45 Min Strategy Call

Question 1

What is the first step of the strategy call?

Answer 1

Small talk

Question 2

Part 2: State how the call is going to go.

What is the script?

Answer 2

Ok NAME, well how this call will go is, I will start of by asking you some questions about your business to get a complete understanding of your needs. Then if it sounds like I can help and if it sounds like we’re a good fit, I’ll explain what I have to offer and how everything works. Then at the end you can make a decision whether you want to do business with me or not.
Sounds good?

Question 3

Part 3: Figure out why they are on the call.

What is the script?

It is designed to take their desire, where they are at and build a bridge that connects them to the solution.

Answer 3

So NAME, tell me what motivated you to take the time out of your day and schedule a call with me?

Question 4

Part 4: Understand their current situation.

Questions that you can ask the prospect about their business?

Answer 4

• Ok, NAME, tell me a little about your business.
• What services/products do you offer?
• What differentiates you from the competition?
• Why do people buy your product/services?
• What problems do your customers face in business or personal life that motivates them to buy from you?
• Which of your service/product is your best seller?
• What is the price of that service/product?
• What is your sales process? (If they are not sure) What steps does someone have to take to become a customer?
• Do you have a CRM? Is your CRM connected to your website?

Question 5

Part 4: Understand their current situation.

What if the prospect asks, “Why are you asking so many questions about my business? What do any of these questions have to do with my website?”

Answer 5

“You know NAME, that’s a great question and the reason why I am asking all of these questions, NAME, is because I am not just a web designer. I am a web consultant and MY goal is to help your business thrive. This is to help me better understand your business and find out if I am actually able to help you.
[PAUSE]
Shall we proceed?”

Question 6

Part 5: Gather Data On Their Pain Points

Questions to ask prospect for pain points?

Answer 6

• How are you currently getting clients?
• Have you done paid ads or marketing?
  If yes (Yes) How has it worked for you?
• Where are you sending the paid traffic to?
• Do you know how much it costs to get a new client?
• Do you have an email list?
  (If yes) How big is your list? (#)
  How often do you send an email? (X Days)
  Approx how many sales come from that channel? ($)
• Is your website getting customers right now? (If yes)
  (Great) When was the last time? Is consistent?
• Do you have Google Analytics on your page? Do you know the monthly traffic of the website? Do you know how many customers you are gaining and losing each month?

Question 7

Part 5: Gather Data On Their Pain Points

Questions to help prospect analyze their website?

Answer 7

• Let’s evaluate your website from your point of view Okay?
• When you look at your website, do you feel it reflects the quality of your product or service?
• Do you think your current page is helping you win or lose customers?
• Now, let’s evaluate your website but from the point of view of your client. Cool?
• If you visit WEB.com right now, do you know what they offer, how do they make your life better and what you have to do to get it?
• When you visit WEB.COM from your cell phone or device? Is it easy for you to get what you are looking for quickly?

Question 8

Part 6: Figure out what their vision for their business is

Questions to ask about their vision?

Answer 8

OK NAME, what do you want to achieve with your website in the next 90 days?
What kind of revenue would you like to make per month with this?
How would things be different for your business if you reached [DESIRED GOAL]?

Question 9

Part 7: Release control and gain self-admission

What is the script for this step?

Answer 9

OK NAME, you told me that you are [CURRENT SITUATION] and you want to [DESIRED SITUATION].

What do you think is missing in your business that is preventing you from having the ability to get clients online?

Question 10

Part 7: Release control and gain self-admission

What are the 3 magic reasons that are preventing a client from having the ability to get more customers online?

Answer 10

1) Inability to do it on their own.
2) Wanting to do it faster.
3) Wanting to follow a proven system and have guidance by somebody who has actually done it.

Question 11

Part 8: Gain Commitment & Wrap Everything in Emotion

What is the script for this step?

The goal is to ask questions that gets them to open up more. Work with some of the pain
points they gave you earlier. Dig for the emotion and the pain they are experiencing. Responses to this part must be emotionally driven. It is their why for why they want your services.

Answer 11

OK NAME, so you are currently [MENTION A FEW DETAILS FROM THEIR CURRENT SITUATION] and you want [MENTION A FEW DETAILS OF WHAT THE CLIENT WANTS TO GET]
Do you think that having a website focused on results would help you grow your business?
Got it! And if I had a proven system to acquire clients, would you be open to implementing it in your business?
Cool! And how committed would you be in implementing it?

Question 12

Part 9: Acknowledge the gap

What is the script for this step?

Answer 12

OK NAME, thank you very much for answering the 1000 questions! hahaha I know that I sounded like a private investigator, but as I told you at the beginning, my intention is to get to know your business to see if I can really help you.

And well, I can definitely help you with that.
Would you give me the opportunity to share with you what I do and how I can help you?

Question 13

Part 10: Authority

What is the introduction script for this step?

