01
Open · One Question
15 sec · 0:00 to 0:15
Hey is this [Business]?
"Yes"
Hey [Owner], I'll be quick and straightforward with you. I work with local businesses helping them get more inbound calls and customers, and I had one quick question for you. Are you getting as much business as you want right now, or could you take on more?
Stop talking. No pitch. No demo offer. No company story. The question does the work.
C
Clarify · Branch On Their Answer
45 sec · 0:15 to 1:00
● IF THEY SAY
"Could take more"
Gotcha. Where do most of your new customers come from right now?
Listen. Examples: referrals, Facebook, Google, repeat customers, signs, word of mouth.
And if those referrals dried up next month, what would that look like?
◆ IF THEY SAY
"We're slammed"
Honestly if you're already booked, you don't need me right now. If anything I'd just say focus on reviews and your Google profile first.
Pause. Let the disarming land.
Out of curiosity though, if things slowed down six months from now, is there anything predictable bringing in new customers?
Why This Works
Telling a booked-out owner NOT to buy disarms every defense they've built against vendor calls. Every other agency they've talked to pushed harder when met with resistance. You're the only one who agreed with them. That breaks the pattern and earns the next 30 seconds.
L
Label · Mirror Their Words Back
15 sec · 1:00 to 1:15
So if I've got this right, most of your business comes from [their words], and there really isn't a predictable system bringing in new customers. Fair?
Wait for the yes. Don't fill silence. The label only works if they confirm it.
O
Overview · What They've Paid For Before
45 sec · 1:15 to 2:00
Have you ever actually paid anyone to help with that side of it? Like a website, or someone running ads for you?
Different from Step 02. C was about organic channels they mentioned (referrals, Facebook). O is specifically about PAID prior attempts.
● IF THEY SAY YES
"Yeah, we tried [X]"
How'd that go?
Listen for: "expensive," "no results," "they ghosted us," "wasted money," "didn't work." Do not interrupt. Their pain is your wedge into the Sell the Vacation step.
● IF THEY SAY NO
"Never paid for any of that"
Got it, that's actually pretty common. Most owners just figure customers will find them, and for a while that works.
Skip the pain-mining and go straight into Sell the Vacation. No prior burn means no agency-ghosted defense to overcome, but also no proof point that "marketing doesn't work," so the value pitch has to land clearly.
S
Sell the Vacation · Outcomes Not Features
60 sec · 2:00 to 3:00
Yeah that's pretty common. A lot of owners I talk to aren't against marketing, they're against paying for stuff that doesn't work.
Pause.
Honestly, most of what I do is making sure when somebody in [city] searches [their service], you're the first business they find. Not the design itself, just the visibility. That's where most new customers actually come from.
And even if you've already got a site up, the real question isn't whether you have one, it's whether anyone's actually finding it when they search.
Pre-handler. Disarms "we already have a website" before the E step. Sounds like natural pitch flow, lands the same point as the reactive response.
● THEY ENGAGE
"Yeah, makes sense"
Default path. Most prospects react with verbal agreement or quiet attention. If they're not pushing back, move straight to the demo reveal.
◆ THEY PUSH BACK
"I don't think I need a website"
Honestly, maybe you don't. But here's the thing - when somebody in [city] needs [their service] and doesn't already know you, the first thing they do is Google it. If you're not the first one they see, that's a customer you didn't even know you lost.
Pause. Let it land.
When somebody Googles [their service] in [city] right now, do you know if you come up first?
Listen. Most owners say "I don't know" or "probably not" - either answer proves the leak. If they say "yeah I think so," the demo in the next step will show them otherwise. Flow straight into Step 06, don't pitch the demo here.
D
Demo Reveal · Text It Now
30 sec · 3:00 to 3:30
So since I had your business pulled up already, I actually went ahead and built a quick sample site for you, just so you can see what it would look like. Way easier to just show you while we're talking than send a bunch of info you'd never actually look at. It's just a starting point, I'd swap in your real info and photos. Is this a good number for me to text it to?
Text the link. Wait for them to confirm they got it.
