Cold Call and More
Qualify the DM
Is there anyone you would have to run this by?
How old am I?
PREFACE THE MEETING
Bob, what I'm going to do is recap everything we talked about yesterday, then tell you more about my company, why you're not showing up and what we need to do to fix it, then show you other contractors we work with. Once we get through all that, we will decide a package that will best fit your needs.
In Home Alone, where are the McCallisters going on vacation when they leave Kevin behind?
Paris
WHAT YEAR WAS TOWNSQUARE INTERACTIVE FORMED AND WHAT YEAR DID WE BECOME PUBLICLY TRADED?
FORMED IN 2012, PUBLICLY TRADED IN 2014
What time frame are we able to call for GCC transfers?
9:00am - 4:40pm EST
What city was I born in?
Wilson (NC)
TSI STORY (WITH A TRIAL CLOSE)
- Publicly traded on the NYSE
- Over 25,000 live clients
- Month to Month
- 97% retention rate
- TC: based on the background I just gave you, do we seem like the type of company you could see yourself working with?
In the movie Elf, what was the first rule of The Code of Elves?
Treat every day like Christmas
What happens to my website if I cancel with you guys? (Hint: add an analogy)
If you cancel, the website would stay with us because we provide the platform but you own and keep the domain and everything on the site (content, pictures you send us). You would just need to take everything on the site and have it hosted somewhere else.
Analogy: moving houses
GIVE AN EXAMPLE FOR PAIN, AND EFFECT PAIN IS HAVING ON THE BUSINESS (THAT YOU GET FROM REV GAP)
Bob, I can definitely do that but January is when EVERYONE and their mother is going to be doing their marketing. It's like climbing a ladder - if you start in January you're going to be climbing the ladder with every other person out there, but if we have the conversation NOW, you can start climbing that ladder a month ahead of everyone else and be a few rungs up looking down at everyone else once the 1st hits, PLUS we're running some crazy holiday discounts that I won't have to offer in January so when this week can we sit down for 30 min and see if this is a good fit?
What web source did I dominate leading up to management?
411 Local
DIRECTORIES
Familiar with yahoo yelp bing?
There are over 70 online directories google deems important
Have to have your business name, address, phone number listed consistently and correctly across all directories to gain TRUST
How many lights were on the Griswold's house in Christmas Vacation?
25,000
NAME THE 2 OUTSIDE SALES DIRECTORS
MAY-LY AND RYAN MISENAR
7 STEPS OF THE NEEDS ANALYSIS
1) Preface the Meeting
2) Qualify DM
3) Warm Up/Goals/Ideal Jobs/Rev Gap/Ad Spend
4) What is Pain and Why?
5) Effect Pain is Having on Business?
6) Urgency
7) Trial Close
What year did I graduate college?
2018
3 STEP TRIAL CLOSE
- Once we go through this, my intention is to get you set up on a plan at the end of the call if it all makes sense.
- Does anyone need to be on this call to help you make a decision like a spouse or business partner? So you don't even need to run this by anyone to get started?
- If I hit the nail on the head on both our process and the budget, is there any reason why we wouldn’t be able to get started at the end of the call?
Which country did eggnog come from?
England
WHAT IS THE PACKAGE KEY FOR A PACK 1
WOY
Name the 4 pieces of information we need to give a DMS about the client on a DMS transfer
- Services the customer signed up for
- Industry
- Physical location
- Goals and prior marketing efforts
What is my niece's name and the month she was born?
Kinsley, June
PACKAGE RECOMMENDATIONS
Bob, I have two options for you…
Package 2 we're going to build out the new mobile-optimized website, do all the on and off page SEO to get you showing up on that first page, clean up those 98% inaccurate directory listings, post 2x a week on FB, scan the internet for any reviews you get, and you'll have 1 point of contact in your DMS who will send you monthly reports and I'll be cc'ed on every exchanged e-mail - that package is 697
Then we have the Package 1 which is everything I just mentioned in the Package 2, just without the FB and review monitoring and that package is 497
Based on what you told me, you don't have time to be posting on FB or have any idea what to write, so I'd recommend starting out with the Package 2 at least to start - but of course you know your budget better than I do, so which one of these two do you wanna start off with today?
What popular Christmas song was actually written for Thanksgiving?
Jingle Bells
WHAT IS THE PACKAGE KEY FOR A PACK 2 WITH RETARGETING AND ENGAGE?
WORSYTV