CONFIRM DEMO SCRIPT - Eric

Industry:

HVAC

Objective:

CONFIRM Strategy Call to Be Sure Prospect Shows to the Clal

Offer:
Custom Strategy Call Showing You How to Get More Customers from Maps Search Traffic in 2023

Tonalities Key

Five Hour Energy Tone

Authoritative Tone

Casual/No Big Deal Tone

Whisper Tone

Unreasonable Confidence

Energetically Curious

Inflection Key:

⇧upperward inflection

⇩downward inflection

🛑 hard stop/command

ALL CAPS - emphasis on this word

DM Answers

Hi [[DM/NAME]]?⇧

Hi DM, this is [[YOUR NAME]]⇧

with RM Labs⇧

I’m following up on our discussion the other day and to confirm [APPT TIME AND DATE]] still works for you to meet over Zoom about how we get our clients more calls from people searching in Google maps?

Quick Pitch:

I’ll get right to it. We are different from any other company out there that you get lots of calls from every week. We strictly focus on Hvac AND we offer a money back guarantee on our marketing service. What we do for you is specifically designed for you and your business – so there is absolutely no risk of you paying for something that doesn’t work.

Let me give you the quick 30 second description of what we do, and if you are interested we can set up a time to talk in the future, if not, no big deal. Sound fair enough? ⇧

Why our clients love working with us is because we help them get an additional 15, 30 even 50 service or repair calls each month WITHOUT wasting a ton of money on Google Ads or low quality lead services. We have no long-term contracts; and if we don’t deliver you don’t pay a penny.

Our program is designed to get you calls from people who are going to Google and looking for service, repair, or new installs. The biggest part about how we get YOU calls from that is by getting you into Google Maps regardless of your competition - and I can say that because our clients rank NUMBER ONE for searches like “ac repair Los Angeles” and a ton more of the most competitive cities in the US. Our strategy includes A LOT MORE than Maps and it’s all proven to increase your calls from people ACTIVELY LOOKING for HVAC work.

Does that make sense?⇧

Awesome! Let’s set up a time for 20-30 minutes whenever you can be in front of a computer and we’ll show you HOW we get our clients results like - expanding their service area and doubling the size of their team. What time works best for you ⇩ - a couple of minutes later today⇧or tomorrow morning? ⇧

****Fill Out Scheduling Link Below****

Make sure you manually also get the URL and Company Name

Use the calendar below to schedule the call on the Account Executive (AEs) calendar. Make sure you get all the vital information from the prospect to fill out the forms.

Confirm time zone, and enter into calendar
Choose date, choose time
Remind the prospect to open the email and add the event to their calendar

See below calendar for more Qualifying Questions and detailed script.

Q1: Are you focused on getting more residential jobs?

Q2: How many full time technicians do you currently have?

Q3: How many jobs are you doing each week right now compared to the peak season? How many last calendar year?

Q4: What are you currently doing to get more calls? (ads, billboards, mailers, etc.)

Q5: Can you confirm your website address?

Q6: Does your Google Business maps Profile have at least 10 reviews?

Q7: Last question here - this is just so we know what stage of development your company is in - What’s the business revenue in the last 12 months, just a ballpark number?

Q8: And finally - is there a business partner or anyone else who needs to be looped into our call to see if it would be a good fit for your business?

☝️

Make Sure You Ask For Prospect's Time Zone FIRST and use that Above BEFORE selecting a date/time

☝️

Qualifying Questions

Questions in bold are essential:

Perfect! Just to make sure we don’t waste your time, I’m just going to need a couple more bits of information about your business to make sure you’re a good fit for our services - should only take one more minute; is that okay? ⇧

✔ 1. Our program is designed to increase residential calls, are you focused on getting more residential jobs?

a. (if commercial, don’t set the demo - our program is designed to get residential jobs)

✔ 2. How many full time technicians do you have?

✔ 3. And how many install and repair jobs do you guys currently do per week with your team? (repeat back the # of technicians they told you) How does that compare to the peak season? What about the last calendar year?

a. (if less than 10 a week) So you know, our average client pays around $1,500 per month with us to grow their business at least 20-30%. Is that something that you’d feel comfortable with?

✔ 4. What are you currently doing to get more calls? (ads, billboards, mailers, etc.)

-(if nothing) if you felt like this was going to help grow your business, do you have the funds set aside to invest?

✔ 5. Can you confirm your website address? Follow up with more questions by pausing and listening for any emotions or opinions underneath this

✔ 6. Does your Google My Business listing have at least 10 reviews?

✔ 7. Last question here - this is just so we know what stage of development your company is in - What’s the business revenue in the last 12 months (just a ballpark number)?

✔ 8. Oh! and finally - is there a business partner or anyone else who needs to be looped into our call to see if it would be a good fit for your business?

Okay, everything looks great. Before we go can you do me a favor and confirm you got the calendar invite that I just sent? It’s gonna be in your inbox. It comes from [Eric Young].

And on that calendar invite you’ll see a link for a Zoom meeting. How familiar are you with Zoom?

