Lead Titan · website sales
Call flows
Cold call · v4 · from Tue 20 Oct
Six steps. Say it back after every answer.
Bold lines are the words to say. The middle can be loose. If you lose your place, say his last few words back and ask the next question. Never “I’ll cut to the chase”.
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1
Open
“Hi [Name]? It’s James. I run a small business in Bristol called Lead Titan. We’re looking to partner with a [trade] in [town].”
Lead Titan in the first line, every call. “Hi [Name]?”, never “Is this…?”.
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2
How’s work?
“Quick one: how’s work at the moment? Steady, or up and down?”
Say it back. If he’s busy or flat out: “With the work you want?” Happy and flat out goes to lane B below. Retiring or a subcontractor: not a fit.
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3
Reason I ask
“Reason I ask: we help [builders] get more of the work they want, by building them a website that brings it in. I’ve already built you one. It’s finished.”
[builders] is his trade.
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4
The job he wants
“If you could have more of one kind of job, what would it be?”
Write it down word for word. Never guess it for him.
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5
Book a time
“I’ll finish it round [his job]. What time do you finish today? I’ll ring you and show you it, five minutes.”
Pin it to a clock time: “So 5.15?” Today first, never more than 72 hours out.
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6
Lock it in
“Anyone else who should see it? Wife, partner, your dad? Get them on too.”
“OK if I WhatsApp you? I’ll send you a sneak peek before.”
His yes is his consent. Log it in GHL.
Flat out with work he likes · lane B
“Then you don’t need me right now. I’ve already built you a website though. OK if I WhatsApp it over? No strings.”
“When does it normally go quiet?”
Callback a month before his quiet spell. No chase calls.
Retiring, subcontractor, wrong trade · not a fit
“Appreciate it, all the best.”
Mark Lost with the reason.
If he says…
- “What’s this about?” / “What do you do?”
- “Fair question. We help [builders] get more of the work they want, by building them a website that brings it in. I’ve already built you one. Quick one: how’s work at the moment?” Then skip step 3.
- “Is this a sales call?”
- “It is, yeah. But the site’s already built, so it costs you nothing to look.”
- “Lead generator then?”
- “No, it’s your own website. The enquiries come straight to you, no paying per lead.”
- “How did you get my number?”
- “Off your Google listing.”
- “Not interested”
- “Fair enough. One thing before you go: I’ve already built you a website. Want it on WhatsApp, no strings?”
- “I’m busy, mate”
- “I’ll be quick, one question.” Still wants off: lane B.
- “What’s it cost?”
- “Nothing to start. First month’s free, and you don’t pay a penny until it’s brought you 3 enquiries. After that it’s £149 a month, no contract. I’ll show you exactly what you get at 5. What time do you finish today?”
- “Seems a lot”
- “Fair. You’ll see it first, and it costs nothing until it’s working. Five minutes when you’re done?”
- “Can I just buy it?”
- “There’s an option for that too. I’ll show you both at 5.”
- “Just send it over”
- “It’s not finished yet. I’ll send you a sneak peek and show you it properly at 5.”
- “I’m driving”
- “No worries. When are you parked up? I’ll ring you then.”
- Call screening or a gatekeeper
- Screening: “James from Lead Titan, for the owner.” Gatekeeper: “Who’s best to speak to about the website? When’s he usually free?”
Never drop the price. Never list what’s included. Never mention the Google profile on the cold call.
After he books
- Straight away, WhatsApp the 4 Seasons graphic: “Cheers [Name]. Here’s one we did for a renderer in South Wales. Yours is next. Speak at [time].”
- Build the draft at lunch, round his job and his town.
- An hour before: a screenshot of the top of his homepage. “Here’s the top of your site. Still good for 5?” Wait for his yes.
- Show it live on the call. Never send the link first.
Rules: TPS and CTPS screened in the last 28 days. No voicemails to sole traders.
Close call · v3 · from Wed 21 Oct
One close call. Booked, or after he’s opened the site.
5 to 6pm every weekday. Booked calls first, at their time. Ring anyone who’s opened his site since you last spoke in the gaps, lane A first. Anyone you miss: 8am next morning. Bold lines are the words; the rest can be loose.
