First Call Goals

First Call Goals Sheet:

  • The main goal of this call is 3 fold:
    • Discovery Yes: Get the person interested in Discovery
    • Free Analysis Yes: If they are not there yet, offer up the Free Website Review and request a follow up to go over our findings.
    • Call Back at Better Time: Request a follow up call
  • Be prepared to handle objections, rejections and questions right off the bat.  We have the common objection page to help with this.  Should you get a new objection, please let us know and we will review a solution.
  • That said, do not start with a hard sales pitch.  Probe more and see if you can get this person talking.  People love to talk about their business
    • Try and use the guidelines from the Sales Qualifier Sheet as the basis for questions.  “Oh, How big is your team?” etc. Just talking to someone should help you find out they are fun, willing to grow, and hard to deal with.
    • “I was talking to Susan and she said X, what do you think?”
  • Be knowledgeable on how to gauge interest
    • Interest Levels= Yes, Leaning yes, Undecided, No
    • Mark down the interest level
  • Mark down the parts/items that spark more interest in the client.  Take detailed notes on what the client says/likes/dislikes/wants
  • Send a quick Thank You email (EVEN for Nos!) – we have a template prepared for this but ALSO if you like, include some specifics to help them feel like it’s NOT a template and to remember us, then fire off the template

About them:  Here are some items to consider about this call

  • I like the get them talking about their business as fast as possible.  Don’t focus on what we do.  Focus instead on what they do and be a good listener.  Look for things that they cite as issues with a current process or a problem they are having if they come up to give us some ammo to look for a web based solution. Here are some leading questions I look to ask to get the pump primed:
  • How do they currently work online?
  • What is working from their current setup?
  • What isn’t working from their current setup?
  • What would they like to see working better with their online setup?
  • Describe your audience.  Ask about who their customer is, how that person works online, where they go.  The more times they say “You know I have no idea?” the better.  It is then something we can focus on helping them find through discovery.  
  • What Marketing Are they currently using?
    • Digital
    • Traditional
    • Social
    • Print
    • Other
  • Do they have an idea of how well their website is performing currently?  Are they happy with it?  
    • If they don’t know, or are not happy, this is a great time to enter into talking about the Web Analysis Option or Discovery.

About us:  Eventually the conversation will shift onto us and how we can help – What Makes Us Different? :

  • Be fluent with the Services overview to discuss our services at a high level.
    • We will have a Services overview, Offer to send that along as a recap as well.
  • After having listened to their issues, restate them and point out how we can help to eliminate some of those pains online through a more effective digital marketing strategy and or website design.   
  • Talk about how we are different from a “Typical Web Vendor”  Many website designers don’t have the first clue about marketing, identifying and targeting customers etc.  This is where we stand apart.  If they “just get a website” what is that doing for them beyond the function of an online brochure?
  • We are Your Strategic Digital Partner.  We use a Strategic Approach to projects which is very different from Template based Web Design.  Our process helps to ensure we understand the needs of your audience before worrying about a web build.
  • We offer an entire market team at your disposal without the need to maintain that team in house.  Simply put we are a group of specialists that no single person could hope to match.  We bring a variety of mediums to the table.  
    • Creative Direction
    • Marketing Strategy
    • Market Research
    • Copy Writing
    • Graphic Design
    • Content Specialists
    • Web Design
    • Web Developers
    • App Developers
    • Project Managers