Random
No show OTF Transition/DM Reach
Hey Bob, it's ____ at TSI - I know last time we talked we had an appointment set up for (date, time) and you ended up getting caught up with a job. I know you're a business owner and get pulled in a million different directions so no sweat there, what we talked about last time was (needs/pain go straight into it!)
Once you get him talking again (trust your gut and assume the screenshare)
Give me a humble confident cold call opener
What do the stripes on the American flag represent?
The 13 original colonies
What is the study of mushrooms called?
Mycology. And if mushrooms could talk, they would have a lot to say.
What is the first goal of a cold call?
To lower the prospect's emotional guard and start a conversation.
CC Transition into OTF
The way that we do that is by following what’s called Google’s Best Practices. Have you ever heard of it? … It’s essentially Google’s rule book for what you have to do online to show up. So I’ll actually shoot over the first step to you. While I do that, [NEEDS ANALYSIS QUESTION].
what are the 4 pillars?
1. website content
2. GBP
3. independent endorsements
4. Well run business
A prospect says, "I need to do my own research." What's your response?
"That's actually the reason we get on screenshare—so we can do the research together and answer your questions in real time."
If a prospect says, "Word of mouth keeps me busy," what's your next question?
"What happens if referrals slow down?" or
"How are customers who don't know you finding you?"
After a prospect says, "We're all set," what should you do before pitching?
Ask a follow-up question to understand why they feel they're all set.
"if i were to call you right now for a job would you take me on or refer me out?"
TC
Based on everything we've covered so far, what are your thoughts/do you believe this will help solve xyz?
Great so as long as the conversation continues to go this way and we both agree this is a good fit, I’d love to earn your business, is that fair?
This is the question you ask after a prospect says they're getting plenty of referrals to uncover if they're relying too heavily on one source.
"What happens if those referrals slow down?"
What's one reason prospects no-show demos?
The rep didn't build enough value or urgency before ending the cold call.
At what temperature are Celsius and Fahrenheit equal?
-40
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?
QDM
so i have a few more things to go over and then we will get to the price. is there anyone else that should be a part of this call to help you
make a decision like a spouse, business partner – or is it just you and me? Ok, so you don’t need to run this by anybody in any way?
This type of question uncovers how a problem is impacting the prospect's business.
What is a second-level pain question?
What year did the Berlin Wall fall?
1989
Name three things every cold call should accomplish before asking for a screenshare.
What's the difference between a business owner saying "I'm good" and "I don't need it"?
"I'm good" is usually a reflex; "I don't need it" is an objection that needs to be explored.
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?
This AI platform is changing how customers search for local businesses without using traditional keywords.
What is ChatGPT?
In 1996, a sheep became the first mammal cloned from an adult somatic cell. What was the name of that sheep?
Dolly
What's the biggest mistake reps make after getting a good answer from a prospect?
They pitch instead of digging deeper.
TC
Based on everything we've covered so far, what are your thoughts/do you believe this will help solve xyz?
Great so as long as the conversation continues to go this way and we both agree this is a good fit, I’d love to earn your business, is that fair?