Summary of Prospecting Process

1. At a high level the process is that we run trials with various local businesses in
particular market niches, e.g. wheel and tyre sales in Wangara WA, then, if the trial is
successful we select a business to work with. If not, we move on to another market.
2. Each trial lasts 1 - 2 weeks.
3. We run several trials concurrently.
4. Rinse and repeat.

Prospecting Script

1. Is this the XYZ company?

2. Hi There. My name is Steve and I work with local businesses to help
them grow their customer base through the internet.
3. I don’t know much about the Photo Booth Hire market in Perth and so
I’m running a trial to test the market over the next few weeks.
4. During the trial, my system will generate live, customer referrals but I
don’t run a Photo Booth Hire service myself so I’ve got a bit of a
problem.
5. I’m looking to pass on the referrals to a few local businesses that will
look after them for me.
6. Would you be interested in helping me out by looking after some FREE
customer referrals, if I pass some on to you?

WAIT!

7. Look I can’t guarantee referral numbers, or anything, as it’s only a trial

and I don’t know this market.
8. My system will pass on the referrals in real time to your phone and email,
if that works for you.
9. What number would you like me to send them to? eMail address?
10. OK, the trial will kick off in the next few days but I’ll call you
beforehand to test the system connection to your phone. OK?
11. Great! Thanks for your help. I hope you make a few sales from the
referrals I’ll send you.

Tell the client that a few local businesses will be participating in the trial and that, if the trial
is successful, you will be looking to work with one of them.

Don't tell the client about the lead gen site or disclose the phone number or describe the
system. Just focus on what they will see.