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”.
-
1
Open
“Hi [Name]? It’s James. I’ve recently started my own business in Bristol called Lead Titan. We’re getting our name out there by helping [builders] like you.”
Lead Titan in the first line, every call (the law on cold calls). No “partner with a [trade]”: it isn’t true. “Hi [Name]?”, never “Is this…?”.
-
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.
-
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.
-
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.
-
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.
-
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.”
“I’ll ring you at [time] and show you it. If you like it before then, there’s a 5-minute form on the site to get it live. No payment details.”
His yes is his consent. Log it in GHL. If the form’s in before your call, the call is a welcome: photos and the Google “tap approve”.
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, not even a card. You don’t pay a penny until the website’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. Lead with the website; his Google profile is set up as part of it if he asks.
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.
Booked calls first, at their time. 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 setup.leadtitan.co.uk ready to send. No card link on this call.
-
1
Permission
Booked call
“[Name]? It’s James. Ready to go through it?”
After he’s opened it
“[Name]? It’s James. Just checking the site came through OK. Got two minutes now?”
Never say you saw him open it.
No “from Lead Titan” here: he knows who you are. If he doesn’t, see “Who is this?” below. He’s busy: pin a clock time (“5:15 or lunchtime tomorrow?”) and get off the phone.
-
2
His words
His words only, never “so you’re struggling for work?”.
Pain point on the sheet
“Last time you said [his pain point]. Still the case?”
Yes: say it back, go to step 3. It’s changed: ask the “No pain” questions.
No pain said yet
“What did you think?”
“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: “If the site brought in one kind of job, what would you want it to be?” No pain and no want: lane B, one callback, no push.
-
3
Label it
“So: [his pain or his want, in his words]. That right?”
Wait for his yes. “Not quite” means back to step 2.
-
4
Walk it live
Match it to his reaction. Keen (“looks great, what do I do?”): skip this and go straight to the ask. Lukewarm (“yeah, it’s alright”): sub-steps 1, 2 and the services and towns questions only. Sceptical (“what’s the catch?”): the “why free” line below, then the walk-through.
About three minutes, top to bottom in the order the site scrolls. Only stop on 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”.
1. 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.2. Top of the page
“Someone in [town] types ‘[his job]’ at 9pm. This is what they land on. Your number’s at the top: one tap and they’re ringing you.” “Tap [his job] in the boxes. They put a name and number in, and it’s a text on your phone before they’ve shut the tab.” No boxes on his? Same line, on the form.3. About and services
“Scroll down. There’s [his job]. When it goes live, every service gets its own page, so Google sends you the work you want.” “Are these the services you want more of?” Write down what he says. One missing, or the wrong one first: “Which one do you want first?” Yellow note on the about bit: “Five minutes on the phone and I write that in your words.”4. Photos and reviews
“Empty boxes are for your photos.” “Have you got some photos you can send me for the gallery?” Yes: “Send me 3 on WhatsApp after this and they’re up within a day.” Photos already his: “Those are yours, off Google. Got any better ones?” “These reviews are examples. Yours pull straight in from Google, 5-star only. They trust you before they ring.”5. His towns
“Each town gets its own page, so people there find you.” “Are these the towns you’d like more work from?” Up to 8. Swap any he doesn’t want, write them down. Every yes here is a yes before the ask. Skip the FAQ.6. The bottom box: “Ready to get this live?”
“Is that the kind of work you’d want coming in?” Yes: the box is your ask, go to step 5. 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”.
-
5
The ask, then silence
Say this word for word
“When people see your reviews and look for your website, there’s nothing there, so some of them ring someone else. This fixes that. Honestly, we’ve only recently started, so we’re building our name and we prove it first. Send me a few photos tonight and it’s live this week. You pay nothing, not even a card, until the website’s brought you 3 enquiries. Then it’s £149 a month, no contract. Shall we get you set up?”
Then stop talking. Count to 5 in your head. Don’t fill the gap, however long it feels. He speaks first.
Hardly any reviews? Drop the first two sentences. Only if he’s already asked to buy it outright: “It’s £1,500, it’s yours, first year’s hosting included. Shall we get you set up?” If that’s too much, step down to the monthly: nothing until the website’s brought 3 enquiries. Never a discount, never two prices at once.
-
6
Photos and form on the call
“Perfect. I’m sending the form now: five minutes, your details and 5 or 6 photos of your best jobs. Let’s do the first bit together while I’m on.”
“You’ll get an email from Google asking to approve me on your profile. Tap approve and I’ll handle the rest.”
What counts, say it now: “Only website enquiries count: the form, and calls to the website’s number. You’ll hear ‘website enquiry’ before you pick up, and I’ll text you each one. Your Google calls stay yours.” Won’t do the form: “No worries, just WhatsApp me 5 or 6 photos and I’ll do the rest.” No photos means he’s not in: don’t build. No card on this call: it comes on the 3rd-enquiry call.
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 until the website’s brought you 3 enquiries, not even a card. 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 once it’s live. You pay nothing until it’s brought you 3 enquiries, and if it’s not for you, send me a text and I’ll take it down. 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. “There’s nothing to pay, not even a card, until it’s brought you 3 enquiries. Let’s get the photos over so you can show her the real thing.” 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”
- “There’s nothing to pay, not even a card, until the website’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: you pay nothing until the website’s brought you 3 enquiries. If it doesn’t bring work in, you don’t pay.”
- “What’s the catch?” / “Why free?”
- “Fair question. We’ve recently started and we’re building our name. So we prove it first. If it works, you stay and tell people about us. If it doesn’t, you’ve lost nothing.”
- “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. His Google profile gets fully set up as part of the package, before he’s paid a penny: say it as a result (“we set your Google profile up too, so you show up on the map”), not a list of features.
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.
- Photos or form in: request access to his Google profile from our side. Personal message within 48 hours with his go-live date.
- Text him every website enquiry as it lands: “That’s your 2nd website enquiry this week. One more and you’re up and running.” On the 3rd: the 3rd-enquiry call (Sales process tab).
- Say “review my call with [business]” to have it scored against this sheet.