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Interested in Digital Marketing? Why not try pay per appointment/show model? Ask anything you need!

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Paul David

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I've received lots of invaluable advice on this forum from some wonderful people over the last few years so I thought it's time to give back.

If you are interested in digital marketing and have any questions on the pay per appointment/show model ask any questions here and I'll answer them with that I've learned.

I've gone from getting 2/3 clients in 3 months using the "retainer" model to 28 now in 4 weeks using the pay per show model.

Fire away!
 

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What does your funnel look like? How do you go from capturing the leads to making sure they show up for the appointment ? Tell us about the tech stack.
 
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Paul David

Paul David

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What does your funnel look like? How do you go from capturing the leads to making sure they show up for the appointment ? Tell us about the tech stack.
I'm always testing but at the moment it's Facebook Ad>Lead form ad>Phone call and auto messaging follow up. I also run some ads to landing pages rather than lead ad.

For appointment show ups, we text/call them 24 hours before. We also send automated text reminders and information about the benefits of the treatment they're coming in. I control the whole process right up until the lead walks in the clients door.
 

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I'm always testing but at the moment it's Facebook Ad>Lead form ad>Phone call and auto messaging follow up. I also run some ads to landing pages rather than lead ad.

For appointment show ups, we text/call them 24 hours before. We also send automated text reminders and information about the benefits of the treatment they're coming in. I control the whole process right up until the lead walks in the clients door.
Thanks for your reply.

Tell us about the Technology Stack you use.

How many sms msg. do you send? How often.
 
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Paul David

Paul David

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Thanks for your reply.

Tell us about the Technology Stack you use.

How many sms msg. do you send? How often.
I've found that with leads for service based industries the best form of follow up is calling them within 3-5 mins of them completing the form.

We do send like an introduction sms and email straight away but then after that we continously try and get hold of them on the phone. SMS messages and emails we probably send around 3 over the space of a week if they don't pick up the phone.
 

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How do you target your clients and what is your sales approach?
 
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Paul David

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How do you target your clients and what is your sales approach?
It's so easy you wouldn't believe.

I use two methods at the moment, cold email and facebook ads.

I also posted in a facebook group for my niche and signed up 6 clients. Yesterday I signed up a client from a cold email without even speaking to them.

Once you mention NO UP FRONT costs it's a no brainer for them. Some people doing this model charge a set up fee and use that to pay for ad spend. I personally don't, I pay all ad spend myself.
 
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Paul David

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Facebook ads I spent $140 and got 70 leads in one week. I signed up around 16 from the Ads, some weren't suitable and I've still got 30 leads left to call!
 

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Compared to charging per month or alternate models, has pay per lead yielded higher revenue for you? Have you been able to collect lead fees from clients and how do you determine cost per lead?


In general, I like the model, but no upfront cost can also mean no commitment. Have most clients held up their end of the bargain to pay for the leads?
 
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Paul David

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Compared to charging per month or alternate models, has pay per lead yielded higher revenue for you? Have you been able to collect lead fees from clients and how do you determine cost per lead?


In general, I like the model, but no upfront cost can also mean no commitment. Have most clients held up their end of the bargain to pay for the leads?
In my situation it's worked out better because it's a lot easier to sign clients. I do pay per show so I get paid once the leads i've referred arrive for their appointment. I use two clients I previously had on retainers to test the market and work out the figures.

In my niche the clients are terrible at following up, so even if you're the world's greatest marketer if the leads aren't getting called it's a waste of time. I had one client on a retainer go to Barcelona for 5 days and didn't tell me, the leads didn't get called until a week later. Guess what happens at the end of the month? They moan and say the leads are terrible.

I'm now completely eradicated that issue. Regarding payments it's all automated. I charge them by stripe or bank transfer automatically every Monday morning for clients they've seen from the previous week. You don't want to be chasing money from clients, especially after you've spent your own money attracting them in the first place.
 

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In my niche the clients are terrible at following up, so even if you're the world's greatest marketer if the leads aren't getting called it's a waste of time. I had one client on a retainer go to Barcelona for 5 days and didn't tell me, the leads didn't get called until a week later. Guess what happens at the end of the month? They moan and say the leads are terrible.
Yes, that is not uncommon. In fact, conversions would go up dramatically with simple followup.

Quicken Loans is a great example of this. If you filled out a mortgage/refi inquiry, you will get a call back within seconds.

I would be interested to hear how you solved the followup issue.
 

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Paul David

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Yes, that is not uncommon. In fact, conversions would go up dramatically with simple followup.

Quicken Loans is a great example of this. If you filled out a mortgage/refi inquiry, you will get a call back within seconds.

I would be interested to hear how you solved the followup issue.
I have my own team that follows up with the leads from 9am-9pm 7 days a week.
 

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Presumably the clients are giving you access to their calendars for you to book the appointments in?

