GoForJacob
Junior Member
- Apr 2, 2013
- 182
- 180
I stumbled upon this script on another forum, tried it after molding it to my needs, and closed the first person I tried with it. After that call I had to go to band practice so I wasn't able to try it anymore, but you can bet that once tomorrow morning rolls around I'm going to go at it again.
AGAIN: I didn't come up with this script. This is a find.
The variables to change are bold and underlined.
Mr./Ms. Prospect, my name is Jacob ****** and I help Italian restaurant owners like you who are frustrated that their tables are empty in certain peak and non-peak times of the day.
Now, because of the business I?m in, I did a little checking, and I found out--you might not be aware of this--but 6,000 people a month are Googling ?Italian restaurant in Nashville.?
These aren?t casual searches, Mr./Ms. Prospect. They are serious cash-in-hand potential customers that want to find out where your restaurant is right now.
They?re ready for lunch or dinner at an Italian restaurant, and they?re not finding you.
So would you like to talk for a couple minutes about getting a slice of those 6,000 people a month?
IF THEY SAY THEY?RE FINE, BUSINESS IS BOOMING:
I appreciate that, Mr./Ms. Prospect. ... Can I ask you one question before I go?
(yes) When I first spoke with many of the people who eventually became my clients, they told me exactly what you just did: That everything was going great.
But after they gave me the chance to speak with them for a little while, they opened up and shared with me that things were not nearly as rosy as they had said.
So I asked them: Why did you tell me at first that business was going great? And they told me, Jacob, I just didn?t know you. That?s not what?s happening here, is it?
IF (YES) OR THEY SAID THEY?D WANTED A PIECE OF THE PIE:
Mr./Mrs. Prospect, I want you to think of these 6,000 highly interested people a month as a rushing river. Every month 6,000 people who want to find out about your restaurant are rushing by.
Unfortunately, right now, none of theme are seeing you! Now I can divert some of that river of people to you. Let?s go hypothetical for a moment. Imagine I do what I just said I could do, and a good number of highly interested people are now finding out about your restaurant, calling your restaurant and booking reservations, and coming in the door.
I?m not saying I can drive all 6,000 of those people searching every month to you; anyone who says they can is a liar. But I am saying I can divert some of them to you. And a good portion too.
So imagine I do what I say I can do, and you?ve got all these new customers. Based on what you?ve heard so far, can you share with me a conservative number of new customers that you believe would come in every month?
IF THEY SAY IT, IT?S TRUE. IF YOU SAY IT, YOU HAVE TO DEFEND IT
THEY MAY KICK IT BACK TO YOU WITH A ?YOU?RE THE EXPERT; YOU TELL ME:
I appreciate that. And I AM the expert, when it comes to implementing this kind of technical solution. But no one is ever going to be ask knowledgeable about your marketplace as you are: so please, could you share with me what you think a conservative number of new customers a month could be? After all, I don?t even know your fire code capacity limit!
IF THEY PUSH AGAIN, GIVE THEM A NUMBER (CONSERVATIVE) AND ASK IF THEY THINK THAT?S REASONABLE:
Mr./Ms. Prospect, I appreciate your confidence in me. Now in my experience, 1,000 new customers a month at one location is a bit over the top. In my experience, with Italian restaurants like yours, we?ve been able to very comfortably bring in 200 new customers a month. That?s just 6 or 7 new people a day. I?d like this number to be conservative and definitely achievable. Can we agree on 200?
OR
Mr./Ms. Prospect, 50 new customers a month IS conservative. Maybe TOO conservative. I don?t know. But what I do know is that for Italian restaurants similar to yours, we?ve been able to comfortably bring in 200 new customers a month. I mean, would that number be OK? Do you want to go with 50? or 200?
THEY TELL YOU 200:
Yes, Mr./Ms. Prospect, you?re right on. We?ve been able to achieve that conservatively for restaurants similar to yours. Let?s go with that.