OK if you have a pen and paper handy go ahead and take down my name and number down just in case you need anything. It is [[YOUR NAME]] at [[YOUR RM Labs PHONE #]]. And also you may want to put the time into your calendar as well, its DAY/TIME.

Okay, great [[DM Name]]! We’ve gotten some seriously remarkable results for businesses just like yours so I’m really excited for you to see what we can do for you because I know you’ll be impressed.

We’re going to send you some reminders via email and text so just be on the lookout for those.

I know Eric will be looking forward to chatting DATE and TIME!

Rebuttals

Notes:

Do not give rebuttals to Gatekeepers

Say it with confidence and energy, like leaning forward in your chair

Address what they have said

Let them know it is normal/common/all good

ASK FOR THE APPOINTMENT

Send me an Email…

Sure, I can definitely send you an email, but it will probably take you 10-15 minutes to go through everything and it will be canned and impersonal. Why don’t we take those same 10-15 minutes, whenever you are going to be in front of your computer anyway and have a customized conversation about how we can actually help you get those new calls on a monthly basis.

So when will you be in front of a computer for us to go over this, a couple minutes later today or tomorrow morning?

What do you guys do?

Our company works exclusively with HVAC Contractors to help you dominate your local market by getting you into top positioning in the most lucrative place you can be right now. That is indisputably Google Maps and the rest of the first page of Google. This is the only service we provide and we only provide it for HVAC businesses because in order to be the best you need to be laser focused. I’d love to walk you through our program and explain how we do it, show you our results, and help you understand how we are so different from our competition. Let’s schedule a time to talk so the team can connect with you on the details.

What time works best for us to sit down in front of a computer for a couple minutes? Later today or tomorrow morning?

Is this a lead vendor service?

This is definitely not a lead buying service - it’s actually the complete opposite. We set you up so that your site and presence is in position to generate your own - exclusive phone calls - for the types of jobs you want, at a fraction of the cost of those lead vendors. To go over the details let’s set up a call and we can see if it’s a good fit for you.

What time works best for us to sit down in front of a computer for a couple minutes? Later today or tomorrow morning?

We’re really busy right now.

Yup, I totally get you’re busy right now. If I sent you a referral for an install 2 weeks out would you have to refer it out - or would you be able to take that job on?

Great - we’re talking about the same thing here. What this is really all about is getting you a reliable system that’s going to generate new calls for you no matter what season it is so you can keep your best people busy all year round.

So let’s sit down in front of a computer for 20/30 minutes - worst case scenario you learn about the best way to grow your business and cutting edge marketing tools. Best case scenario you love it and have a great way to grow your business long-term.

What time works best for us to sit down in front of a computer for a couple minutes? Later today or tomorrow morning?

Already doing marketing / Already tried something like that

That’s great AND just about every business we work with is already doing some sort of marketing. This isn’t going to interfere with anything you have going on right now. And if it’s making you more money than you’re spending then, by all means, keep doing it. It’s the same thing with us...

I imagine if we show you how our system can bring you an even better Return On Investment, then you’d have no problem doing both, right?

So let’s sit down in front of a computer for 20/30 minutes…

{When someone interrupts or stops you}

No, we’re not [blank], let me give you the quick pitch of what we do and if you’re interested we can set up a time to talk in the future…

Or...

No, we help contractors get calls directly from people who are searching for HVAC services...

How Much Does it Cost?

(if asked before pitch)

That’s a great question, the cost is customized to your goals, your market, and what you’re looking to accomplish. Let me give you the quick 30 second description of what we do and if you’re interested we can talk more about the details...

(if asked after pitch)

That’s a great question, the cost is customized to your goals, your market, and what you’re looking to accomplish.

Let’s set up a time for 20 minutes whenever you can be in front of a computer and we can walk you through the program and what it costs.

(if they keep pressing)

Our top priority is making sure our clients have AT LEAST a 10x return on investment with our program. We don’t have any long-term contracts so if we don’t deliver, we don’t have a business.

About the pricing: some clients are only interested in a website - so they’re spending a few hundred a month and getting a couple new jobs a month from that.

But the VAST majority spend around $1500 or more, which can drive 50 or more leads each month after the program is up and running.

What is going to be most helpful is to set aside some time for us to walk you through why our system is different from the dozens of other companies who call you about marketing that can’t back it up.

What time works best for us to sit down in front of a computer for a couple minutes? Later today or tomorrow morning?

Not interested...

[[DM/NAME]] - I’m sure you get calls like this all the time, so I completely understand, but this is something completely different as far as how we operate.

Before your pitch:

Let me do this, l’ll give you a 30 second description of what we do and if you are interested we can set up another time to talk. If not then no big deal - sound fair? GO INTO PITCH

After your pitch:

I get it, I know for a fact that it will be worth it for you to sit down with Eric to spend 15-20 minutes in front of a computer so he can show you exactly how we can bring you more of the types of clients you are looking to take on.

Worst case scenario - you spend 10-15 minutes learning from an expert on how you can get the inside track on the cutting edge techniques your industry is using to get new clients/jobs. Like I said, I know for a fact that is will be worth your time and more to sit down together really quick.

So [[DM/NAME]] what time works best for you - a couple minutes later today or tomorrow morning?

