Today in 5 Minutes or less, you’ll learn:
✔ The Real Cost → Why focusing on lead cost blinds you to $4,000 revenue holes
✔ Lead Management Math → How to calculate the true cost of missed opportunities
✔ Front Desk Focus → Why your office manager’s multitasking is killing your profits
✔ Conversion Framework → The 4-question funnel that turns “just looking” into appointments
✔ Two-Party Success → A natural approach to get both decision-makers present
Note: If you prefer video, watch the full masterclass with Megan Beattie here [LINK]. She breaks down each of these points with real examples from contractors just like you.
The Hidden Cost of a $100 Lead That’s Actually Costing You $3,600
Your office manager saves you $35/hr juggling multiple tasks. But missing one lead costs you $3,600 in lost revenue. Do the math.
Every lead costs more than the price tag suggests. In fact, missing just one call can drain $3,600 from your business in lost revenue.
I recently hosted Megan Beattie on our masterclass around this topic. She uncovered a critical issue plaguing home service businesses: focusing on lead cost instead of empty calendar slots.
Here’s what caught my attention – she shared how one of her clients was obsessing over their $160 per-call cost, while completely missing the bigger picture.
Here’s what you need to know:
The Real Math Behind Missed Leads
Let’s break down the real numbers that matter. When a lead comes in at $160, that’s not just marketing spend – it represents a potential $3,600+ job. Miss three leads a week, and suddenly you’re looking at over $10,000 in lost revenue potential. This isn’t theoretical – it’s happening in businesses right now.
When your office manager juggles lead handling with booking appointments, managing the showroom, doing the books, making spreadsheets, and handling all the owner’s requests, they’re bound to drop balls.
Those dropped leads aren’t just $100-200 lost – they’re thousands in missed opportunities.
For example, I recently watched a sales team transform their results by simply putting a dedicated person in charge of leads. Their new hire has been there just two weeks and is already:
- Setting outbound calls
- Managing inbound leads
- Resurrecting old leads
- Maintaining the sales calendar
- Converting price shoppers into appointments
The math is clear – but the problem goes deeper than numbers. It starts with how we structure our front office.
The One-Person Problem
Your front desk person is drowning in tasks. As Megan points out, we pile on everything from fielding leads to shopping for the owner’s mother’s birthday gifts. When leads come in, they’re usually the last priority – but should be first.
- Put someone dedicated to lead handling
- Train them specifically on objection management
This restructuring equips your team to handle the most common objection you’ll face.
And when you do get that objection about “just looking,” your team needs a proven framework to handle it effectively.
Converting “Just Looking” Into Appointments
The secret isn’t pushing harder – it’s understanding that “we’re just looking” usually means “we can’t afford it right now.”
Here’s Megan’s exact funnel process that turns price shoppers into appointments:
- “Is this a project you think you’re ever going to do?”
- “What kind of timeframe do you have in mind?”
- “Is that based off quotes you’ve already had on the project? Or are you just kind of guessing?”
- “Are you going to get multiple quotes and really start to weigh out your options and plan and budget ahead of time?”
This gentle funnel approach lets customers walk themselves into appointments without pressure.
But getting them to agree to meet is only half the battle – you need both decision-makers present.
Setting Solid Two-Party Appointments
Stop using the term “decision-maker.” Instead, here’s Megan’s proven approach:
- Ask “Is there a spouse in the house there with you?”
- Use both names throughout the conversation (e.g., “What don’t you like about your current roof, John and Mary?”)
- Explain that while it might seem like a basic project, there are many options and styles in 2024 that need both people’s input
- Frame it as helping them make an informed decision together, not as a company requirement
The key is involving both parties naturally from the start. As Megan emphasizes, if you wait until the end of the appointment to suddenly demand both people be present, you’ve already lost them.
Remember: Missed leads aren’t just about the marketing dollars wasted – they represent thousands in lost revenue opportunity. Every empty slot on your calendar is a $3,600 hole in your pocket.
Take action: Record your front desk calls for one day. Count how many leads slip through the cracks. Multiply that by $3,600. That’s what your current system is really costing you.
Want the Full Masterclass?
If you found these insights valuable, you’re going to love the complete 60-minute session with Megan Beattie.
In the full recording, you’ll get:
- Her proven “Funnel Method” for converting price shoppers into appointments
- Scripts for handling the “we’ll call you back” stall
- The training system she uses to develop professional call handlers
- Her framework for calculating true lead value
- The bonus structure that keeps quality leads flowing
- Live examples of her two-party appointment setting technique
Plus, you’ll see actual roleplays of how she handles the toughest objections your team faces daily.
See you in the next masterclass!
-Chuck
P.S. Ready to transform your sales team? Join us at our Phoenix Bootcamp in March. Click here for special pricing