Information & Script Sheet
Hello my name is Brock Gillespie and I own and run Inexpensive web Solutions.
Whoever is reading this I appreciate all your efforts in this new endeavourer. I
have been doing websites for eight years and I have known Mark Sugarman for
about three years. We have devised a marketing angle that we feel is huge and
we would like you to be a part of it!
There all kinds of industries on the net. I have found one in particular that I think
is relatively not impacted. It is the home theater installation, wiring & satellite
installation service industry. I used to work it so I know it well.
About People in This Industry
Most of them get business that is outsourced to them from companies like
Best Buy, The Good Guys, etc… or they work for a company like COX.
Most of them do not know much about the internet
Most of them are labor driven, blue collar, “hands in the dirt” kind of
workers
They usually will have a web site but it is usually small, horrible and not
optimized. Many probably do not even have a website.
They make usually $200 - $1000 on a job. However, some of the higher
end home theater guys make $1000 to $10,000 on a job
All of them have a work truck with a ladder rack on top
A lot of them do side jobs making it a perfect scenario where we can
convince them they can make it on their own.
Some Topics of Conversation - Jokes That May Help
There is a joke in the industry that “Everything is Custom” meaning that an
installer is always going to find a way to up the charges on the project.
Maybe they will charge extra for things like: Extra Wall Fishing, Cable, 2 nd
Story Work, Custom Dish Mounts, drilling holes or whatever to make more
money
Attic or basement work sucks. These guys have to go into some pretty
shitty places to run wire or to drill holes.
The classic one a lot of guys hate is when the client is hanging over them
watching what they are doing. Then you can’t slack and everyone loves to
slack from time to time.
One thing that these guys have to do is run wire through walls. They call it
wall fishing. Well sometimes it can take hours to get the damn wire
through a wall. Well sometimes then you have to make big holes in the
dry wall to get it though. It can fuck up a wall something fierce!
Sample Script:
Ok so here is a sample script. Feel free to jump around or use what you want to
from it. One topic that I think is very important is about pitching web work or web
design in general.
IMPORTANT:
In most markets that you are telemarketing when you here a definitive “no”,
you’re fucked! However, in this business real buyers will so no at first or they
may want to read over the info before they sign up. MAKE SURE that you keep
a detailed record of who is willing to be emailed the info and who is at least
somewhat interested. Then call them weekly. I would say 95% of my business I
take in occurs about a week to three weeks after I first talk to someone. They
look it over, think things through. Then, when they see a CNN report about the
next guy that made a billion dollars on the internet they want to sign up. They
are at a party and one of their friends has his site in top page. He gets jealous
and wants the same. We’re selling a dream. You can try to hard sell this stuff
and if you are good maybe you can close deals. However, this stuff sells itself
and if you push it on people too strong or sound desperate you may discourage
people. Don’t discount anyone because the guy that seems not interested may
be your commission the next day. It’s your call.
Another reason to keep DETAILED RECORDS is for your commissions. When
you have someone that you are sending info to make sure you write down their
name, phone number and email. Then, send it to me via the form on
http://www.iwsaffiliateprogram.com . That way when I close them or I receive
payment I can know who it was from. If you say I owe you a commission and
you have no name there isn't a way for me to know who it was from and there
would not be much I can do.
Helpful Links:
Website Packages – http://www.inexpensivewebsolutions.com/website_packages.html
SEO Packages – http://www.inexpensivewebsolutions.com/seo_packages.html
Affiliate Website – http://www.iwsaffiliateprogram.com
Script:
Hello is ____________ there? Hello this is _________________ with Inexpensive Web
Solutions how are you?
The reason for the call today is that I noticed that you do home theater or satellite
installation? Is that correct?
(Yes)Were you looking for extra business?
(No) Oh ok my mistake. Were you looking for any website work? Do you have a
website? Is where you come up on a Google search important to you?
(Yes) Well we have been able to take companies just like yours into the top of the first
page in cities like San Diego & Orange County making these installers thousands of
dollars and we would like to do it for yours.
--------------------------------------------------------------
(Ok we have built up some yes answers here and at this juncture you have to
make a decision on what direction to go. One could be if they are near a
computer)
So are you near a computer by any chance let me show you what I’m talking about?
(No) Ok do you know when you can be? Can I email you some info?
(Yes) Ok go to Google.com. Type in the phrase “San Diego Home Theater Installation”
Do you see the site there called http://www.sdhometheater.com ? That is our client.
Now go and search “Orange County Home Theater Installation”. Do you see the
website http://www.installs4less.com That is our client as well. So as you can see we
have done this in two major cities and we can do it for you. These people are making
thousands being in the top page and we only charge a fraction of that to do it for you.
(What’s a fraction?) I’m glad you ask because we have some different packages
available.
(Yes I’m ready to get started!) Sounds good would you like to put the first month’s
payment on your credit or debit card?
(No answer or hmmm…) So am I peeking your interest a bit here? Did you want to
know how much we charge?
(Or instead of asking them to get in front of the computer you can take a different
approach. Start after the red line above)
So tell me ____________ how much do you spend a month on advertising? How are
you getting more business? Well if you could spend ________ would that be worth it to
you if you were bringing in more business?
(Yes) Let’s pick one of these packages then and get you up on the first page. For your
city we are going to recommend that we start with the ___________ package. Now
would you like to put the first months payment on your credit or debit card?
(No)
Possible Bullets:
Keep in mind that this business is highly referral based so one lead can
turn into five jobs.
The amount of money that you would spend on SEO is a fraction of what
your competitors are spending on either SEO or advertising.
Call around and see what your local SEO company is charging and I’m
willing to bit it is 2 to 3 times the cost of what we charge. And we have
proven results.
This is brand new to your city and I would advise you to get in now. The
net is becoming more and more competitive and the sooner we get started
the better.
Sir I understand you are skeptical and we are not here to hard sell you. Frankly, the
service speaks for itself. Would you mind if we at least sent you out some information
and you can think it over?