Still No (GO FOR EMAIL!)

If you’re not open to talking right now, I get it - I highly recommend at least taking advantage of some of the great free material we have put together on how to get your phone ringing more for the most profitable types of jobs no matter what the season.

What’s the best email address? I’ll send it over right now, and I can let you get on your way.

Frequently Asked Questions

Where are you located?
Our main office is in Denver, CO, but we serve HVAC businesses all across the USA. If you're interested in learning more about how can get you more quality calls it's best to schedule a strategy call for a 1 on 1 assessment. It's completely free and you would be under no obligation to buy if you don't feel the strategy is right for you.
What time works best for you to chat with him? Later today / or tomorrow morning?

Do I need to be on a computer for the strategy call?
Yes, our HVAC leads expert will be sharing his screen and showing a lot of important details about your competition and how you can beat them so it is pretty important. So yeah what time works best for you to chat with him? Later today / or tomorrow morning?

Do you have any proof or reviews I can look at?
You know, I know there are some testimonials on our website at rmlabs.biz. But even better, if you speak with Eric can put you in touch with one of our satisfied clients. So what time works best for you to chat with him? Later today / or tomorrow morning?

Are there contracts?
No, we operate strictly on a month to month basis because we want to earn your business every single month. We know that by providing a valuable service that gets your phone ringing it will be a win/win for all of us. We don't have a one size fits all package because every business has a unique position based on competition and location. What time works best for you to chat with him? Later today / or tomorrow morning?

Definitely, big decisions for any business shouldn't be taken lightly. At the same time I'm sure the success of your business is important to you and really there is nothing to lose by having a quick chat with Eric. He really is an expert on all things marketing and how to get you a good return on investment. So, how about we schedule a time for me for you to chat with him so you can make a fair decision if he can help you or not.
What time works best for you to chat with him? Later today / or tomorrow morning?

What exactly is this all about?
We specialize in helping HVAC companies get more jobs by getting your website and maps listing above your biggest competitors. This provides the greatest investment for your business by owning your own exclusive leads from people actively searching for your services. If you're interested in learning more about how can get you more quality calls it's best to schedule a strategy call for a 1 on 1 assessment. It's completely free and you would be under no obligation to buy if you don't feel the strategy is right for you. What time works best for you to chat with him? Later today / or tomorrow morning?

So you sell leads?
This is definitely not a lead buying service - it’s actually the complete opposite. We set you up so that your site and presence is in position to generate your own - exclusive phone calls - for the types of jobs you want, at a fraction of the cost of those lead vendors. To go over the details let’s set up a call and we can see if it’s a good fit for you.
What time works best for us to sit down in front of a computer for a couple minutes? Later today or tomorrow morning?

Are you a telemarketer?
Actually no. We are just reaching out to see if it would make sense to partner up. Really all we have to offer is a free no-obligation conference call with our owner to see how your marketing strategy is working. So what time works best for you to chat with him? Later today / or tomorrow morning?

Our company works exclusively with HVAC Contractors to help you dominate your local market by getting you into top positioning in the most lucrative place you can be right now. That is indisputably Google Maps and the rest of the first page of Google. This is the only service we provide and we only provide it for HVAC businesses because in order to be the best you need to be laser focused. I’d love to walk you through our program and explain how we do it, show you our results, and help you understand how we are so different from our competition, especially when it comes to expanding your reach in the maps section. Let’s schedule a time to talk so the team can connect with you on the details.
What time works best for you to chat with him? Later today / or tomorrow morning?

Voicemail Scripting

Cold Call/Referral VM #1:

USE AUTHORITATIVE TONE

Hi [[DM/Name]] (if you have it. Usually it’s recorded on the VM message, if you don’t, leave it out),

(SAY THIS WITH AUTHORITY)

This is [[YOUR NAME]]. I’m calling about sending you about 2 or 3 more weekly service or install calls from people in the area. To be clear [[DM Name]], this is not something like Angies Leads, HomeAdvisor, or Thumbtack. Give me a call back and we can just take 2-3 minutes to go over it. My direct line is [[YOUR RM Labs PHONE #]]. Thanks.

Cold Call/Referral VM #2:

USE AUTHORITATIVE TONE

Hey [[DM/Name]]

This is [[YOUR NAME]] again. I don’t know if you got my message the other day, but I’m calling to check in and make sure you’re interested in taking on like 2, 3 more service calls per week.

Like I mentioned [[DM/Name]], this is not something like Angies Leads, HomeAdvisor, Thumbtack, whatever it is eh Give me a call back and we can take 2 minutes to go over it. My direct line is [[YOUR RM Labs PHONE #]]. Thanks.

Cold Call/Referral VM #3:

USE AUTHORITATIVE TONE

Hey this is [[YOUR NAME]] again, we are looking for a partner in your area to send you about 2-3 more repair jobs per week. We only work with one company per area so this is the last time we’ll reach out. But if you are still interested in that at all please give me a call back so I can go over it with you - just a couple of minutes, 3 or 4 minutes. My number is [[YOUR RM Labs PHONE #]], and again [[YOUR NAME]]. Thank you.