Inbound Call Script
Last updated: 2024
Hello?
Hey Sarah, this is Payton from Pait Digital. How are you today?
Oh, hi Payton! I am great, thank you.
I have been looking forward to our strategy call. Now is still a good time for you, right?
Yeah, now is great.
Wonderful. I spent some time looking into your website and I am impressed with what you do. I saw you recently won an award at Best of Idaho! Congratulations! (ESTABLISH COMMON GROUND)
Yeah, that was pretty exciting for us. It made me feel some pressure to up our online presence.
That makes sense! Well, talk to me about how I can help you.
Open the floor to them early and allow them to direct the conversation. Listen up because this is often times where you learn their biggest pain points.
Well we have this old website that I build on Wix and it has done fine, but it just looks ugly. We seem to get a lot of traffic to it but rarely get new customer calls. We pretty much have to get all of our customers from referrals or running printed flier ads.
Okay, good to know. So that is your biggest goal for the website is to generate leads. In your dream situation, how many customers would your site be generating every month? (QUESTION TO CLARIFY NEEDS)
If we could get 10 new ones per month that would be amazing!!!
10, okay. And what is 10 new customers worth to you? From my experience usually the contracts are between $300-600, right? (START SETTING PRICE BASELINE)
Help them see the potential value so it outweighs your bid later in the call!
Yes, about $500 per customer.
Okay, so that would be about $5,000 in revenue per month. Great, well I think that is a really reasonable goal and I know a new website update could put us on the path to reaching that!
So you probably know this already, but to get a website like this done right, it is going to be in the ball park of $5-10k. The good news is if we do it right, we can pay the site back really quickly and help you get a huge return on your investment.
But before, we get into price, let's talk about what else you need on this site.
What else do you want this site to accomplish?
Set a price anchor. Tell them early that they should be expecting to pay within a higher ballpark. This way you can set the bar then come in lower at the final bid.
Okay. It doesn't have to be anything too special. Just a way to contact us, maybe some good pictures, our bio and maybe outlining our services.
Great, I think those are all great ideas. Do you have a timeline for this?
As soon as possible really. How long does it usually take?
Usually we like to give ourselves at least 5-6 weeks to make sure you have time to get us some good content and we can run through a revision process to make sure the site is exactly what you want. However, if we work really well together, I am sure we could get it done faster.
Will that work for you?
Yeah that should be fine. So how much would this cost?
Don't jump in too quickly. Take this opportunity to clarify scope and make sure you know what you are agreeing to.
Great question! So with what we have talked about, it looks like we will have a homepage, about page, contact page, services page, and probably a blog. Which puts us around 5 pages. Let's just say 6 in case you want to add anything else.
Does that sound about right? (DETERMINE SCOPE SO YOU CAN ACCURATELY BID PROJECT)
Yeah, I think that will be great.
I know I said earlier you can expect to pay between $5-10k for a site like this.
If you are able to give prompt feedback and really help us understand your vision, I think this will go more smoothly than most projects. I am willing to take this one on for $6,000. It's on the lower end of that ballpark, but I think we will still be able to get you a website that does everything you need and will help you hit those goals we talked about!
The only kicker is we will really need your help to move the project forward.
Does that sound fair? (SOFT CLOSE)
Oh yeah, that sounds much better than $10k haha. I think that should work!
You have gotten the verbal yes, now is time to nail down details.
Great, so here's what will happen next so we can get your project started:
1. I will send you an agreement via email with everything that we talked about. That agreement is the best way to layout everything that we will be doing for you so can set good expectations for both of us!
2. Once that is signed, I will send you an invoice to pay your deposit. Luckily we only ask for a 50% deposit and the rest once your website goes live!
3. Once, that invoice is paid I will reach out to schedule our discovery call to get your project started. I like to do this within 1-2 days so we can get the ball rolling as quickly as possible.
During that call I will also ask you for any site inspiration you might have so if you would like, be ready to share some other sites that you like!
Any questions?
Nope, all sounds good! I'll watch for it!
Contract Signed
$3,000 Deposit Paid