GOAL- Take inbound calls and convert them to appointments same

day and close the sale.

----IMPORTANT--- If you work out in the field and a call comes in from a real prospect get
to a quiet place. SPEAK LOUD AND CLEAR… not muffled. Do not continue to do other
work while on the phone. Your prospect wants your undivided attention and deserves
it.-----

-When answering the phone greet customers in a unique, friendly way: “Thanks for calling
My Fence Company Name - How can I make you smile today?” ( This usually gets a
positive response or chuckle- You have just beat 50% of the competition right there.)

Prospect- Yeah how much you guys charge for a fence?

You: Sure... So yeah... Let me get you a fast quote. May I get your first name please? And
what city are you in? And the street address please? (write it down or record call for reference)
You will use this further down the script.)

Thanks for considering us First Name.

Now do you already have a pre-existing estimate with measurements & materials that we can
go by to compare apples with apples? (If first call- Oh great well I’m glad I get to be the first to
help you out. Do you have your exact measurements, know the material you want, etc?

PROSPECT: -No. Can’t you just ballpark it?

YOU: I could.. But if I tell you a number that is too high it may scare you off and if I tell you a
number that’s too low and then take measurements that turn out to be much higher I look
incompetent. So over the years I’ve learned the best practice is to say this: Price is going to be
dependant on several options such as style of fence, materials, footage, location & more. (get
them off price for a moment) Tell me this please… What style of fence are you interested in? (if
you don’t carry that style of fence - offer them your better alternative and state the benefits why
they should choose your alternative over what they were thinking) If you get them onboard with
your alternative go to to the next step. If they’re still hung up on price… Ask them: “are you
more concerned about getting the best price or is best quality of materials and expert installation
equally as important?”

YOU: One of the reasons our customers love us & that were top-rated on Google is because we
truly care about giving the most value for your money. So what kind of an investment did you
have in mind for your fence?

#1 PRICE- PROSPECT: if prospect gives you an adequate budget that sounds reasonable
based on their expectations- say this: “Assuming that we can meet all your conditions of

https://www.fencemarketingteam.com | 855-217-0194 | scott@fencemarketingteam.com

satisfaction with regards to your fence style, installation and as a company how soon
would you want to get started?” -If prospect tells you they are looking to get started right
away, within a week or two…. Push for a meeting right then and there like this: “okay great, well
it just so happens my team passing by your area today, so if it helps you out I have no problem
dropping a written estimate to help you out and showing you a couple samples. Will 1 hour
work for you?”

#2 PRICE - PROSPECT: I am not sure. You say, “well if you had to guess...” If your prospect
truly does have a budget in mind it is very hard for them to squirm their way out.

#3 PRICE - PROSPECT- I really do not have a clue, that’s why I’m calling you for a price. You
say: Well we would need to take measurements, know the style of fence and several other
factors. It is kind of like me going to a car lot and asking them what’s the price of the car? So I
think we can both save each other sometime if you tell me what you can afford and then I
offered her to give you the most value for your money, fair enough? well it is not my place to tell
you what you can and cannot afford… So if you had to make a guess what is the first thought
that comes to your mind?

PROSPECT: “I won’t be home.” Say, “no problem- When is a better time? Then go to their
house and knock on their door and close the sale. By you showing this kind of initiative, you
will have beat out 90% of your competition. They will respect you for that.

*Try to stay away from technical fence jargon… Your prospect does not know the terminology
and it’s a turn off… they know what a fence is, and have a rough idea of the different types of
materials… That’s it. Keep it simple. Assess if their budget is realistic or not… clean it up and
get them to commit to larger budget - offer affordable financing as an option many choose- If
they are agreeable to larger budget & state that they are willing to get started if you meet all
their conditions of satisfaction... meet them same day and close sale.

*Use IFTTT and text their information to a google sheet for later follow ups. Get really creative
and use Zapier or a CRM to create an automated sales funnel.

https://www.fencemarketingteam.com | 855-217-0194 | scott@fencemarketingteam.com

 Ready to get some help with taking your fence company to the next
level?
Let’s schedule a strategy session call:
https://www.fencemarketingteam.com/schedule

https://www.fencemarketingteam.com | 855-217-0194 | scott@fencemarketingteam.com