01
Open · One Question
15 sec · 0:00 to 0:15
Hey is this [Business]?
"Yes"
Hey [Owner], I know you're busy, so I'll be straightforward with you, I don't want to waste your time or mine. 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.
Brief acknowledgment, then flow straight into Step 05 Sell the Vacation. The new S opener handles the "most people just figure customers will find them" framing.
S
Sell the Vacation · Outcomes Not Features
60 sec · 2:00 to 3:00
Yeah that makes sense. Most people just figure customers will find them, and for a while that does work. But what I find is that a lot of owners aren't against marketing, they're against paying for stuff that doesn't work. Does that make sense?
Wait for the yes. The "does that make sense" check pulls them into the conversation before you pitch.
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 R or click "Rebuttals" in the topbar for the full rebuttals page (opens in a new tab so you can keep it on a second screen).
R
Reinforce · Remove Pressure, Invite Next Step
15 sec · 5:15 to 5:30
Like I said, if you hate it no worries. But if you like what you see, let's talk about getting it set up.
Pause.
You can cancel anytime, your domain gets registered in your name from day one so it's yours if you ever leave, and I'll have your real site live within 24 hours. The whole thing is usually less than your monthly 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.
Now walk them through each tier. Lean toward Pro as the default. Soft-discourage Starter, validate Growth.
Starter is $49 a month. It's a five-page site, gets you online and looking real. If you just want a basic presence and nothing more, this works.
Pro is $149 a month, and this is what most owners end up going with. It's a ten-page site, so we're building a dedicated page for each of your services. That means you actually show up in Google for [Service 1] in [city], [Service 2] in [city], and so on. Five times the SEO coverage of Starter. Plus you get five small edits a month with a 24-hour turnaround, so when something changes we have it live the next day. For most owners, this is the sweet spot. It actually brings customers in instead of just existing.
Growth is $249 a month. On top of everything in Pro, we add two brand-new SEO pages every single month. Pages we write, we publish, that go live and start ranking. Plus an automated review engine that texts your customers after every job and asks them to leave you a Google review. And a real analytics dashboard so you can see exactly where your leads are coming from. This one's for owners who actually want to grow, not just maintain.
What feels like the right fit for what you're trying to do?
Open-ended ask. Don't push yet, see where they land. Their answer triggers one of the three lean-up branches below.
● THEY PICK STARTER
Lean them up
Starter works for some folks. The main thing it doesn't include is the dedicated service pages, and honestly that's where most new customers actually come from. For an extra $100 a month, Pro covers way more ground. Want me to just set you up with Pro?
Frame it as saving them from a mistake, not upselling. If they still want Starter after this, take Starter. But the deal value is higher at Pro.
● THEY PICK PRO
Validate the choice
That's the right call. That's what most of our clients land on.
Quick validation. Move straight into the HOT close below.
● THEY PICK GROWTH
Validate ambition
Love it. Tells me you're actually trying to grow, not just maintain. Let's get you set up.
Don't second-guess them. They went up the ladder on their own. Validate and close.
Once they've picked a tier and you've responded, move to the close based on how ready they sound.
● HOT
Ready to lock in
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"
Totally fair. Let me lock in a follow-up so we don't lose touch. I've got next Tuesday at 10am or Thursday at 2pm, which works better?
Always anchor to two specific times. "Check back in a few weeks" is a dead lead. Two times forces a real commitment without pressure to commit to buying.
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