Blue Collar
White Collar
White/Other Vertical
Obj
Keep it Simple
100
What machine is this?
EXCAVATOR! "i like to move dirt"
100
"i already have a website"
Totally — this isn’t about having a site, it’s about being found.”
end with open ended na
100
"we're doing okay without marketing"
"we are doing good with wom"
"most businesses who say that are surviving- not growing. So do you want to scale your business this year?"
100
"No one wants to work, economy, employee etc"
That’s a great one to prepare for — it’s one of the most common “stall” objections right now. When a prospect blames the economy, government, or lack of workers, they’re really saying “I don’t see a reason to invest right now” — so your reps need to acknowledge it, validate it, and then pivot to control and opportunity.
1. Acknowledge + Relate
Goal: Show empathy and understanding so the prospect feels heard.
Example lines:
- “Yeah, I totally get that — a lot of business owners are saying the same thing right now.”
- “For sure, it’s been a weird few years with hiring and costs going up — totally valid concern.”
2. Reframe Around Control
Goal: Shift focus from what they can’t control (the economy, politics) to what they can (visibility, demand, branding).
Example lines:
- “The thing is, none of us can change what’s happening out there — but the guys who keep their visibility strong through times like this are the ones who end up busier when things pick up.”
- “You can’t hire good people if they can’t even find you. The ones investing in their online presence right now are the ones attracting the good workers and customers everyone else says they can’t find.”
3. Flip It Into an Advantage
Goal: Use scarcity as leverage — fewer people advertising means more exposure for those who do.
Example lines:
- “The truth is, most of your competitors are slowing down right now, which makes it the best time to get seen. It’s cheaper and easier to stand out when everyone else is quiet.”
- “When the economy dips, the guys who stay visible grab market share. You don’t want to wait until things ‘get better’ — by then, you’re playing catch-up.”
4. Close With Vision or Logic
Goal: Bring it back to results and consistency.
Example lines:
- “It’s not about what’s happening in the news — it’s about staying consistent so your phone still rings.”
- “You built your business by staying active, not by waiting. This is no different — you’ve got to be visible to stay busy.”
Get the prospect to see that:
- The environment isn’t the problem — visibility is.
- Good workers are still out there; they just don’t know you’re hiring or exist.
- The people who win in a “tough economy” are the ones who stay visible and consistent.
100
What builds confidence — training or reps?
Reps
200
What machine is this and what vertical(s) uses it?
skid steer
200
How can you quickly disarm an attorney and drop their guard (3 things)?
Disarm Strategy:
- Respect their time
- Get to the point fast
- Lead with logic or value
200
Which business type often gets clients through trust + credibility rather than impulse buying?
Lawyers (and other professional services)
200
"that sounds interesting, but we are good right now you can follow up in 90 days (couple of months"
(how do you push back when someone is pushing you off the phone)
Polite + Control
“Totally — I’ll be brief. Real quick, do you handle the website stuff yourself or does someone do it for you?”
Keeps them on the hook and pivots to a question.
Permission + Value
“Understood. Before you go — we’re only calling businesses we can actually help. Can I ask one fast question to see if this even makes sense for you?”
Most people say “sure.”
Disarm + Redirect
“No worries — 10 seconds and you’ll know if it’s relevant.”
Short, confident, non-pushy.
Pattern Interrupt
“I get that a lot — that’s actually why I’m calling.”
Then go back into your opener.
Flip the Push-Off
“Totally — most businesses we call aren’t actively shopping either. That’s actually why we look to see if they fit first.”
Then re-enter discovery.
Remove Threat + Create Safe Exit
“No problem — I’m not trying to sell you anything today. Just want to see if this should even be on your radar.”
200
What should you NOT do after an objection?
Over-explain
300
"I'll wait until spring."
"call me back in spring"
"call me back next season"
Totally fair — the only catch is results take time. Starting now means you’re visible by spring.
300
What does CBT stand for in mental health treatment?
Cognitive Behavioral Therapy
300
(really white collar but ran out of space)
What type of insurance covers protection against financial loss due to death?
life insurance
300
"Yall don't have good Reddit reviews..."
Facts & Talking Points
1. Platform Differences
- Reddit is not a review site — it’s a discussion forum. Posts there are personal opinions, not verified client reviews.
- Reddit threads can easily be dominated by one or two loud voices, and people often jump on negativity because it spreads faster.
- Unlike Google, Reddit doesn’t verify if someone actually used the service they’re talking about.
2. General Stats You Can Reference
- Around 70% of Reddit users admit they post for “discussion or venting,” not for balanced feedback.
- Google reviews come from verified accounts and show up in search results — they directly impact how customers find businesses.
- Yelp’s average review volume is small compared to Google — so a few bad posts can heavily skew the average.
Demo or Call-Friendly Ways to Say It
Option 1 – Calm & Confident:
“Yeah, I’ve seen some of those Reddit threads — most of those are just people sharing opinions or venting. Reddit isn’t a verified review site, so anyone can post without even being a client. What really matters is Google — that’s where our verified clients are reviewing us, and we’ve got 4.4 stars with over 4,700 reviews there. That’s the real track record.”
