Misc New Tracks
End of IC: Implementation timeline
If you were to find the right solutions what's your time frame for moving forward?
Great, because we are extremely booked out right now with all the uncertainty in the markets.
- Go to lock
I have a partner but they don't need to be there.
- Customizable strategy - a lot to learn
- Running a lot of meetings so would like to knock it out in one go
"Your ad caught my eye"
I want to talk with my partner (not present)
Is that more a formality or do you need a "yes" from [partner] to make the decision?!
Immediately after pain sprinkle
Move to next question
IC: Previous SEO didn't work...
- Why didn't it work?
- so what's your criteria for hiring again?
I need leads now
Here’s what I’d like to do on this call: understand where you're at, share how we help companies like yours, and if it makes sense, map out some next steps. Sound good?
I would do it now if I could but need to fill them in first.
What's the most likely reason your partner might say "no"?
How would you respond to that?
The solution sprinkle is used on the intro call after ____ in order to _____.
After talking about what we do, in order to connect the solution back to the pain sprinkle.
Discovery question that jumps right into unique solution...
Do you currently rank in top 3 of Google Maps? ... No? ... How do you generate inbound calls?
I already have someone working on Maps
- How far are you ranking exactly?
- How far should you be able to rank?
Text for after Strategy Meetings
Great meeting <name>! Look forward to getting one of these from you: <insert review>
I honestly can't afford this right now
If you did have the funds available, do you really believe this something that would work for you?
Sell / Retire
Pain Sprinkle: Right — after years of work, no one wants to sell and feel like they left value behind.
Solution Sprinkle: ...that means stronger margins and a higher multiple allowing you to negotiate from a place of strength when the time comes.
Deeper problem discovery
"What's held you back from fixing this already?"
I'm on top of maps already
You've conquered every map possible?
I’ll be talking to a lot of other roofers between now and <day of appointment>, and they’ll want to meet sooner if someone cancels.
So if something changes on your end will you let me know right away?
In another contract until August, can't afford both.
Which loses you more money? Carrying an extra bill for a few months, or... giving up $X by delaying
Which is the bigger waste of money?
Ads are Underperforming
Pain Sprinkle:
…Right, we don’t want to be dependent on volatile ad accounts.
Solution Sprinkle:
…rather than being at the mercy of perfect ad account performance, you have brand dominance producing you even better quality calls
"Inviting" prospect to Strategy Meeting
Once I research your unique area I'll invite you to sit down with me. It's important to learn how these rankings actually work since it's what's driving the leads industry.
(bonus) Even young, newer roofers who are wise to it are now quickly outpacing the big guys around them.
Scarcity
We're covering the whole country but are careful about not overlapping clients.
Use to take 13 clients, but now only 5 per week
Will eventually stop taking new clients and focus on scaling out the existing ones.
Ads Targeting [city] (when scheduling SM)
I only work with 1 roofer per area to avoid conflicts and our ads are targeting [city] so let’s meet soon. I have an opening…
I am considering another SEO company who has a good reputation too, but is much less expensive.
If their service was priced the same as ours, who would you go with?
For an asset that generates this amount of money, is cost the most important factor?
Desire to Franchise
Pain Sprinkle:
“Yeah most people who attempt to franchise fail because they don’t have a strong, repeatable process.”
Solution Sprinkle:
…which means rather than franchise a new territory and hope they make it your franchisees take the fast path to brand domination.