Pipeline Info
What does ROE stand for?
Rules of Engagement
Not Interested
…, I’m sure you get calls like this all the time, and I’m not trying to be one more annoying sales call but I am calling you for a reason. When I look up (industry) in (city/State), I see X, Y & Z but I don’t see you coming up as an option. How long have you been in the area?” Circle back to needs
Why is adding personality important for cold calling?
it helps establish a connection with the prospect, making them more receptive to your message by creating a sense of rapport and trust, which is crucial when reaching out to someone they don't know, thus increasing the likelihood of a positive interaction and potential sales opportunity
Preface the Meeting
Thank you for putting aside this time, are you in front of a computer or using a smart phone? While I send over a link to see my screen, I just want to let you know how this is going to go. First, I am going to ask more about your business to make sure I have the best understanding of what you need Then I am going to tell you about my company and who we are I will tell you about the strategies we offer and how I can get you found How I work with you on a month-to-month basis and then we can get into packages and price sound good?
What's the purpose of this call?
That is EXACTLY what I help my guys with growing their practice/business through more visibility AND help manage their business more effectively
What is standard ROE in Salesforce?
5 Days
I just signed up with someone
“That’s great and kudos to you for already putting a gameplan together for getting found online. When you signed up, who did you go with? What were your goals? When do you expect to see results from them?” • FOL or Circle back to needs
OR
“That’s awesome — good to hear you’ve got a plan in motion to get found online. Out of curiosity, who did you end up partnering with?
And what were the main goals when you signed on with them — more calls, more local visibility, or something else?”
(Let them answer — then stack with this):
“Nice. And did they give you any kind of timeline for when you'd start seeing results?”
Right at the beginning of the call they ask, “How much does it cost” …
QDM
Just to make sure, does anyone else (partner or spouse) need to be on this call that helps with these decisions or is it just you? (If answer is no, “ok let’s dive in” if the answer is yes, dig in and figure out who needs be on it
Create Urgency/Restate the Purpose of the call
So, if getting in this position & having more visibility in the leads could help you (INSERT SPECIFIC PAIN), when would you want to make a change?
How long does a protect lead stay in your name?
40 days
Send me an email
“What is that email address?... “What would you like to see in that email?” Unlike a lot of other companies, I don’t have a template email that I send out because our approachis customized to our clients’ needs. So, just like how you would have to go to a job site to estimate materials and size, I’m the same way. o OTF/Set Demo or Circle back to needs
OR
"Listen I can for sure send you an email but at the end of the day the Cuban Missile Crisis wasn't handle over an email but through the phone. What I do is not just help business grow but manage their business more affectively so right now what cases are you focusing on (any open needs questions) (PIVOT)"
What's in the circle of death that we want to discover in the cold call?
goals, ad spend, jobs/rev gap, bmp- which all brings back to FOL
TC
So, with what we go over, my goal is to help your business but also to earn your business. So, if I can prove to you that my solution is different from (source) and you see how this helps you accomplish (goals/needs) and it fits in your budget, is there any reason we can’t partner up at the end of this call together?
How often does Google changes its SEO algorithm change?
500-600 times a year, roughly 2 updates per day
When you set a demo what is the next thing you have to do to the lead?
CONVERT
-then fill out all the info, etc...
I'm already on the 1st page
“Great, what are you searching specifically to see yourself on the front page?” • CHECK THE KEYWORD AND AREA – identify their ideal job or the only job they want to schedule?
McDonalds Parking Lot
Online marketing doesn't work for me. I’ve been burned.
“Most of the time when I hear that it’s because someone promised you the world and took your money and ran. Is that fair to say? “Who did you work with?” “Why did you sign up with them in the first place?” Circle back to needs
Next Steps
So, once we figure out a price and package that works, the next steps would be sending you a one-page month to month agreement via DocuSign, have you ever used that before? Cool, so we will get a signature on that, collect first payment and then schedule your onboarding call
What features are all in the dashboard?
1. Scheduling Tool
2. CRM
3. Client Communication
4. Invoices
5. Payments
6. Review Generation
7. Email/SMS Marketing
How many leads should you have in cadence for each call block?
around 150-200
Booked out, I can't take on anymore work right now
If a referral/perfect client called you for a (insert high paying job), would you be able to take that job on or would you refer it out?” Yes • “So, I just did a search in your area for (ideal job) and I see X, Y & Z popping up. Who has a better shoot at getting that job?” • FOL and back to needs No • “Why Not?” • “So, how are you tracking your currentleads coming in?” Circle back to needs
7 steps of the NA
1.Preface the meeting
2. Qualify the DM
3. Warm up • Goals / current ad spend / jobs / rev gap
4. Dashboard features • (customer journey / scheduling / CRM / payments / marketing)
5. What is pain & why?
6. Effect pain is having on the business & urgency
7. Trial close &/or segue
LTP
1. Do you have any other questions or concerns outside of price?
2. As far as our process goes, do you see how I’m different from (source)?
3. Are you confident this solution will help put you on the right track to (needs)?
4. Cool so that being said, I’ve got my recommendation(s) for you. As long as price works are we good to move
forward now?
Where is KP from?
Orange County, Cali