Run the prospect scan from your partner home before the meeting. Print the handout. Bring two copies.
Before you walk in
Look at three things on the handout:
- How many of the 20 questions name them. That's the headline number.
- The one competitor named most. That's the name you'll say out loud.
- One question that's completely open, nobody named. That's the easy first one to earn.
The open
Put the page on the table.
"I asked ChatGPT, Google and six other AI assistants the questions your customers ask. 'Best [type] in [city].' 'Who do I call for [service].' This is who they name."
Point at a red cell with the competitor's name.
"That's [competitor]. They're named on [n] of the 20. You're on [n]."
Stop. Let them read it.
When they say "we're fine, we don't need anything"
"Your customers are asking AI, not you. Right now AI says [competitor]. I'm not asking you to buy anything today. I'm asking whether you want to be the name in that answer."
When they ask "where did you get this?"
"We run it for our clients every month. This is your first one. The next one shows what changed."
When they ask "what do you do about it?"
"Each red cell is a question your customers ask that you're not the answer to. Each month we do three tasks, and the map decides which: an answer page on your site, an accuracy correction, or a presence task, built to the rules of your industry, checked before it goes live. The next month we re-measure. Green can move."
When they ask "what does it cost?"
Say your number. One number. Then stop talking.
"[$___] a month. That's the map every month, the report, and the content. Cancel any month."
The close
"I'll leave this with you. If you want in, I'll start the first scan and send you ten minutes of questions about your business. Everything we publish comes from your answers, not ours."
After
Send the prospect email from the sequence with the handout attached. When they sign, use "Convert to account" on the prospect in your partner home so their first month shows what changed from today.