So
• 30:28
  you
• 30:28
  need
• 30:29
  to
• 30:29
  measure
• 30:29
  how
• 30:30
  many
• 30:30
  inquiries
• 30:30
  are
• 30:30
  coming
• 30:31
  into
• 30:31
  your
• 30:31
  business
• 30:31
  in
• 30:32
  a
• 30:32
  month.
• 30:32
  So
• 30:32
  how
• 30:32
  many
• 30:33
  people
• 30:33
  are
• 30:33
  actually
• 30:33
  inquiring
• 30:34
  with
• 30:34
  you.
• 30:34
  And
• 30:35
  you
• 30:35
  need
• 30:35
  to
• 30:35
  measure
• 30:36
  how
• 30:36
  many
• 30:36
  conversions
• 30:37
  you've
• 30:37
  got.
• 30:37
  So
• 30:38
  for
• 30:38
  example,
• 30:38
  if
• 30:38
  you
• 30:39
  get
• 30:39
  10
• 30:39
  inquiries
• 30:40
  and
• 30:40
  two
• 30:41
  of
• 30:41
  them
• 30:41
  turn
• 30:42
  into
• 30:42
  sales,
• 30:42
  then
• 30:43
  that's
• 30:43
  your
• 30:43
  conversion
• 30:43
  rate
• 30:44
  is
• 30:44
  2
• 30:44
  out
• 30:44
  of
• 30:45
  10,
• 30:45
  right?
• 30:45
  So
• 30:46
  make
• 30:46
  sure
• 30:46
  you
• 30:46
  understand
• 30:47
  your
• 30:47
  inquiry
• 30:48
  numbers
• 30:48
  and
• 30:49
  your
• 30:49
  conversion
• 30:49
  numbers.
• 30:50
  The
• 30:50
  other
• 30:50
  thing
• 30:50
  to
• 30:51
  is
• 30:51
  that
• 30:51
  not
• 30:51
  all
• 30:52
  inquiries
• 30:52
  are
• 30:52
  created
• 30:53
  equal.
• 30:53
  So
• 30:54
  sometimes
• 30:54
  your
• 30:54
  numbers
• 30:55
  will
• 30:55
  be
• 30:55
  skewed,
• 30:55
  especially
• 30:56
  if
• 30:56
  you
• 30:56
  use
• 30:56
  online
• 30:57
  directories,
• 30:57
  because
• 30:58
  often
• 30:58
  online
• 30:58
  directories
• 30:59
  will
• 30:59
  generate
• 31:00
  you
• 31:00
  a
• 31:00
  number
• 31:00
  of
• 31:00
  inquiries,
• 31:01
  but
• 31:01
  the
• 31:02
  conversion
• 31:02
  rate
• 31:02
  on
• 31:02
  them
• 31:03
  may
• 31:03
  be
• 31:03
  lower
• 31:03
  than
• 31:03
  if
• 31:04
  someone
• 31:04
  inquires
• 31:04
  via
• 31:05
  your
• 31:05
  website.
• 31:05
  The
• 31:05
  reason
• 31:06
  for
• 31:06
  this
• 31:06
  isn't
• 31:06
  because
• 31:07
  directories
• 31:07
  are
• 31:07
  rubbish,
• 31:08
  which
• 31:08
  is
• 31:08
  the
• 31:08
  easy
• 31:08
  thing
• 31:08
  to
• 31:09
  say,
• 31:09
  but
• 31:09
  actually
• 31:09
  it's
• 31:09
  because
• 31:10
  directories
• 31:10
  are
• 31:11
  making
• 31:11
  it
• 31:11
  really
• 31:11
  easy
• 31:12
  for
• 31:12
  couples
• 31:12
  to
• 31:12
  inquire
• 31:13
  with
• 31:13
  you.
• 31:13
  And
• 31:13
  so
• 31:13
  often
• 31:14
  couples
• 31:14
  will
• 31:14
  inquire
• 31:15
  with
• 31:15
  10
• 31:15
  different
• 31:15
  people
• 31:16
  on
• 31:16
  a
• 31:16
  directory
• 31:17
  and
• 31:17
  then
• 31:17
  they
• 31:17
  get
• 31:17
  overwhelmed
• 31:18
  and
• 31:18
  can't
• 31:18
  respond
• 31:19
  to
• 31:19
  to
• 31:19
  everyone.
• 31:19
  So
• 31:20
  it
• 31:20
  doesn't
• 31:20
  mean
• 31:20
  that
• 31:21
  the
• 31:21
  directory
• 31:21
  is
• 31:21
  not
• 31:22
  working
• 31:22
  for
• 31:22
  you,
• 31:22
  but
• 31:22
  you
• 31:22
  do
• 31:23
  need
• 31:23
  to
• 31:23
  understand
• 31:23
  that
• 31:23
  it
• 31:24
  will
• 31:24
  skew
• 31:24
  your
• 31:24
  conversion
• 31:25
  rates.