Before you dial
Read his row in the Link Pipeline: Name, Summary, Pain point, Lane, Opens. Have his demo open, and the Stripe link and setup.leadtitan.co.uk ready to send.
Who’s opened it?
The morning “Demo opens” email lists yesterday’s opens with times. The Open log tab on the sheet has every one. Only count an open newer than your last call to him.
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1
Permission
Booked: “[Name]? James from Lead Titan. Ready to go through it?”
After an open: “[Name]? James from Lead Titan. Just checking the site came through OK. Got two minutes now?”
Never say you saw him open it. He’s busy: pin a clock time (“5:15 or lunchtime tomorrow?”) and get off the phone.
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2
His words
Pain point on the sheet: “Last time you said [his pain point]. Still the case?”
“No pain said yet”: “What did you think?” then “How’s work at the moment? Steady, or up and down?”
Say his answer back. Quiet: “When was the last quiet patch?” Busy: “With the work you want?” Word of mouth: “What happens when it dries up, like January?” Flat out and happy: “Any jobs you’re turning down you’d rather be doing?”
Still nothing? Ask what he wants: “If the site brought in one kind of job, what would you want it to be?” One question, then stop talking. His words only, never “so you’re struggling for work?”. No pain and no want after 2 or 3 questions: he’s lane B. Don’t push the close.
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3
Who else
“Has anyone else had a look at it with you?”
Yes: get them on now, or book a time with both before you go on.
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4
Label it
“So: [his pain or his want, in his words]. That right?”
Wait for his yes. “Not quite” means back to step 2.
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5
Walk it live
About three minutes. Only show the parts that match what he told you. Say what it does for him, never how it works: no hosting, no SEO, no “work in the background”.
- Get him on it “Have you got it open? If not, I’m sending it now. Stay on and open it with me.” Driving or no screen: pin a clock time and ring back. Don’t talk him through a site he can’t see.
- Top of the page “Someone in [town] types ‘[his job]’ at 9pm. This is what they land on. Your name, your work, your number.”
- His job’s page “You said [his job]. That gets its own page. That’s how Google sends you [his job], not the jobs you don’t want.” Use the job from his Pain point or the cold call, in his words.
- Quote form “They fill this in and it’s a text on your phone before they’ve shut the tab.”
- His towns “Each town you want work from gets its own page. Work where you want it, less driving.”
- Reviews and photos “Your Google reviews pull straight in. They trust you before they ring.” Empty photo boxes: “Your photos go in during the build.” Then move on.
- Check it lands “Is that the kind of work you’d want coming in?” Yes: straight to the ask (step 6). No, or a worry comes up: that’s the real objection, so handle it now.
Never end the call on “I’ll have another look”.
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6
The ask, then silence
“Want me to put it live this week? First month’s free, and you don’t pay a penny until it’s brought you 3 enquiries. Then it’s £149 a month, no contract.”
Only if he’s already asked to buy it outright: “It’s £1,500, it’s yours, first year’s hosting included. Want me to put it live this week?” If that’s too much, step down to the free month. Never a discount, never two prices at once.
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7
Card on the call
“I’m sending the sign-up link now. Nothing comes out for 30 days, and I’ll message you before it does.”
Stay on until it’s through, then: “Last bit, this form. Five minutes tonight and it’s live next week.” (setup.leadtitan.co.uk). Card not on him: Apple or Google Pay if the link takes it, or a clock time to do it together.
If he tries to get off the phone
Don’t fight it, shrink it: a tiny yes now, or a clock time. Offer two times, never “when suits?”. A booked time counts as a try (3 tries, then lane B).
- “I’m busy” / “On a job”
- “No worries. 30 seconds, or a proper five later? 5:15 or tomorrow at 8?” Pin the time, then go.
- “I’m driving”
- “Don’t look at it now then. When are you parked up? I’ll ring you then.”
- “I’ll have a look later”
- “Course. What would you want it to show you?” Then: “Let’s do it together. Five minutes at 5:15?”
