KEY TAKEAWAYS

● 4 Ways To Approach Businesses:

○ In-person
■ For Outgoing & Extroverted Personalities
○ Phone
■ For Outgoing & Extroverted Personalities
○ Email
■ For Shy & Introverted Personalities
○ Online (Social Media)
■ For Shy & Introverted Personalities

● Identify who the owner is before reaching out (Decision-makers sometimes

hide behind their personal assistants, or secretaries, or other forms of
gatekeepers)

● Talk to the decision-makers when approaching potential clients

● ALWAYS be honest, and have integrity. Underpromise & overdeliver

results.

WARM SALE SCRIPT

1. Become a paying customer (i.e. Go to the restaurant you want as your client)
2. Talk to Decision-Makers
3. Take a Genuine Interest with the opening question: ​How’s business these
days?
4. T&S Formula (Talk & Shut-up)
5. Transitions (Segue from T&S Formula to the Pitch)
6. Pitch
a. Identify and point out the problems with their social media marketing:
b. Pivot Question:
i. “How much are you paying in social media marketing?”
ii. “How much is 1 loyal customer worth to you?”
iii. “What’s the value if I can bring you one more loyal customer a day?
(30 customers a month) Would that help you? You said they’re
worth $X amount - 30 new customers would be $X amount a month
 of revenue for you. Additionally you’ll get word of mouth marketing
of other people telling them about you.”
7. Partial Close
a. Don’t always close on the first meeting
b. “We should talk, I’ll come back and I can change your business.”
8. Identify & Follow up

COLD SALE SCRIPT

1. Open:
a. When speaking with a secretary/gatekeeper:​ “I work with different
dentists ​(OR whichever niche you work with), and I have a way to get
them more paying customers using social media.
b. When speaking with the potential client/decision-maker:​ “I was just
nearby and wanted to drop in and tell you one thing - I’m certified in
helping ​dentists​ (OR whichever niche you work with) use social media to
get more paying customers.

2. Pitch
a. (Be sure you’ve done your research on what your potential client is lacking
on their social media marketing) Identify and point out the problems with
their social media marketing:
i. “I was checking out your social media, I noticed you don't have an
email follow-up. You probably have people referring their friends --
they don’t always have time to call you, you're probably losing
customers. I can show you how to add an email autoresponder
and have automated follow-ups for people who follow your website
ii. Needs a better retargeting system.
iii. Needs to have a mobile-friendly website.
iv. Needs to have a video on their landing page, etc.

b. Pivot Question:
i. “How much are you paying in social media marketing?”
ii. “How much is 1 loyal customer worth to you?”
iii. “What’s the value if I can bring you one more loyal customer a day?
(30 customers a month) Would that help you? You said they’re
worth $X amount - 30 new customers would be $X amount a month
of revenue for you. Additionally you’ll get word of mouth marketing of
other people telling them about you.”

3. Partial Close (Include FREE Offer/Audit)

i. Don’t always close on the first meeting
 ii. Include FREE Offer/Audit
iii. “I'd love to talk with you a little more, I know you’re busy, I actually
have to go - when’s a good time to follow up? What's the best way?
I come by here every once in awhile, can I come by in a few days? I
just want to show you a little free audit/proposal that I created - it
breaks down everything you need to do - and I'm going to let you
keep this for free. If you want to have your secretary implement this
for you, that’s fine - you don't even have to use me. I'm good at this
- it'll take the average person 8 hours to do an audit, I can do one in
20 minutes.

I’ll create this audit/proposal; it’s a 1-2 page report. I can potentially
bring you X amount of customers this month - it’ll change your
bottom line.

(Optional ​Sweetener)​ If you don't make money, you can cancel at

anytime and I'll even give you a refund.”