Objections
"I'm busy"
"i'm working"
"i'm in a meeting"
so we can say "I didnt expect you to be on the couch eating chips, I know I called you in the middle of the work day. But at the end of the day you signed up with source for a reason, so what is ithat reason?"
end with an open ended question that pivots you out of the obj!
Create Urgency/Restate Purpose
As I mentioned before, that's exactly what I help my guys with. So, if having more visibility in the leads you are getting could help you (insert pain), when would you want to make a change?
What year did McDonald’s introduce the Big Mac?
1967
Why is search everywhere more important than SEO?
visibility ISNT enough!!!! validation is king!
validation is chat, reviews, comments= what otheres say about what you do
What’s the only fast food chain that has a museum dedicated to one of its menu items?
McDonald’s — the Big Mac Museum in Pennsylvania
Why are you calling me?
I ask this b/c I help people do a couple of things:
1. manage their business more effectively
2. Grow their practice through more visibility
TC
so as long as you see how I am different than (source), you believe it will help you accomplish (needs), and of course it fits the budget, would there be anything stopping us from getting started at the end of this call?
What fast food item did McDonald’s remove and then bring back after public demand?
The McRib
Why are FAQs important?
-Helps builds trust with clients AND AI
-HELPS WITH VOICE SEARCH
=secrete sauce that triggers google
Which fast food brand created a perfume that smells like grilled meat?
Burger King (“Flame”)
QDM
Is there anyone else that should be part of this call in order to make a business decision?
OKay, cool so you wouldn't have to run this by anyone in any way?
TSI Story
(show “about us” page on TSI website)
Before us talking had you ever heard of Townsquare Interactive before?
We're a publicly traded company on the New York Stock Exchange.
Currently we have over 30,000 small to medium sized businesses paying us month to month for our services.
We have a retention rate of 97% with those clients, so our guys are coming back because they want to, not because they
have to
We have a 4.4 star rating on Google with over 3,500 reviews
Are there any questions for me about Townsquare from a credibility standpoint?
Now let’s talk about one of the first steps in our process to make sure we get you better results, the website
What fast food item did Taco Bell once advertise as being made with “100% beef,” later revealing it contained fillers like oats and soy?
Seasoned beef filling
What is all included in the BMP
Lead management, calendar & appts, secure client portal, estimates & invoices, payment processing, and email and sms marketing messages, reporting, service tickets, communication with service team
What fast food chain used a chili recipe that included leftover hamburger meat?
Wendy's
I've got too much work right now and can'ttake on any more. I’m booked up.
“If a referral called you for a (area of practice), would you be able to take that case on or would you refer it out to another attorney?” Yes “So I just did a search in your area for (area of practice) and I see X, Y & Z popping up. Who has a better shoot at getting that case?” o FOL and back to needs No “Why Not?” “So, how are you tracking your cu
What do we focus on in a blog post?
each blog post is going to have city base focus = this proves we are local to this area
Which chain was the first to introduce a breakfast menu in the fast-food world?
McDonald’s (Egg McMuffin, 1972)
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
Which chain introduced a “Beer Cheese Bacon Burger” that actually included beer in the cheese sauce?
Wendy's
Not Interested (I have been told to not take these calls)
“…, 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 (area of practice) in (city/State), I see X, Y & Z but I don’t see you coming up as an option. How long have you had this practice in the area?” FOL and back to need
How does blogs work with 'search everywhere results'?
The convo tone answer the questions people are looking for
and with facts
= power house
What did Burger King briefly rename itself on social media in 2019 to promote a plant-based burger?
Burger Queen”
I just partnered 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?” Circle back to needs
Which fast food chain once offered to pay for couples’ weddings if they got married in one of their restaurants?
Taco Bell