- “Just send me something”
- “It’s already on your WhatsApp. Five minutes and I’ll show you the bit that brings the work in. 5:15 or tomorrow at 8?”
- “Not interested”
- “Fair enough. Can I ask what put you off?” One question only. Still no: lane B. “When does it usually go quiet? I’ll give you one call then.”
- “Who is this?” / he’s forgotten you
- “James from Lead Titan. I built you a website last week. Got two minutes?”
- Already hanging up
- “Before you go: tomorrow at 8, or 5?” A time means you still have the lead.
Never pitch harder to keep him on. Never let it end on “I’ll have a look” without a time.
His first reaction
Agree, say it back, one question. Then let him talk. The first answer is the polite one.
- “Looks better than mine”
- “Ha, cheers. What’s wrong with yours?” Then: “What does yours bring in at the moment?”
- “I don’t really need one”
- “Fair enough. How’s the work coming in now, then?” Word of mouth: “Steady, or in waves?” Steady and happy is lane B.
- “I get everything off Facebook”
- “Makes sense, loads do. What sort of jobs come off it? The ones you want, or whatever turns up?”
- “It’s nice” / “Looks good”
- “Cheers. What caught your eye?” Take him to that page.
- “I’ve already got a website”
- “Course. What does it bring in for you? When did you last get a job off it?”
- “Busy enough at the moment”
- “Good problem to have. Busy with the work you want, or just busy?”
- “How much is it?”
- “Nothing to start. First month’s free, and you don’t pay a penny until it’s brought you 3 enquiries. Then £149 a month, no contract. But first, does it look like it’d bring you the work you want?”
After the ask, if he says…
Agree, repeat it back, ask what’s behind it, answer it, ask again. Never argue, never drop the price.
- “I need more time” / “I’ll think about it”
- “Course. What’s the bit you’d want to think over?” Then quiet. It’s almost always the wife, the money, trust, or not sure it works.
- Still wants time
- “Take your time inside the free month. It costs nothing and one text cancels it. Let’s get it started so you’re judging real enquiries, not a demo.” Still no: “I’ll ring you Thursday at 5. If it looks right then, are we good to put it live?” A clock time, within 48 hours. Never fake urgency.
- “Email me the details”
- “Course. What’s the bit you’d want to check?” Answer it, then ask again.
- “Need to speak to the wife / dad”
- “Smart. What do you reckon she’ll ask?” Answer it. “It’s free for 30 days, and one text cancels it. Let’s get you set up so you can show her tonight.” Still waiting: “Let’s get five minutes with both of you. Tonight or tomorrow?” If the dad pays or owns it, get him on.
- “Can’t afford it”
- “Nothing comes out until it’s brought you 3 enquiries. What would you need to see to be sure it brings work in?”
- “Not sure it’ll work”
- “That’s the point of the free month. If it doesn’t bring work in, you don’t pay.”
- “Been burned by an agency”
- “Then don’t let them burn you twice. No contract, and you don’t pay until it’s working.”
- “My mate does it cheap”
- “If we were the same price, which would you pick? Why?”
- “Can I just buy it?”
- “Yes. It’s £1,500 one-off, first year’s hosting included, then £30 a month.” Then ask again.
Never say you saw him open the site. No Google profile talk: the trial is the site, Google posts and review replies. Full Google set-up comes with the year, at day 25.
No answer, or he ducks the booked time
Ring once at the time. Then one text: “Tried you at 5 as planned. I’ll try again tomorrow at 8, or tell me a better time.” Or after an open: “Hi [Name], James from Lead Titan. Tried you about your website. When’s good for 5 minutes today?” His next open is your next try.
Stop rule
3 tries in total (missed time, open calls, text). Then lane B: one callback in 2 to 4 weeks. Review date comes with no reply: take it down. A no on the callback: Lost, with the reason (“Wife / think about it”, “Enough work / booked up”).
After every call
- Sheet: Pain point in his words, Summary with the try count (“2/3”), Follow up with the next date, Lane.
- Card in: GHL stage Trial card in. Personal message within 48 hours with his go-live date.
- Say “review my call with [business]” to have it scored against this sheet.