Option 2 – More Conversational:
“Reddit and Yelp are kind of the ‘comment sections’ of the internet — people go there to vent. Google’s where real customers go to leave verified feedback, and that’s where we’ve built 4.4 stars with nearly 5,000 reviews. That tells the real story.”
Option 3 – Short & Punchy (for reps):
“Reddit’s just chatter — Google’s data. We’ve got 4.4 stars from 4,700 real clients, that’s what counts.”
300
The goal of the call is to…
Move the conversation forward
AND
FIND the PROBLEM we can SOLVE
400
Ask 5 specific blue collar open ended questions
1. “How’s your crew handling [specific task] right now?”
Use this for scheduling, quoting, dispatch, time tracking, etc.
“How’s your crew handling job scheduling or last-minute changes right now?”
✅ Why it works: It makes them think about a real part of the business that’s probably a headache.
2. “What’s the biggest headache you’re dealing with day-to-day?”
✅ Why it works: They’ll often tell you about delays, unreliable workers, or slow quoting—gold for a solution pitch.
3. “How do you keep track of [equipment/jobs/employees] when you’re out in the field?”
“How do you usually keep track of jobs when you’ve got guys in different locations?”
✅ Why it works: Opens the door to inefficiencies, old systems, or stuff they’ve outgrown.
4. “What’s costing you the most time or money right now?”
✅ Why it works: Simple, straight, and they will have an answer—probably more than one.
5. “How do you usually win new jobs—word of mouth, ads, or something else?”
✅ Why it works: Great if you’re selling anything related to lead gen, quoting, or CRM.
6. “Are you trying to grow this year or just keeping things steady?”
✅ Why it works: Helps you qualify if they’re in growth mode and more likely to invest in tools/services.
7. “What’s one thing you wish ran smoother in your day-to-day?”
✅ Why it works: Wide open—lets them pick the pain point they care about most.
Bonus Real Talk Opener:
Start with something like:
“Hey [Name], not sure if this’ll even be relevant for you, but I work with a lot of [plumbers / electricians / landscapers] who are tired of wasting hours chasing paperwork or managing jobs with texts. Mind if I ask—how are you keeping things organized right now?”
👉 That sets you up to naturally drop one of the questions above.
400
We get some calls from Facebook.”
Dig:
- “When’s the last time a customer found you through Google search?”
- “If a homeowner types ‘roof repair near me’ today, are they finding you or your competitor?”
- “How many calls a month do you think you’re missing because you’re not showing up there?”
Impact:
- “What does one missed job cost you?”
- “If that’s happening every week, how much is that costing over a year?”
3. Creating Urgency
Future Pain Visualization:
"If nothing changes, in 6 months your competitor will have 6 months of online reviews, ranking, and brand presence ahead of you — that’s hard to catch up from."
400
You’re not just selling “a website,” you’re selling visibility, credibility, and business efficiency. So the pain and urgency need to be about (3 things):
- Not being found online → losing calls & jobs
- Looking outdated online → losing trust
- Wasting time/money because they’re not using a tool like BMP to manage business efficiently
Quarter Flow Reminder:
- Q1: Rapport + Visibility Gap
- Q2: Proof they’re not showing up (rankings/screenshots)
- Q3: Show tools (website + BMP) that fix it
- Q4: Close on urgency
Redirect Line:
"I want to circle back — right now when someone searches for what you do, your business isn’t coming up. How often do you think people are searching online for your service each week?"
400
"Yall have bad Yelp reviews....."
“Yeah, I totally get that — you’ll see mixed reviews online because we’ve worked with tens of thousands of small to medium size businesses. Yelp tends to show more negative experiences since happy clients rarely go there to post. But if you look at the bigger picture — we’ve got a 4.4-star rating on Google with over 4,700 reviews, compared to Yelp’s 1.4 with about 300 — that shows where the majority of our real, active clients are sharing their experiences.”
400
“We’re busy / call me later”
“Totally fair — are you saying timing is the issue or that you’re not interested in understanding how Google sees the business?”
Split framework works beautifully. 50% reopen.
500
These folks are busy, usually on the move, and straight-up allergic to anything that sounds like BS or corporate jargon.
so what is 3 things you should focus on when you are calling blue collar
So your open-ended questions should be:
- Quick to understand
- Focused on saving time, money, or stress
- Framed around their day-to-day reality
500
Roughly what percentage of people search online before choosing a healthcare provider?
80-90%
500
Which industry loses the most revenue from negative online reviews?
Healthcare & legal services
500
“We don’t need customers right now”
"thats great! B/c i am not lead gen. I get that — and I’m not trying to fix a problem you don’t have. My question is: do you want to stay where you’re at or continue growing online for the future?”
500
Which type of business benefits most from ranking for “near me” searches?
Local professional services (dentists, therapists, CPAs, lawyers, etc.)