CLOSING SCRIPT ** zoom close prep -get tabs in order (monopoly, case studies, social proof, LV calc) -get biz owner at desktop or laptop -schedule for first thing in the AM (or even after work) -make sure all decision makers are present -have this script in front of you **(take pressure off) just so you know I’m not a hard close, high pressure person, that’s not my intention. Let me tell you what the purpose of this call is: 1. Purpose of this call a. I’m not looking at the next few months, I’m looking at how we can make this work over the next 10 years b. My objective is to find out first, where you are currently at in you biz & secondly, where you want to go, what your end goal is. c. If my exclusive xyz leads help you achieve that goal & get you there quicker, this going to be easy and we’ll figure out a way to make this work. If I find out we don’t align then I’ll be the first to tell you and I’ll end this early. d. I’m looking for the right fit because I’m not going to try and sell you every couple months why this is a good idea… My only ask: I’ve already let you know I’ve got a call in a couple hours with another interested company, I’ve given you 5 leads for no cost and asked for nothing, I’ve shown you and will show you more case studies and testimonials, you’ve seen sites that I’ve ranked… by the end of this if it is a good fit lets put a deal together. Sound fair? 2. Learn about Company a. What was your revenue last year? b. What’s your revenue goal by the end of this year? c. How does your biz make money (different offerings) & what service is most profitable? i. Residential ii. Commercial d. What’s the end goal? (retire. Chase other opportunities? Golf more?) i. Why? ii. Why? iii. Why? DON’T SHARE SCREEN UNTIL THIS POINT 3. Preface Pitch: just so you know and are aware, we go into markets that are LHF (low hanging fruit) that have good search volume for this service and relatively low online competition. We reach out to the best 2-3 companies that are going to be the best partner for us and we do an EXCLUSIVE deal with the first one willing to commit. REMINDER: SELL THROUGH YOUR CLIENTS NOTE: you are going to walk them through the same thing you showed on your pre-close screencast (market monopoly/fishing, case studies, social proof, deal structure) 4. Market Monopoly Fishing a. Explain how google is a giant game of monopoly i. More digital properties = more $$ (winning the game) b. Show Examples: i. Sites that you have ranked (if you have or you can borrow) c. Case Studies i. Screenshots from clients, etc -do you have any question about how it works before we talk about cost? d. Explain why we don’t do: commission or PPL i. Explain xyz partnership. We invoice them for $5800 last month e. Explain why flat fee is the best for both of us OPEN LEAD VALUE CALCULATOR AND PUT IN THEIR NUMBERS (CONFIRM W THEM IF NECESSARY) 5. Explain that we use a formula for coming up with price. 6. Explain that the goal come up with a price that even if the worst case happens and we only get 15 leads per month, you will not only not lose money but will double your money. Because if you can put 1 dollar into my system and I can give you 2 back on the low end, we will be working together for a long, long time. 7. Based on these numbers, the price is $2000/month (insert price) and you get 100% of the leads. Just so you know it’s always a bit slower in december but in the spring and fall when it pops and we get way more expected, no one is going to be knocking on you door. 8. Explain that we do a 6 month agreement. “We don’t like to do anything too long like 12 months to start because we don’t want to be stuck and we don’t want you to feel stuck if it isn’t working out for either of us. But we need something long enough to give it a chance to show you how much money we can make over a period of time and also since we are 100% exclusive w/ you we need some reassurance that you aren’t going to call next month and say peace out which then makes us have to go and do this entire process over again after we’ve told everyone else no.” 9. Explain all that is included: a. LAY OUT WHAT COMES WITH THE DEAL: i. Exclusivity ii. Tracking # iii. Access to dashboard iv. GMB optimization + all leads from those efforts (our GMB) v. First right of refusal on all neighboring projects (plant seed for more projects) 10. Amex or visa “So like I said you get 100% of all the leads that come from this site, all the other stuff mentioned a second ago, and your price is guaranteed for the 6 months.” “I just need to grab your card details to get ya set up…… AMEX or VISA?”
