Capitalising on Warm/Cold Leads

Hi

I run a wedding DJ company and also work in digital marketing part time. In the last two years I've really put a lot of work into my website and grown it's organic traffic exponentially. Consequently I got tonnes more inquiries for wedding dj services than I used. At least 10 times more. But unfortunately this hasn't led to 10 times more sales. More sales yes, but I feel I'm not capitalising on the leads I'm getting.

The problem is I have two types of inquiries. Those who are word of mouth or seen me perform. These leads almost always book and the first question is asking if I'm available. The second lead is someone who found me on Google or otherwise. These leads the first question is how much do you charge? I am not the most expensive but I'm not the cheapest either. I send a flyer with my prices and 90% of the time I don't here back from these clients.

Any tips on how to close these leads. Often they provide a phone number. Perhaps I would be better of calling these clients? My main strategy is get a meeting with the bride and groom. Once the meeting happens I close 90% of the sales. But a lot seem to be just looking for the cheapest. (Often the follow up emails I send receive a response saying they found someone cheaper.

Any tips or advice would be much appreciated.