This script is built on 7 key beliefs that must be addressed before discussing price, regardless of how the call progresses:
- Pain
- Doubt/Solution
- Cost
- Desire
- Money
- Support
- Trust
Opening (1 Minute Rapport Building)
“Hi [Prospect], great to meet you over Zoom. How has your week been so far? Just curious, where are you calling from? (Find common ground).”
“Awesome! I’m based in [Place].”
Frame
“I have a hard stop in 40 minutes, so let’s dive in. I’m [Name], [Title]. I’ll get an understanding of your business, its current state, and future plans. If we find alignment, I’ll share how we can work together, otherwise, I’ll refer you to someone else. Sound fair?”
Discovery
“Awesome! Let’s start with what you’re looking to solve or what’s not performing well on your website.”
- Pain: “How is this affecting your business operations?” (Probe further to uncover deeper issues).
- Doubt/Solution: “What’s been the biggest challenge in finding a solution for this issue?”
- Cost of Inaction: “If this continues for the next 6 months, will it put you in a tough position?”
- Desire: “Over the next 6 months, if we work together, what are your business goals?”
Transition
“Thanks for sharing. Based on what you’ve said, it seems like [Summarize the problem]. I’m confident we can solve this because we specialize in [specific area].”
Pitch
“We use AI to overcome [specific problem] and drive you to [desired outcome] in 3 months using our 4-pillar approach: keywords, search terms, content, and implementation.”
- Temp check: “On a scale of 1-10, how confident are you that this is the solution you need?”
Next Steps
“Once we’ve discussed the setup investment, we’ll send over [client homework], and you’ll start seeing results within 8-12 weeks.”
Price
“For everything we discussed, it’s a one-time investment of Rs. 8,500 for 3 months. Does that sound reasonable?”