• 31:25
  If
• 31:26
  you're
• 31:26
  looking
• 31:26
  at
• 31:26
  directory
• 31:27
  figures,
• 31:27
  often
• 31:28
  you
• 31:28
  may
• 31:28
  get
• 31:28
  loads
• 31:28
  and
• 31:29
  loads
• 31:29
  of
• 31:29
  inquiries,
• 31:29
  but
• 31:30
  what
• 31:30
  you
• 31:30
  really
• 31:30
  need
• 31:30
  to
• 31:30
  look
• 31:31
  at
• 31:31
  is
• 31:31
  how
• 31:31
  many
• 31:31
  of
• 31:31
  those
• 31:31
  inquiries
• 31:32
  turn
• 31:32
  into
• 31:32
  a
• 31:32
  sale.
• 31:33
  Obviously,
• 31:33
  the
• 31:33
  amount
• 31:34
  that
• 31:34
  turn
• 31:34
  into
• 31:34
  a
• 31:34
  sale
• 31:35
  need
• 31:35
  to
• 31:35
  be
• 31:35
  equivalent
• 31:36
  or
• 31:36
  more
• 31:36
  than
• 31:36
  the
• 31:37
  amount
• 31:37
  you're
• 31:37
  paying
• 31:37
  to
• 31:37
  Be
• 31:38
  on
• 31:38
  the
• 31:38
  directory
• 31:38
  every
• 31:39
  year.
• 31:39
  If
• 31:39
  they're
• 31:39
  not,
• 31:39
  that's
• 31:40
  another
• 31:40
  question
• 31:40
  and
• 31:40
  a
• 31:41
  whole
• 31:41
  nother
• 31:41
  episode
• 31:41
  to
• 31:42
  talk
• 31:42
  about.
• 31:42
  But
• 31:42
  just
• 31:42
  because
• 31:43
  you're
• 31:43
  getting
• 31:43
  50
• 31:43
  inquiries
• 31:44
  and
• 31:44
  only
• 31:44
  making
• 31:45
  one
• 31:45
  one
• 31:45
  sale
• 31:45
  a
• 31:45
  month
• 31:45
  doesn't
• 31:46
  mean
• 31:46
  it's
• 31:46
  a
• 31:46
  bad
• 31:46
  thing
• 31:47
  because
• 31:47
  you're
• 31:47
  still
• 31:47
  making
• 31:47
  one
• 31:48
  sale
• 31:48
  a
• 31:48
  month.
• 31:48
  I
• 31:48
  would
• 31:48
  expect
• 31:49
  your
• 31:49
  inquiries
• 31:50
  to
• 31:50
  conversion
• 31:50
  rate
• 31:51
  to
• 31:51
  be
• 31:51
  much,
• 31:52
  much
• 31:52
  worse
• 31:52
  on
• 31:53
  a
• 31:53
  directory
• 31:53
  than
• 31:54
  if
• 31:54
  it's
• 31:54
  via
• 31:54
  your
• 31:54
  website,
• 31:55
  via
• 31:55
  social
• 31:55
  media,
• 31:56
  via
• 31:56
  word
• 31:57
  of
• 31:57
  mouth,
• 31:57
  because
• 31:57
  they're
• 31:58
  warmer
• 31:58
  leads.
• 31:58
  Your
• 31:59
  conversion
• 31:59
  rate
• 31:59
  should
• 31:59
  be
• 32:00
  much
• 32:00
  higher
• 32:00
  if
• 32:01
  someone's
• 32:01
  inquiring
• 32:01
  via
• 32:02
  your
• 32:02
  website
• 32:02
  because
• 32:02
  they've
• 32:02
  taken
• 32:03
  the
• 32:03
  time
• 32:03
  to
• 32:03
  find
• 32:03
  you
• 32:04
  specifically
• 32:04
  and
• 32:05
  inquire.
• 32:05
  Whereas
• 32:05
  in
• 32:05
  a
• 32:06
  directory
• 32:06
  it
• 32:06
  may
• 32:06
  have
• 32:07
  just
• 32:07
  popped
• 32:07
  up.
• 32:07
  Here's
• 32:07
  five
• 32:08
  other
• 32:08
  people
• 32:08
  you
• 32:08
  should
• 32:08
  inquire
• 32:09
  with.
• 32:09
  Click
• 32:09
  yes.