Answer 13

Well NAME, I am a Web Consultant and my area of expertise is helping businesses get the most customers from their website by implementing our Client Acquisition System. Everything a company needs to acquire clients online in 2024.
I typically work with _____________ and I help them to _____________________.
(Mention Them) (Mention what they want)

Any questions here so far?

Question 14

Part 10: Authority

What is a client acquisition system?

Answer 14

The client acquisition system is composted of a strategic website built on WordPress that uses a proven formula that top companies like Tesla use to create customers online. It consists of 4 pillars:
*Website Transformation
* Reviews & Online Reputation Management
* Organic Audience Building
* Pre-selling Mechanism that helps website visitors enter the first step of your sales process

Question 15

Part 11: State the offer and how it works

How must the offer be stated?

Answer 15

Your statement must be fixated on the outcome.
Do not trigger the feature part of their brain.
You must talk about your offer from a hawk eye/ high level point of view. Not on the ground, nitty gritty detail point of view.
State the offer, and shut up - again. Do not talk about price in this point.
At this point, the lead will ask until they know your offer works and have an understanding of how it will work for them. They will ask until they have the answers they want.

Question 16

Part 12: Price Question

When do you address the price question?

Answer 16

Only when your prospect asks for it.

Question 17

Part 12: Price Question

Script for pricing for package

Answer 17

OK great, NAME as far as the CAS/Website cost we need two things

ONE, The tools we need make the website; Like the domain, secure hosting etc.. and TWO, my agency fee, the cost to actually make it and a maintain it. So…

(A) - The client acquisition is system is $10,000 (Remember Value Based Pricing

(B) - I have a three options for you. (Use this if you are unsure of their purchasing power)
* Solution A) Most Expensive
* Solution B) Most Popular/Best Value - This is the one you want them to get
* Solution C) Low price

NOTE: Only use Option B if they are on the fence

Question 18

Part 12: Price Question

Script for pricing for maintenance

Answer 18

And then as far as maintaining the website, it’ll be our job to make sure it is working with no issues so that you get the most from your investment.

(Only if they ask) Our maintenance package ranges from $XX to $XX per month. (At the end of the project, we will pick a plan that works for you.)

Question 19

Part 12: Price Question

Script for when they are ready to move forward with purchasing

Answer 19

Awesome! Well we can get you started right now if you want. (OK well how do we do that… OK how do we do the payment… Words like this….) We can do credit card over the phone if you want.

Question 20

Objections

3 Reasons Why People Don’t Buy

Answer 20

1. Circumstances
   * Time
   * Money
   * Fit
2. People
3. Avoidance

Question 21

Objection Handling

Objection: I need TIME to think about it.
Script for response:

Answer 21

“Got it… and I encourage that. We want this to be a great fit for everyone.”

“If you don’t mind me asking NAME, What haven’t we discussed that you still need to think about it? That’s why I take the time on these calls. I’m here right now to not sell you anything but rather help you make an empowered decision while we are still on the phone together…What questions or concerns do you still have that are unanswered?”

(Discuss those.)
“I want to create the space to be completely transparent with each other.”

NOTE: Set a specific TIME and DAY the next day to close the deal, say you’ll be happy to extended extra bonuses until tomorrow (1-2 days MAX)

Question 22

Objection Handling

Objection: I don’t have the MONEY. I need time to find the MONEY and look over my finances.
Script for response:

Answer 22

“Okay…”(Silence) “I understand that finances can be a challenge, and we always do our best to work with people in this scenario.”

“Let me ask you this, putting the money aside, is this something you really want to do for your business? Because if it’s not a good fit, that is okay, too.”

*(“Oh no, I want to do it.”) *

“So how can we make this happen for you?”

Help them pick an amount they can get started with.
Mention breaking the payment down to 2 or 3 monthly payments?
(You can mention ADA Tax credit as well)

Question 23

Objection Handling

Objection: I need to check with partner or spouse.
Script for response:

Answer 23

“Yes, I totally understand. That is very important. So let me clarify here. Are you saying you are in, and you just need to get a ‘sign-off’ from your spouse/partner, and then we are moving forward? Or is there something else?”
If yes, say, “Okay great. When specifically will you guys be able to talk?” “Perfect. So you will have spoken with your partner/spouse by noon eastern tomorrow…”
“Awesome, I’ll reach out tomorrow by noon and I will hold the extra services I am including until then.”
NOTE: Set a specific TIME & DAY they need to get started by and get the incentive added value. Also, offer to get on the phone with the spouse and discuss.

Question 24

Objection Handling

Objection I need to check with partner or spouse.
Script for when the spouse/partner hops on the call

Answer 24

Hey NAME, Great to meet you, My name is Alex I am a Website Consultant and I specialize in helping businesses get the most clients from their websites. I am talking with NAME (the partner/spouse) and want to know what questions do you have about us helping your business get the most clients possible?

