Weather
What type of clouds are most likely to produce thunderstorms?
Cumulonimbus clouds
Right at the beginning of the call they ask, “How much does it cost” …
Which country has the most volcanoes in the world?
Indonesia
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
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
What is the strongest type of storm on Earth?
Hurricanes/Typhoons (tropical cyclones)
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)"
Which country is hit by the most tropical cyclones (typhoons/hurricanes) each year?
The Philippines
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?
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
What is the coldest permanently inhabited place on Earth?
Oymyakon, Russia
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?”
Which U.S. state is the flattest?
Florida
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
What do you do?
Mike what we do is if someone whips out their cell phone and types in x, we make sure you show up and they call you directly and help manage your business more affectively …. end a NA question?
Which U.S. state has the highest average annual temperature?
Florida
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
Which U.S. state is the only one that grows coffee commercially?
Hawaii
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?
Bridge Statement: you want to say this if they say they’re busy or not interested
Mike if I were to call you for x job/case would you be able to take me on or would you refer me out to a competitor?
What is the driest continent on Earth?
Antarctica
Online marketing doesn't work for me. I’ve been burned.
EMPATHY“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
What U.S. lake is the largest by surface area?
Lake Superior
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?
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