Step 1: Check the conversation history and see if they want to proceed via Text or Phone Call.

If they don't respond saying they prefer text after 15 minutes THEN Call them directly.

Step 2: Look on the Opportunity card to see the source of the Lead. This could be Google, Facebook, Bing, etc. Take note of what the source type is.

GHOSTED CALL FOLLOW UP :

Hi, [LEAD_NAME] ?

---Always assume you are already speaking with Business Owner Prospect's Name as expected.

---If he/she doesn't answer ask for them ---

---Wait for what the person says and be friendly to them---

VERSION 1- Cole Gordon

Hey [LEAD_NAME], this is [YOUR_NAME] here calling about the appointment you booked in with Crank Start Media.

I'm just reaching out because I see we missed you on the meeting we had booked ?

---Acknowledge---

The reason I'm giving you this call is because it looks like you booked an appointment with one of our top advisors [Name] to show you how [ we can add extra pre qualified leads ] to your business and I'm not sure if you didn't complete the pre -call form , or maybe it was a system error - but it looks like the system automatically cancelled your call ....

So I wanted to give you a shout to see what prompted you to book a call in the first place ? And if it makes sense ... possibly getting you on another call with our top advisor to go over some strategies on [ How we can add extra pre qualified Contractor leads to your business] . Does that make sense?

So if you don't mind me asking , what prompted you to book the call in the first place ?

---Wait for response---

Awesome makes sense . Again sorry for the mix up with the appointment booking and that definitely sounds like something we may be able to give you some further insight in . Now at this stage would it be appropriate to get you back on the calendar to speak with one of our top advisors so you can discuss how to

[ Generate pre qualified Contractor leads ] ?

---Wait for response---

Great , well I've got my calendar open now .. when works for you on either [ Tuesday] or [Thursday] to chat for 45 minutes ?

---Wait for response---

Awesome and does [ 2pm EST ] or [ 4pm EST] work better for you ?

---Wait for response---

Great I've sent you a calendar invite , will you accept that for me quickly ?

And will you 100 % be able to make this call, or is there any chance that you may have to reschedule ?

---Wait for response---

STEP 2: Qualify If Necessary

Great now help me out for a second - [Name] has me fill out a really short form for whoever I put on his Calendar just so that you guys can hit the ground running

Do you have 2 minutes here to help me fill this out quickly ?

Perfect ( cover any red flags , get essential information . Filling out the discovery form )

• Do they have a a problem you can solve ?
• Financials ?
• Partner / Spouse ?
• Bandwidth / Timing ?

Etc?

---Wait for response---

Awesome, I've got you guys booked in for [ 2pm EST] on [Tuesday] now one last thing...

I'm going to send you some homework- will you check this out prior to the call so you you guys can hit the ground running ?

---Wait for response---

Sign Off - Thanks for taking my call and have a great day

The Reframe If Necessary

No Problem . Basically what we do is help Contractors generate [ Pre qualified leads ]

through our [ systems ]

[Name] is one of our [influencers] right hand guys and works closely with a lot of Contractors

after they make it through the Strategy Call

[Name] is able to tell you some of the strategies our clients are using to generate calls that they easily close for new Contractors business

Would you be open to setting a quick time with him ?

--- Go to Calendar ---

------------------------------------------------------

VERSION 2 - Paul Davies

Hey [LEAD_NAME], this is [YOUR_NAME] here calling about the appointment you booked in with Crank Start Media.

I'm just reaching out because I see we missed you on the meeting we had booked ?

Not sure was it a technical issue on our meeting platform or our reminders not getting through ?

---Wait for response---

Gotcha,

---Wait for response---

That's fine , it happens from time to time

Some times people get too busy and sometimes they just don't trust what they are seeing or hearing,

I get it , there are plenty of scams out there

But it's only a call and if they took the time for the call they would learn so much

Look I've got 10 minutes before my next call, Is it OK , if I suggest something to you right now that will help ?

---Wait for response---

Thanks for that

Right now I can see a huge opportunity for you , by just making a few tweaks in your online presence

I've identified 2 items when I had an initial look at things

1- Your blocking Google and Bing from even finding you

2- You are doing some of the hard work, but your not converting all the traffic ,and people are leaving your website.