Honest framing. Don't lead with "I built you a free website" at the START of the call, that's the saturated opener every agency uses cold. By now you've earned the right to be direct, you diagnosed first. "Sample site so you can see what it would look like" is honest about what you're sending without sounding like every other freelancer.
W
While They Look · Let Them React
60 sec · 3:30 to 4:30
Take a look, tell me what you think. Be honest, you won't hurt my feelings.
Get them talking. Don't sell. Their reaction tells you which tier they need. If they say "yeah it looks good" pull more out: "Anything you'd want changed?" or "What jumps out first?"
E
Explain Away Concerns · One Acknowledgment, One Question
45 sec · 4:30 to 5:15
| "We already have a website" | Totally fair. Quick question, does it actually bring you customers, or is it more of a digital business card? |
| "Not interested" | No worries. Usually when people say that it's either timing or a bad experience. Which one? |
| "How much?" | Depends. Some businesses need a couple fixes, others want the whole setup. For most owners it runs $49 to $249 a month plus a one-time setup, depending on what makes sense. |
| "Send me info" | I can do that. Quick question first, if I send it over and it actually solves the problem we just talked about, what would stop you from getting started? |
| "I need to think about it" | Of course. What specifically do you want to think on? Sometimes I can answer it right now and save you a couple days. |
| "Call me back next month" | Happy to. What changes between now and next month that would make it a yes? |
Press O for the full objection drawer.
R
Reinforce · Remove Pressure, Invite Next Step
15 sec · 5:15 to 5:30
Like I said, hate it and no worries. But if you like what you see, let's talk about getting it set up.
Couple quick things either way: you can cancel anytime, your domain gets registered in your name from day one so you walk with it if you ever leave, and I'll have your real site live within 24 hours. For most owners, the whole thing runs less per month than their phone bill.
Pre-handler stack. Kills "let me think about it" (cancel anytime), "I'm worried about getting locked in" (domain in their name), "I don't want to wait" (24-hour live), and "how much?" (phone bill anchor). All four in one breath.
Starter
$49/mo
+ $297 setup · 5 pages · GBP setup · 1 city SEO
Pro DEFAULT
$149/mo
+ $497 setup · 10 pages · 5 edits/mo · 5-city SEO
Growth
$249/mo
+ $997 setup · 25 pages · 10 edits/mo · 2 SEO pages/mo · review engine
Domain bundled into every tier, registered in their business name. They walk with it if they ever leave. Lead with this if prior-agency burn comes up.
GBP setup only across all tiers. Do NOT promise ongoing GBP management or weekly posts. We help them claim and configure it on day 1. They handle posting going forward.
● HOT
Ready to pick a tier
Awesome, let's lock it in right now while we're on the phone. I'm gonna send you the payment link, takes about 90 seconds to fill out, then I'll get started on your real site today. Cool?
Close on the phone. Don't let them off without paying. The 90-second time anchor removes friction. If they hesitate, it's almost always a question, not a no.
● WARM
Hesitating but not no
Totally get it. What's the one thing holding you back from doing it right now?
Don't book a follow-up unless they explicitly ask. "Let's hop on tomorrow" is where deals die. Surface the real blocker first.
● COLD
"Not now"
All good. Mind if I check back in a few weeks to see if anything's changed?
Default recommendation = Pro. Only push Starter if they're a clear solo operator with no growth ambition. Only push Growth if they specifically asked for "the most you can do."
✓
Within 10 Minutes of Hanging Up
☐ Text the demo link (if not already sent)
☐ Log call in shared sheet (outcome, tier picked or objection)
☐ Closed? Send payment link + intake form
☐ Booked follow-up? Send calendar invite with demo link in body
☐ Cold? Set 30-day re-engagement reminder
☐ Heard a new objection? Post it in team chat
☐ Log call in shared sheet (outcome, tier picked or objection)
☐ Closed? Send payment link + intake form
☐ Booked follow-up? Send calendar invite with demo link in body
☐ Cold? Set 30-day re-engagement reminder
☐ Heard a new objection? Post it in team chat