Here's what to do next
In Marketing the Murder Barn Episode 8, hosts Meredith & Mary Claire cover Part One of the sales funnel: Lead to Site Tour. Key points include:
- Tracking lead sources and conversions, not just inbox volume
- Adding transparent pricing and online tour booking for Gen Z couples
- Using the “Triple Touch” system: auto-response, personalized follow-up, reminder
- Remembering the only goal at this stage is getting the site tour booked
WHAT YOU'LL LEARN WHEN YOU DIVE INTO THIS MODULE:
EP. 8: The Sales Funnel Part 1: From Lead to Site Tour
EP. 8: The Sales Funnel Part 1: From Lead to Site Tour
Refer to the time-stamped show notes below when you want to revisit any particular portions of the episode.
listen to the podcast
SHOW NOTES:
0:20 Welcome back to Marketing The Murder Barn
1:35 Our business fable backstory
2:20 The two parts of the sales funnel
3:01 The purpose of part one of the sales funnel
3:32 Diving into part one of the sales funnel
4:01 The importance of tracking your leads
4:58 Check out our lead source tracking template below
6:40 An example of leads that aren’t necessarily converting
7:51 Changes we made to Sarah’s website that sent more qualified leads to her inbox
8:49 Check out Episode Five for a deep dive into pricing
9:53 What happens after someone submits an inquiry to you
10:30 The Triple Touch System
10:38 The immediate first touch
12:20 The second touch, within 24 hours
13:03 The most common mistakes we see in this second touch
16:10 Why it’s so important to put in this kind of work at this stage
16:55 The third touch, the follow-up
17:15 Something special we added to Sarah’s touch
17:52 Read The Penrose Spiral and explore the mock website
18:25 Tracking what happened once you book the site tour
18:49 Recap of what we covered today
19:37 Looking ahead at our next episode
20:25 Thanks for listening!
Most venues mistake a full inbox for success — but if those leads don’t turn into tours, they’re just noise.
Gen Z demands transparency and convenience, so post your pricing and make booking a tour one click away.
The “Triple Touch” follow-up system is your secret weapon to turn curiosity into site tours — and site tours into bookings.
The Triple Touch Follow-up System Guide
The Triple Touch system boosts tour conversions with 3 simple steps: an instant automated reply with video, pricing, and a CTA; a personal follow-up within 24 hours with a curated note, short video, and enticing “sweetener”; and a gentle nudge at 48–72 hours if no response. Consistency, warmth, and clarity turn leads into tours.
Workbook
Track every lead’s source—wedding websites, social, referrals, or your own site—using the lead tracking spreadsheet. Note which inquiries convert to site tours so you can see what’s actually working. It’s not about volume; it’s about quality. Measure, adjust, and double down on the channels that deliver real results.
Lead Tracking Spreadsheet
Spreadsheet
YOUR TOOLS FOR THIS MODULE
The Barn at Penrose Estate showcases the Triple Touch system with customizable email templates: an automated first reply featuring their unique story, virtual tour, and pricing; a personal follow-up with a video, tailored details, and a “sweetener” like a candlelit tasting; and a gentle reminder offering flexible tour times. Each touch blends storytelling, branding, and clear CTAs.
Sample Templates Using The Barn at Penrose Estate
Templates
You know those people who can instantly pull you out of a funk with a one-liner that has you literally LOL'ing? That's Mary Claire: witty, sharp, and comfortable in her own skin. Since joining our team, we can't imagine functioning without her. When she's not chatting with clients and brightening their day, she's outdoors with her family or designing jewelry. She's the ultimate gem.
MARY CLAIRE NEWCOMB
Meredith Monday Schwartz started at Here Comes The Guide in 1997 (we didn't even have a website back then—there might also have been dinosaurs running around!) and was a wedding venue specialist for 10 years before taking over as Chief Bossypants in 2007. In the years since she joined HCTG, she's learned a lot about wedding couples, wedding venues, and running a company profitably—and well.
MEREDITH MONDAY SCHWARTZ