SECOND QUESTION:
Could you share with me what the average amount is that a person spends when they come in?
YOU?RE MONETIZING THE PROBLEM AND MAKING IT REAL
IF THEY AREN?T COMFORTABLE DISCLOSING:
That?s fine, I can appreciate that. Just keep this number in your head, Ok?
Or they may open up and tell you, ?Fifty bucks.?
NOTE: If a restaurant owner doesn?t know their guest check average, RUN. Do not get into business with them.
Mr./Ms. Prospect, I?d like you to multiply those two figures together. The number of new customers times the average amount spent. What?s that come out to?
GET THEM TO DO THE MATH; INVOLVEMENT BREEDS COMMITMENT
They?ll say something like:
Wow! TEN THOUSAND DOLLARS A MONTH!!
REPLY:
That?s right, Mr./Ms. Prospect. And that?s a conservative figure. I mean--you want to go back and change either of those numbers? No? Ok. Now let?s figure it out for a year. Multiply that number by twelve.
Now we?re talking about:
A hundred and twenty thousand dollars.
Yes, Mr./Ms. Prospect. And that?s the lowball number. All in new revenue for you. --Say... What would you spend that money on? Maybe a new car or boat?
THEY?RE NO LONGER THINKING ABOUT $10,000 A MONTH - THEY?RE THINKING ABOUT $120,000 IN A LUMP SUM AND ALL THEY CAN BUY WITH IT
Mr./Ms. Prospect... Wow. $120,000. I want to get that for you. I want you to have the powerboat and the new kitchen renovation. I want to help you, AND I CAN.
Based on what you?ve heard so far--and keeping that $120,000 figure in your mind-- what would you expect to invest to get to this point?
People typically give a number between 5% and 10% of the revenue figure.
Don?t use the words ?pay? or ?price.? Use ?Invest(ment).?
QUALIFY FOR THE BUDGET:
Mr./Ms. Prospect, ...$3,000... is that a lot of money for you? I mean, compared to the $120,000? --Say, how do you get involved with something like this? Do you issue me a PO? Do you write me a check? Do you go into your office and bring me back a big bag of money (chuckle)?
AGAIN: I didn't come up with this script. This is a find.
The variables to change are bold and underlined.
Mr./Ms. Prospect, my name is Jacob ****** and I help Italian restaurant owners like you who are frustrated that their tables are empty in certain peak and non-peak times of the day.
Now, because of the business I?m in, I did a little checking, and I found out--you might not be aware of this--but 6,000 people a month are Googling ?Italian restaurant in Nashville.?
These aren?t casual searches, Mr./Ms. Prospect. They are serious cash-in-hand potential customers that want to find out where your restaurant is right now.
They?re ready for lunch or dinner at an Italian restaurant, and they?re not finding you.
So would you like to talk for a couple minutes about getting a slice of those 6,000 people a month?
IF THEY SAY THEY?RE FINE, BUSINESS IS BOOMING:
I appreciate that, Mr./Ms. Prospect. ... Can I ask you one question before I go?
(yes) When I first spoke with many of the people who eventually became my clients, they told me exactly what you just did: That everything was going great.
But after they gave me the chance to speak with them for a little while, they opened up and shared with me that things were not nearly as rosy as they had said.
So I asked them: Why did you tell me at first that business was going great? And they told me, Jacob, I just didn?t know you. That?s not what?s happening here, is it?
IF (YES) OR THEY SAID THEY?D WANTED A PIECE OF THE PIE:
Mr./Mrs. Prospect, I want you to think of these 6,000 highly interested people a month as a rushing river. Every month 6,000 people who want to find out about your restaurant are rushing by.
Unfortunately, right now, none of theme are seeing you! Now I can divert some of that river of people to you. Let?s go hypothetical for a moment. Imagine I do what I just said I could do, and a good number of highly interested people are now finding out about your restaurant, calling your restaurant and booking reservations, and coming in the door.