Meaning you aren't even getting a chance to speak with your potential customers

Have you noticed this ?

---Wait for response---

WAIT

Look I'd love to show you exactly, but we have to schedule a call as there is some work required by us before-hand to set everything up.

I'll run through what all the technical issues are and outline the quick wins

When we finish , I'll hand you access to our session and an audit report you can take away, read up on and implement yourself.

If you do what I show you needs to be done , you will see improved lead flow within 14 days , just by getting these 2 things sorted.

You must be pretty keen to add more revenue in your business

---Wait for response---

[ Yes Response ]

Great , well I've got my calendar open now .. when works for you on either [ Tuesday] or [Thursday] to chat for 45 minutes ?

---Wait for response---

Awesome and does [ 2pm EST ] or [ 4pm EST] work better for you ?

---Wait for response---

Great I've sent you a calendar invite , will you accept that for me quickly ?

---Wait for response---

YES -

Book Call On Strategy Calendar

Great , well I've got my calendar open now .. when works on either a [ Tuesday] or [Thursday] to chat for 45 minutes ?

---Wait for response---

Awesome and does [ 2pm EST ] or [ 4pm EST] work better for you ?

---Wait for response---

Great , I've got you booked in

---Close Conversation--- with I'm sending you a 'Cheat Sheet'

Plug this in straight away and lets talk about the results in our meeting

See you then

NO -

Lead - I just need to check my schedule

Great thanks, I'll wait for you to check your schedule.

---Wait for response---

---Client --- Ill have to get back to you ---

Sure , Ill leave the doors open for another 20 minutes for you to check your schedule , and book a call.

AFTER [XYZ] MINUTES

Option A - It's been 20 minutes, I didn't hear back so thought you mustn't want the extra work.

Sneak Sideways Attack - Call same number but mention direct competitors name

Hey is the Andrew, at [Business Name]

Oh damn, must have hit redial instead of the new number ?

It's been 20 minutes , I didn't hear back so thought you mustn't want the extra work

-------

Look, I can't leave my calendar open any longer as I know I'm going to deliver leads to someone , it's just a matter of who gets on this session and see which Contractor is the better fit to work with us

-------

but I've looked at your business and can see real opportunities to not only help you but

Is it OK , if I remove you from following up ?

So I can free this place on my calendar for another Contractor

**********

~~Talking Points: (Don't be a robot but you want to discuss the points below) ~~

• We specialize in helping Contractor get calls directly from customers who need everything from Emergency Plumbing Repairs to Luxury Home Builds by using a new Google technology to rank higher in Maps.

• Just as an example, we set this up for one of our bigger clients in Atlanta and they received over 250 new Contractor job leads within 30 days.

~~~pause for reaction and build rapport---Look to the FAQ below if you need to answer questions~~~

• So how many jobs are you handling per month right now on average?

---make note of the # they say and write it down---

~~

IF DOING 4 OR LESS JOBS PER MONTH (MARK UNQUALIFIED)

Ok great. What I think would be the best way to move forward would be if I could email you over some information that goes over all the details and what the next steps would be.

--What's a good email address for you?

~~

IF DOING 5 OR MORE JOBS PER MONTH:

• Ok great, well, we aren't selling leads directly like HomeAdvisor or Thumbtack where you get stuck in this cycle of paying for every costly lead or call individually. Have you ever tried those?

---Listen to Prospect and Build Rapport---You can mention how with those services you are competing with 4 or 5 other companies just to get a chance to give a quote, let alone land a new job---

• With Crank Start Media, we get your phone ringing directly from someone who is actively searching for a Contractor Company so you aren’t competing with 5 other guys. How does that sound?

---Listen to Prospect ---He/she will most likely say it sounds good but how much does it cost?---

• What I'd like to do is set up a no obligation strategy call with our Contractor leads expert to go over exactly how you can take advantage of this new Google technology that is really just getting results faster than anything else we've seen before.

• So what typically works best for you? Mornings or Afternoons?

---Go to Calendar and look what is available---

~~~Also Make Sure You Update and Confirm all customer information for Lead Name, Business Name, Business Website, Email Address~~~Both Calendar and inside Our Agency Engine System~~~