• 32:10
  And
• 32:10
  then
• 32:10
  it
• 32:10
  just
• 32:10
  sends
• 32:10
  off
• 32:11
  the
• 32:11
  the
• 32:11
  inquiries
• 32:11
  to
• 32:12
  people
• 32:12
  and
• 32:12
  they
• 32:12
  may
• 32:12
  not
• 32:13
  have
• 32:13
  even
• 32:13
  looked
• 32:13
  at
• 32:13
  your
• 32:13
  business
• 32:14
  and
• 32:14
  it
• 32:14
  makes
• 32:14
  it
• 32:15
  harder
• 32:15
  to
• 32:15
  convert.
• 32:16
  However,
• 32:16
  still
• 32:16
  go
• 32:17
  down
• 32:17
  the
• 32:17
  same
• 32:17
  route,
• 32:17
  still
• 32:18
  try
• 32:18
  and
• 32:18
  send
• 32:18
  them
• 32:18
  an
• 32:18
  automated
• 32:19
  reply
• 32:19
  if
• 32:19
  you
• 32:20
  can,
• 32:20
  or
• 32:20
  quicker
• 32:20
  reply
• 32:21
  as
• 32:21
  possible,
• 32:21
  still
• 32:22
  follow
• 32:22
  up
• 32:22
  with
• 32:22
  them
• 32:22
  and
• 32:22
  still
• 32:23
  mark
• 32:23
  them
• 32:23
  as
• 32:23
  lost
• 32:23
  if
• 32:24
  they
• 32:24
  go
• 32:24
  so
• 32:24
  that
• 32:24
  you
• 32:25
  can
• 32:25
  keep
• 32:25
  a
• 32:25
  track
• 32:25
  on
• 32:26
  your
• 32:26
  numbers.
• 32:27
  That
• 32:27
  conversion
• 32:28
  rate
• 32:28
  metric
• 32:29
  is
• 32:29
  so,
• 32:29
  so
• 32:30
  important
• 32:30
  in
• 32:30
  your
• 32:31
  business.
• 32:31
  Are
• 32:31
  you
• 32:31
  tracking
• 32:32
  it?
• 32:32
  Are
• 32:32
  you
• 32:32
  tracking
• 32:33
  where
• 32:33
  your
• 32:33
  inquiries
• 32:33
  come
• 32:33
  from
• 32:34
  and
• 32:34
  how
• 32:34
  often
• 32:35
  they
• 32:35
  convert
• 32:35
  so
• 32:36
  you
• 32:36
  can
• 32:36
  start
• 32:36
  to
• 32:36
  see
• 32:37
  where
• 32:37
  your
• 32:37
  best
• 32:37
  converting
• 32:38
  leads
• 32:38
  come
• 32:39
  from?
• 32:39
  From
• 32:39
  and
• 32:40
  sometimes
• 32:40
  your
• 32:40
  metrics
• 32:41
  are
• 32:41
  important
• 32:42
  to
• 32:42
  see
• 32:42
  what
• 32:42
  the
• 32:42
  real
• 32:42
  picture
• 32:43
  is
• 32:43
  on
• 32:43
  the
• 32:43
  business.
• 32:44
  I
• 32:44
  recently
• 32:44
  worked
• 32:45
  with
• 32:45
  a
• 32:45
  one
• 32:45
  to
• 32:45
  one
• 32:45
  client
• 32:46
  whose
• 32:46
  inquiry
• 32:46
  levels
• 32:47
  had
• 32:47
  dropped
• 32:47
  significantly,
• 32:48
  but
• 32:48
  actually
• 32:49
  their
• 32:49
  amount
• 32:49
  of
• 32:50
  sales
• 32:50
  had
• 32:51
  remained
• 32:51
  quite
• 32:52
  similar.
• 32:52
  So
• 32:52
  their
• 32:52
  conversion
• 32:53
  rate
• 32:53
  had
• 32:53
  actually
• 32:54
  gone
• 32:54
  up,
• 32:54
  although
• 32:55
  their
• 32:55
  inquiries
• 32:55
  had
• 32:55
  dropped.
• 32:56
  Because
• 32:56
  what
• 32:56
  was
• 32:56
  happening
• 32:56
  before
• 32:57
  is
• 32:57
  they
• 32:57
  may
• 32:57
  have
• 32:57
  50
• 32:58
  inquiries
• 32:58
  but
• 32:58
  only
• 32:59
  make
• 32:59
  two
• 32:59
  sales.
• 33:00
  So
• 33:00
  the
• 33:00
  conversion
• 33:00
  rate
• 33:01
  was
• 33:01
  terrible,
• 33:01
  but
• 33:02
  they
• 33:02
  don't
• 33:02
  get
• 33:02
  so
• 33:02
  many
• 33:03
  inquiries
• 33:03
  now.