Question 25

Objection Handling

Objection: I’ve had my websites done before and still haven’t gotten the results I wanted.
Script for response:

Answer 25

“1 to 10 close: From a scale from 1 being Alex you suck, smell, and never want to see you again to 10 this is a system that I want to get started with today. Where are you at?”
(The number doesn’t matter.)
“Ok, got it, what would it take to make you a 10?”
“Why aren’t you a 1?”
“If this was an effective system that helps you get clients would you do it?” Yes.

If they say “no”. “Cool, then I don’t think we need to talk about this stuff, I feel we have something else going on. I apologize if I didn’t do a good enough job to make you trust me or if I didn’t do a good enough job to clearly explain our unique offer.”

Question 26

Objection Handling

Objection: Do you have a guarantee?
Script for response:

Answer 26

“Absolutely. We guarantee that if you keep the same website that you have, you’ll get the same results, that’s is guaranteed.”

“It can’t get worse, it can only get better from here.”

“Now with that said, we also guarantee that our system works, numbers don’t lie, and even you will know when you see the final product being implemented, you will think, this makes sense.
And by the way, if you don’t feel this way, I am happy to give you your money back. You have zero to lose.”

Question 27

Objection Handling

Script for when your prospect is on the fence:

Answer 27

“Look NAME, the REAL decision you are making isn’t whether or not to work with me or anyone else out there. That’s really irrelevant….
The REAL decision you have to make is whether, or not, you are ready to commit to (having the things they said they wanted to have in their business and/or life), or whether, or not, you want to continue… (having all the problems and challenges they just told you they had).
THAT’S the REAL DECISION you are going to be faced with, until you are ready to take action.”
So what do you say
Ready to get started?”

Question 28

Demo Close

5 Steps of the Demo Close

Answer 28

1. Open their website and remind them where they are at?
2. Open your website and remind them where they want to be.
3. Open Tesla website and validate the offer
4. Open 1776moving.com and remind them the biggest problem most businesses face
5. Go in for the close

Question 29

Demo Close for Part 1: Open their website (Where they are at)

Script:

Answer 29

This part right here is called the Above The Fold (or the Hero Section)… This is the most valuable real estate of your website and is what visitors first see..

And this section of your website determines whether someone stays or leaves your site…
They came, they saw, they left.

Those are the side effects of a website that lacks clarity…
[NAME] whenever a potential customer visits your website they want to know 3 things and 3 things only.
1. What do you offer?
2. How does it make my life better?
3. What do I need to do to get it?
In 2022, if you are not able to provide those answers within the first 6 seconds, your visitor will leave… it’s that simple…
Let me show you an example…

Question 30

Demo Close for Part 2: Open your website (Where they want to be)

Script:

Answer 30

If you confuse, you lose. [NAME]

Notice, instead of using a stock picture like everyone else, we use a video to show what it looks like to do business with us. Helps the trust factor big time!

The goal of a website should be to get clients, because if is not, the website by default will push people away to the competition….

The point of a website in 2022 is to make it as easy as possible to do business with you.

The way to do this is by also making sure your website is connected to your sales process. In my case, the first step of my sales process is to schedule an intro call.

Question 31

Demo Close for Part 3: Open Tesla website (Validate the offer)

Script

Answer 31

1. The reason I am showing Tesla, is because the have successfully sell one of the most important purchases a human makes in their lives using their website. If they can sell a car using this strategy, we can 100% sell your [MENTION PROSPECT SERVICES]
2. Explain the menu, how they show what they offer fast and simple
3. Is simple to navigate
4. If you are interested in learning let’s say more about the model X, notice that when we click, it takes us to a page that only talks about that.
5. And Notice the above the fold and how fast the use people can get the information they care about. In these case, How far, how fast, how much power.
6. Notice although Tesla can talk a lot about their technology, they choose to keep it simple and focus on what actually matters to the visitor. How does the car benefit them.
7. And lastly, you’ll notice each page has a call to action, that when clicked it that takes people to the first step of their sales process. You can buy the car within seconds and all that information gets sent to their system.

Question 32

Demo Close for Part 4: Open 1776moving.com (The biggest problem most bus

Script:

Answer 32

1. One of the biggest problems a business face is they don’t know when and If a new client is coming
2. They rely only on referrals to get new clients, which is not a way to get new business with predictability.
3. The way to solve this is by building and growing an email list, an audience, someone to sell something to. Think about it like having a lake full of fish, some fish are growing by being nurture and some are ready to buy.
4. Implementing a way to obtain and capture emails makes a huge impact in the business bottom line.

By the way what I just cover are just a few elements that go in to our system, there is more under the hood. What we offer is way more than just a website.

Does this makes sense? Can you see how effective this system can be? Any questions?

Question 33

Demo Close Conclusion

Script

Answer 33

In conclusion, [NAME] there are a lot of website designers out there, like I said I just want you to make sure you have the distinction that what I am offering you is not just a website but rather a proven system that has a lot of purpose and strategy under the hood built to grow your business.

So what do say [NAME] would you like to get started?