Recession Proof Agency Sales Script

>>>> People are looking for a SOLUTION right now - easier than ever to get someone
talking <<<<<

OPEN:

Important - DON’T avoid the crisis discussion….LEAD IT..

2,3 minute:

How are you & your family doing during this time…?

How is your state being affected?

How has it negatively affected your business?

SET AGENDA:

So I know there’s a ton of craziness going on….. I’d love to ask some questions to be able to
get a better understanding of you guys, your current situation, your current goals, maybe some
bottlenecks we can help you uncover during this time….. Sounds good?

(Wait for an “okay” or “awesome” then move forward)

FIND MOTIVE:

That being said, give me a little run down. What motivated you to want to hop on a call?

If motive is found, then great. If not, dive deeper, for ex:

● Are there some challenges you feel your business is facing right now that
maybe were unexpected?
● Are you on track to hit your revenue goals?
● What do you mean by that?

AFTER THEY’VE MENTION A PAIN POINT:

So tell me more about that, how long has this been going on?
Do you currently have a gameplan in place to survive/thrive in this crisis?

Totally hear you, and that sounds tough…

Let me get a little better context.

UNDERSTAND THEIR BUSINESS:

What type of customers do you service?

Have you tried any sort of marketing in the past? What worked? What didn’t?

***IF THEY’VE TRIED OTHER AGENCIES***

Why’d you leave them? (Use this as leverage to BASH agencies as a whole)

Do you currently have any predictable patients acquisition systems in place? How are you
currently getting new loans?

Are you comfortable relying on just those methods?

Assuming it’s simplified, and pretty easy to learn - At this point, would it be safe to say you’d
rather just take things in your OWN hands and educate yourself how to do this whole marketing
thing to not only be productive & proactive right now but to safe on cost down the line?

****IF BUSINESS IS CLOSED****

What are you currently doing to stay productive within your business?

Do you know how much that could be costing you in the long run?

________________________________________________________________________

SELLING THE GAP:

On average, How many NEW customers we’re you getting per month?

Now let’s talk about more tangible numbers…

From a revenue standpoint, on average where are you at right now in terms of monthly revenue
and where do you feel like you should be? ​How much of a drop has the crisis caused?

What is your goal?

If we were able to take a time machine 12 months from now and things in your business were
going incredibly smoothly, where would you LIKE to be? Where do you envision you could be?

___________________________________________________________________________

PROBE DEEPER:

So, it sounds like you have a good idea on your revenue goals…

You at XXXXX And you want to get to XXXXX..

So tell me, what do you think is stopping you from achieving that extra INSERT GOALS HERE?

Repeat their problem…...and transition….

What gameplan do you have in place?

(We’re attempting to connect and deepen the pain).

>>>> TRANSITION INTO SELLING THE DEMO/PRESENTATION:

So, from everything you’ve told me, we can definitely help you reach the goal of _____ and help
you add another $______ to your revenue.

The next step would be to schedule a quick 30 minute or so demo call, where I can actually
walk you through the entire system and SHOW you how we can help you get from XXXXX to an
extra XXXXX ​even during this crisis.

*ASSUME THEY’LL WANT TO SCHEDULE*

I’m pulling up my schedule now, while that’s loading up...all we’d need from you is to have
access to a computer and have all decision makers present so we can show you how we can
help.

Sound good?
When would you have access to a computer so I can walk you through this system?

Great, would tomorrow or the following day work better for you?

Great, just so I don't mess this up, remind what time zone are you in? What’s your mobile #?

SCHEDULE DEMO CALL ON CALENDLY

REPEAT THE APPOINTMENT DATE TO THEM

KEEP IN MIND, IF POSSIBLE IT’S ALWAYS BEST TO DO THE DEMO THE SAME EXACT DAY

Things To Keep In Mind

● When possible (and applicable) tell stories

○ Stories covertly convince
○ It will give them something to connect and match their experience to I.E “its kind
of like”
○ Keeps people engaged
○ Helps drive home points
○ Covertly showcases expertise

● Always have the “I Go First” mentality

○ Identify what you want your prospect to be like and become it
○ Want them to be excited to talk to you - be excited to talk to them
○ Want them to listen to you on your Demo - listen to them
○ For ex: How you sell is how you buy...

● Always have the “I Go First” mentality

○ Identify what you want your prospect to be like and become it
○ Want them to be excited to talk to you - be excited to talk to them
 ○ Want them to listen to you on your Demo - listen to them
○ Etc

● Elicit that customers buying values

○ Listen to the answers they provide
○ Do they really just want an ROI
○ Do they just want to have their Face everywhere
○ Do they want to beat the competition
○ Do they just want to be apart of a community

Goal Of The Intro Call

● Understand the prospect

● Properly Diagnose

● Sell Yourself

● Sell The Next Steps (DEMO)

● You’re NOT there to sell your services

Common Mistakes

● Overtalking (Should be 80/20)

● Not listening to the client (What are they REALLY telling you)
● Selling your services
● Not taking enough notes on pain points for the Demo - this is your ammo
● Not covertly showcasing your expertise (Lingo, Stories etc)