Dan
 
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Paul David

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Presumably the clients are giving you access to their calendars for you to book the appointments in?

Dan
Yes we book directly on there but we only add their name, our email address and phone number. We then add them to our own internal calendar and use our automated system for reminders etc.
 
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FastNAwesome

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Thanks for the great thread!

Yes we book directly on there but we only add their name, our email address and phone number.
Why is this? I guess so that your clients need to call you for the appointments and then those count as scheduled?

If not, how do you keep count of appointments that did show?
 
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Paul David

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Thanks for the great thread!



Why is this? I guess so that your clients need to call you for the appointments and then those count as scheduled?

If not, how do you keep count of appointments that did show?
We do this because we don’t want my clients system sending appointment reminders and our system doing the same thing.

We assume every lead we refer has shown up unless our clients mark them as no show on our calendar.
 
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Paul David

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How do you know if your clients are not lying?
Firstly they know that we are going to follow up with any leads that they mark as no show.

Secondly they would have to ask our lead when they arrive and who they've never met or spoken to before to lie or ignore our phone calls when we try and follow up. I'm not saying it's never happening but I wouldn't have thought it would leave a good first impression on the lead.
 

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Hi @Paul David , very interesting thread. I've looked into pay per lead before but it always seemed too difficult to implement on the client side. What would you say are good industries this works well for?
 

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Yes we book directly on there but we only add their name, our email address and phone number. We then add them to our own internal calendar and use our automated system for reminders etc.
Hello @Paul David I found this thread by reading your post in the execution/progress section of the forum. Nice read! Good to see that you are making profit after hard work on building the system.

I've got a question about the act of planning the bookings. How do you make sure that the people that want a treatment, schedule an appointment on a time slot that is free for your client (the treatment provider)? You mentioned that you have access to the calendar of your client, but connecting this calendar to your booking system and make sure that the people that want a treatment can only schedule at time slots that are free is a whole other level. Definitely when given every client uses other calendar software. How do you deal with this?

Thanks and good luck on your journey.
 
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Paul David

Paul David

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Hello @Paul David I found this thread by reading your post in the execution/progress section of the forum. Nice read! Good to see that you are making profit after hard work on building the system.

I've got a question about the act of planning the bookings. How do you make sure that the people that want a treatment, schedule an appointment on a time slot that is free for your client (the treatment provider)? You mentioned that you have access to the calendar of your client, but connecting this calendar to your booking system and make sure that the people that want a treatment can only schedule at time slots that are free is a whole other level. Definitely when given every client uses other calendar software. How do you deal with this?

Thanks and good luck on your journey.
Thanks!

Its quite simple really. Yes we have access to their calendars and book then on there. However we only add the leads name and our email and phone number.

Then we have a calendar set up on our CRM which we add the bookings to also. And we add the full details for the lead. Then this calendar follows up and send reminders etc.

The clients then have access to our CRM and they simply mark any as no show otherwise they are charged automatically
 
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Paul David

Paul David

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Hi @Paul David , very interesting thread. I've looked into pay per lead before but it always seemed too difficult to implement on the client side. What would you say are good industries this works well for?
Service based industries like dentists, chiros, carpet cleaners, med spas, roofers.
 
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Paul David

Paul David

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Thanks for the great thread!



Why is this? I guess so that your clients need to call you for the appointments and then those count as scheduled?

If not, how do you keep count of appointments that did show?
The clients have access to our CRM and all they can see is a list of appointments, any clients that don't show they just click a button. They are then automatically removed from their invoice and my team follows up to find out what happened with the lead.
 
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Paul David

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I also use Zapier for lots of the automations around the appointments, invoicing etc.
 

poseidn

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So you have one ad that covers appointments for multiple clients? Or would you create a new ad for each new client?

Have you tried this for Financial Services? I've seen guys doing a similar model for annuities

Gohighlevel? Do you re-use the LP? Seems like this is really hot right now - going to bring something for financial advisors.
 
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Paul David

Paul David

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So you have one ad that covers appointments for multiple clients? Or would you create a new ad for each new client?

Have you tried this for Financial Services? I've seen guys doing a similar model for annuities

Gohighlevel? Do you re-use the LP? Seems like this is really hot right now - going to bring something for financial advisors.
Same ad for every client so it's easier to scale.

Nope I've not worked in the Financial services niche before.

Yes I use Highlevel. All the ads (facebook messenger ones at the moment) are all run under my brand so I simply duplicate the ad and change the radius of where I'm showing it around their business address.
 

PizzaOnTheRoof

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Could you elaborate on your cold email and FB ad strategy? I like the idea of no upfront costs but setting up and managing bookings sounds overwhelming. Would you recommend just a straight retainer for a beginner?

I'm struggling looking for a job now and about to say F it and start freelancing.
 

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