Once they have scheduled a call with me, I have came up with the following script for closing them on the initial 'trial'.
Hey Kevin, how you doing? Where you calling from today? Great, well let's jump into the call as I know we are both busy, sound good?
Ok so here's how the call will go, I'm going to start by asking a few questions about your business. If it sounds like I can help and it looks like a good fit I'll explain what we do and how it works, then at the end you can decide whether you want to be a part of it or not, sound good?
So first of all, what motivated you to take the time to schedule this call? [looking for the answer "need more leads" or "don't have enough business"]
How long has this been an issue for you?
So how much is a customer worth to you on average? (AOV)
How many jobs are you closing per month?
How much does your business make net profit per month, on average?
How are you currently getting leads?
Do you know how much its costing you to get a new lead?
Do you have a process in place to get new leads systematically?
Are you comfortable relying on the way you are currently getting leads and new business?
Where do you want to grow this business to in the next 12 months? [get specific £ amount]
Ok, and what is your main motivation for getting to that number?
How would things be different in your business if you got to that number?
How would that impact other areas of your life?
OK Kevin, so your currently making £xx and you want to get to £xx per month...What is stopping you from doing this on your own now? [Look for the answer "I need more leads"]
So your currently making £xx per month, why not just stay where you are at?
Ok and when are you wanting to fix this?
So I know you are wanting to fix this issue now, but how committed are you to making this happen?
Ok Kevin, well we can definitely help with that. Would you like me to tell you about what we do and how it works?
My area of expertise is helping xx, like you, get more clients by delivering high quality leads using our unique lead generation system. We service xx around the country just like you.
Have you ever bought leads before? When I talk to businesses like yours, they almost always say the same thing. The leads are being worked by 5 different businesses and end up resulting in nothing. Am I right? Exactly, so how happy would you be if I told you the leads I provide are completely EXCLUSIVE, meaning nobody else will see them but you? [Shut up and wait for response.]
The way our program works is we generate high quality leads either by phone, or delivered to your email inbox. The leads come from PPC online advertising, and are highly qualified and looking for your service.
We normally charge £500 to set the whole system up, then £300 for a trial. The trial fee is for ad-spend only, and we don't make any money at all on that amount. Now, we have something called incentive based pricing. This means that if you take action and sign up within 24 hours of this phone call, we waive the setup fee, and you only pay the trial fee for ad spend.
After the trial is over, we evaluate your results and you can decide if you want to continue going forward. After the initial month trial, the fee will be £800/month total including ad spend.
Do you want to move forward now with the trial?
Any feedback would be greatly appreciated. The trial system is part of the Local Marketing Vault program by James Mckim, and people have had great success with it.