• 33:03
  But
• 33:03
  if
• 33:04
  they
• 33:04
  get
• 33:04
  four
• 33:04
  inquiries
• 33:05
  and
• 33:05
  make
• 33:05
  two
• 33:05
  sales,
• 33:05
  suddenly
• 33:06
  their
• 33:06
  conversion
• 33:06
  rate
• 33:06
  is
• 33:07
  50%.
• 33:07
  That's
• 33:07
  actually
• 33:07
  much,
• 33:08
  much
• 33:08
  better.
• 33:09
  So
• 33:09
  I
• 33:09
  know
• 33:09
  it's
• 33:10
  not
• 33:10
  an
• 33:10
  exciting
• 33:10
  part
• 33:11
  of
• 33:11
  the
• 33:11
  business,
• 33:11
  but
• 33:12
  those
• 33:12
  metrics
• 33:12
  are
• 33:13
  so,
• 33:13
  so
• 33:13
  important.
• 33:14
  You
• 33:14
  should
• 33:14
  be
• 33:14
  tracking
• 33:15
  them.
• 33:15
  If
• 33:15
  you're.
• 33:15
  Again,
• 33:15
  if
• 33:15
  you're
• 33:16
  in
• 33:16
  the
• 33:16
  members
• 33:16
  lounge
• 33:17
  with
• 33:17
  me,
• 33:17
  my
• 33:17
  wedding
• 33:17
  pro
• 33:18
  members
• 33:18
  lounge
• 33:18
  club,
• 33:18
  every
• 33:19
  single
• 33:19
  month
• 33:19
  at
• 33:19
  the
• 33:19
  end
• 33:19
  of
• 33:19
  the
• 33:20
  month
• 33:20
  we
• 33:20
  have
• 33:20
  a
• 33:20
  lounge
• 33:20
  call
• 33:21
  where
• 33:21
  we
• 33:21
  do
• 33:21
  exactly
• 33:22
  this
• 33:22
  and
• 33:22
  I
• 33:22
  walk
• 33:22
  you
• 33:22
  through
• 33:23
  your
• 33:23
  metrics
• 33:23
  and
• 33:23
  your
• 33:24
  tracking
• 33:24
  if
• 33:24
  that
• 33:24
  would
• 33:25
  be
• 33:25
  helpful
• 33:25
  for
• 33:25
  you.
• 33:25
  Why
• 33:25
  not
• 33:26
  find
• 33:26
  out
• 33:26
  more
• 33:26
  about
• 33:26
  the
• 33:27
  members
• 33:27
  lounge?
• 33:27
  Come
• 33:27
  and
• 33:27
  join
• 33:28
  us.
• 33:28
  It's
• 33:28
  only
• 33:28
  37
• 33:29
  pound
• 33:29
  a
• 33:29
  month.
• 33:29
  It's
• 33:29
  an
• 33:30
  absolute
• 33:30
  bargain.
• 33:30
  And
• 33:30
  I
• 33:31
  will
• 33:31
  walk
• 33:31
  you
• 33:31
  through
• 33:32
  these
• 33:32
  conversion
• 33:32
  metrics
• 33:33
  so
• 33:33
  we
• 33:33
  can
• 33:33
  do
• 33:33
  it.
• 33:34
  Together
• 33:34
  every
• 33:34
  single
• 33:35
  month.
• 33:35
  Next
• 33:35
  week
• 33:36
  is
• 33:36
  our
• 33:36
  final
• 33:36
  week
• 33:37
  in
• 33:37
  this
• 33:37
  mini
• 33:37
  series
• 33:38
  and
• 33:38
  we're
• 33:38
  going
• 33:38
  to
• 33:38
  be
• 33:38
  talking
• 33:38
  about
• 33:39
  all
• 33:39
  about
• 33:39
  the
• 33:40
  customer
• 33:40
  experience
• 33:40
  and
• 33:41
  how
• 33:41
  we
• 33:41
  can
• 33:41
  get
• 33:42
  repeat
• 33:42
  business
• 33:43
  or
• 33:43
  referrals
• 33:44
  on
• 33:44
  for
• 33:45
  repeat
• 33:45
  business.
• 33:46
  I
• 33:46
  hope
• 33:46
  you
• 33:46
  found
• 33:47
  this
• 33:47
  session
• 33:47
  really
• 33:48
  helpful.
• 33:48
  If
• 33:48
  you've
• 33:48
  got
• 33:49
  questions,
• 33:49
  if
• 33:49
  you've
• 33:49
  got
• 33:49
  thoughts,
• 33:50
  let
• 33:50
  me
• 33:50
  know
• 33:50
  and
• 33:51
  also
• 33:51
  go
• 33:51
  leave
• 33:52
  me
• 33:52
  a
• 33:52
  podcast
• 33:52
  review.
• 33:52
  I'll
• 33:53
  see
• 33:53
  you
• 33:53
  soon.