I?m not saying I can drive all 6,000 of those people searching every month to you; anyone who says they can is a liar. But I am saying I can divert some of them to you. And a good portion too.
So imagine I do what I say I can do, and you?ve got all these new customers. Based on what you?ve heard so far, can you share with me a conservative number of new customers that you believe would come in every month?
IF THEY SAY IT, IT?S TRUE. IF YOU SAY IT, YOU HAVE TO DEFEND IT
THEY MAY KICK IT BACK TO YOU WITH A ?YOU?RE THE EXPERT; YOU TELL ME:
I appreciate that. And I AM the expert, when it comes to implementing this kind of technical solution. But no one is ever going to be ask knowledgeable about your marketplace as you are: so please, could you share with me what you think a conservative number of new customers a month could be? After all, I don?t even know your fire code capacity limit!
IF THEY PUSH AGAIN, GIVE THEM A NUMBER (CONSERVATIVE) AND ASK IF THEY THINK THAT?S REASONABLE:
Mr./Ms. Prospect, I appreciate your confidence in me. Now in my experience, 1,000 new customers a month at one location is a bit over the top. In my experience, with Italian restaurants like yours, we?ve been able to very comfortably bring in 200 new customers a month. That?s just 6 or 7 new people a day. I?d like this number to be conservative and definitely achievable. Can we agree on 200?
OR
Mr./Ms. Prospect, 50 new customers a month IS conservative. Maybe TOO conservative. I don?t know. But what I do know is that for Italian restaurants similar to yours, we?ve been able to comfortably bring in 200 new customers a month. I mean, would that number be OK? Do you want to go with 50? or 200?
THEY TELL YOU 200:
Yes, Mr./Ms. Prospect, you?re right on. We?ve been able to achieve that conservatively for restaurants similar to yours. Let?s go with that.
SECOND QUESTION:
Could you share with me what the average amount is that a person spends when they come in?
YOU?RE MONETIZING THE PROBLEM AND MAKING IT REAL
IF THEY AREN?T COMFORTABLE DISCLOSING:
That?s fine, I can appreciate that. Just keep this number in your head, Ok?
Or they may open up and tell you, ?Fifty bucks.?
NOTE: If a restaurant owner doesn?t know their guest check average, RUN. Do not get into business with them.
Mr./Ms. Prospect, I?d like you to multiply those two figures together. The number of new customers times the average amount spent. What?s that come out to?
GET THEM TO DO THE MATH; INVOLVEMENT BREEDS COMMITMENT
They?ll say something like:
Wow! TEN THOUSAND DOLLARS A MONTH!!
REPLY:
That?s right, Mr./Ms. Prospect. And that?s a conservative figure. I mean--you want to go back and change either of those numbers? No? Ok. Now let?s figure it out for a year. Multiply that number by twelve.
Now we?re talking about:
A hundred and twenty thousand dollars.
Yes, Mr./Ms. Prospect. And that?s the lowball number. All in new revenue for you. --Say... What would you spend that money on? Maybe a new car or boat?
THEY?RE NO LONGER THINKING ABOUT $10,000 A MONTH - THEY?RE THINKING ABOUT $120,000 IN A LUMP SUM AND ALL THEY CAN BUY WITH IT
Mr./Ms. Prospect... Wow. $120,000. I want to get that for you. I want you to have the powerboat and the new kitchen renovation. I want to help you, AND I CAN.
Based on what you?ve heard so far--and keeping that $120,000 figure in your mind-- what would you expect to invest to get to this point?
- Again, if they say something, it?s true.
People typically give a number between 5% and 10% of the revenue figure.
Don?t use the words ?pay? or ?price.? Use ?Invest(ment).?
QUALIFY FOR THE BUDGET:
Mr./Ms. Prospect, ...$3,000... is that a lot of money for you? I mean, compared to the $120,000? --Say, how do you get involved with something like this? Do you issue me a PO? Do you write me a check? Do you go into your office and bring me back a big bag of money (chuckle)?
