Pain Points
You can’t find their GBP. What pain point do you lead with?
“When I came across your business, I tried to look you up on Google, but I wasn’t able to find a Google Business Profile for [BUSINESS NAME]. That makes it harder for customers to find you and ultimately spend money with you — so I felt there were a few ways we could help. But…”
“I’m too busy” / Don’t have 30 secs."
No problem, I know you are [THEIR SCENARIO], I will be super respectful of your time and be really quick. If you could just give me 30 seconds to explain what we do and why it would matter to you specifically, then if you’re interested, we can always just set up another time to talk…is that fair?
What is the purpose of discovery on a cold call?
Digging deeper and learning more about the business to uncover PAIN, NEEDS, GOALS, CHALLENGES.
What is the process for transferring a lead (company/contact) in HubSpot in the exact order?
1. Initiate transfer
2. Split Rep (you)
3. Company Owner (receiving rep)
What are the names of our two co-founders?
Elisabeth and Peter
"We're so busy right now, we can't even keep up with the jobs we have."
Ok that is good context, I appreciate that. That is actually why I am specifically calling you. We built a solution designed specifically for [INDUSTRY] to essentially make them more money with less effort. If you could just give me 30 seconds to explain what we do and why it would matter to you specifically, then if you’re interested, we can always just set up another time to talk…is that fair?
If the DM can’t go OTF, where do we go next?
Okay no problem, what time… [LATER TODAY,OR TOMORROW] works better for you?
A prospect is using HomeAdvisor. What question could you use to discover more about their situation?
What made you sign up with HomeAdvisor? What results have you seen? Out of 10 leads, how many have you converted to paying jobs?
You go OTF with a DM you called for the first time. What do you need to do when it comes to the Deal?
Create a Deal. Move from Cold/Discovery call to Demo Set.
What business occupied the CLT office previously?
Aflac
They are only using passive forms of advertising (flyers, signs, truck wraps). What questions could you ask and what could you say to build pain?
How is that working for you? How many customers have you been able to bring in? These are more passive forms vs active forms of marketing/advertising where customers are more likely going to need your services and spend money with you such and that's something we can talk more about in our meeting.
What do we say if they suggest a demo time that is more than two days out?
I realize you’re busy but because this is what your potential customers are looking at right now, let’s do this. Most business owners are super busy when they’re working, which is why I often show this to them either before they start their day, at the end of the day, or just when they stop to have a bite to eat at lunch. You don’t even need to be at work; I can show you this at home or anywhere else as long as you have access to internet. I promise you this, if you were to give me just 15 minutes at an earlier date, you’ll be really impressed. When’s the earliest you can make the time?
A prospect says “We’re already slammed with work, we don’t need more business.” How would you use discovery to uncover whether that’s actually true or not?
"So if a customer called you today because they needed a service you provide, would you turn that customer away or how does that work exactly?"
How do I remove a lead from my name?
Change Company Owner to No Owner
How many offices do we have in the US?
3! CLT, ATX, PHX
"We get most of our business from word of mouth/referrals"
I completely understand, and word of mouth is definitely powerful. But even when someone gets a referral, the first thing they do is look you up online. Having a strong digital presence through Google Business Profiles, your website, SEO, and social media not only validates those referrals but also helps you capture people who are searching but don’t yet have that word-of-mouth connection. Let’s take a few minutes to see how you can strengthen that presence. What’s a good time for me to quickly show you this later today or tomorrow? [SET DEMO]
What is the talk track for going OTF?
“Ok great, [DM NAME] I have a partner here who has a lot of experience working with other [INDUSTRY] who have been in similar situations in the past. I’m gonna grab ‘em real quick. Let me put you on a very brief hold.”
"I'm using a website and SEO company already" -- What would you ask to dig deeper?
Okay, that's great, what company are you using? How is that working for you? How much are you paying them? What do you love about them? What do you wish they offered?
How do you source leads and what view must you use to grab leads?
In Hubspot using the Training Sourcing View
When was Olly Olly founded?
2018
Why is it important to have strong online presence with accurate information?
It help customers find and choose you. Otherwise they go to your competition.
The DM says yes to a demo but their partner “usually handles that stuff.” How do you get both decision-makers on without losing momentum?
Driving pain, asking for the partners number to call directly, pushing urgency to get them on the phone.
You’re talking to a roofer. They say they mostly get leads from referrals. How would you guide discovery to reveal gaps and opportunity in that model?
"Sounds like it's not bringing int he amount of jobs you want to be at, am I hearing you correctly?" "
What are the steps to transfer an OTF in Aloware?
Click +Add button
Select a user (rep) you want to transfer the call to
Click “introduce” to provide details on the business. This does not include the DM on the line.
Fill runner in on the conversation.
“Hey [RUNNER NAME], I have [DM NAME] with [BUSINESS NAME]. They [INSERT ANSWERS]. I’m gonna pass them over to you now.”
Click “Click red hang up button” to merge the call. NOTE: This will end the call for you.
Where does the name "Olly Olly" come from?
Olly Olly oxen free