Hi ___________ this is ________________ with Appnet New Media Studio (Appnet.com)
How are you doing: [on this fine/wonderful MONDAY-FRIDAY MORNING-AFTERNOON?]
OVERCOMING SALES RESISTANCE
Even though these people reached out, nobody likes a salesperson and most people don’t want to be SOLD. I think we can reduce that by…
First off, I just want to say—thank you for taking the time to chat today. My team shared that you reached out via Bark and depending on how you filled out your request you either chose to speak with one or two designers OR you could have inadvertently opened the floodgates and now your phone is blowing up or it will be soon.
Have you talked with anyone else? Have you received any other quotes?
[Offer to shut down the flood]
______________ first of all, I know that you didn’t come here to get SOLD, and that is not how I operate and as old-fashioned as it might sound, even if we don’t do business – right now my job is to help. I want to discuss YOUR website needs, find the BEST solutions and even give you some ideas that you might not have thought about.
Having said that, I DO want to get right into what you came here for, but talk to me:
QUESTIONS
Is this a new business startup, a side hustle (passive income) or something you have been doing a long time?
IF NEW – Is this something you’ve been thinking about for a while?
So I guess my next question is WHY TODAY? What made you decide THIS is the day you are going to start the process?
[OPTIONAL] Well what I want to do is create a timeline where you are not still talking about this six months from now.
(make sure you know what the business )
DISCOVERY SECTION
Well great ___________, why don’t I give you the floor and you can tell me a bit more about the business, your services and what you are picturing for the website and then I can get you some REALLY good options.
Talk, Talk, Talk…
That’s good input __________ and as far as the look, layout, feel and professional polish of the website, that’s easy to figure out and show you some examples. But to get you a quote or a price we need to talk about the number of pages and any functionality that you are going to want/need on the website.
My company, Appnet is one of THE most hired design firms nationally and we have a 29 year track record and something that I have found that has always helped new clients is for me to ask you if you either taken a yellow pad or Word doc and jotted down or thought about what PAGES you’ll want on the website. Have you considered what you want those pages to be?
(LISTEN, PAINT, SUGGEST, QUOTE)
Perfect _______ so let me just first of all say that I would have been shocked if you told me that yeah you’d written everything down and you’ve got all the pages figured out. Truth is most every client I ask that question of usually either says something close to what you just did (chuckle) OR they say something like “I just need 3-4 pages.”
That said ______________ what do you think all of the websites that show up on the first page of Google when somebody does a search for (YOUR TYPE OF BUSINESS) near me in and around the ________ area what do you think they all have in common?
Only hesitate and answer for them.
What they all have in common is they’re not 3-4 page websites. If you are talking with other firms, many will quote you as low as possible just to entice you to spend $1000 but The truth is ___________ spending a $1000 or $2000 for a website is expensive as hell if it never makes your phone ring. I’ve done this a long time and I don’t pull quotes out of thin air, but we’ve built so many _____________ business websites that I can tell you that you can have a decent _______website in any area for around $3,000 that will look really nice but if you want to meet and beat the websites that are on the first page of Google you could spend three to four to five times that, and I can show you why some companies are spending $10k-$12k to be there.
Now somewhere between 3K and 12K is where I hope you’re prepared to be. If you can speak to or share your budget at this point, then I can actually tell you all the pages and functionality that we can fit into that budget. And it doesn’t matter to me – if it’s on the lower end, I will still tell you what we can do initially and also teach you how to do more with it yourself.
[HESITATE TO SEE IF THEY TALK BUDGET]
And if you are not even in that range, that’s ok, just tell me where you need to be and I will see if there is anything that I can do.
THE GOAL
The goal IS to be able to get some idea of their budget range so you can start visualizing what the website would look like. No matter their budget, we HAVE to walk through and describe what the website would look like AND the benefits it could bring.
AMMO SHARE
____________ I know I’ve shared some input that is probably different than perhaps you were hoping to hear or may be hearing from other sources, but as crass or even borderline arrogant as this may come off, if anyone is advising you any differently that I am – they are simply wrong or misleading you. Let me provide some intel to support that.
- My company, Appnet New Media Studio has been in business for more than 29 years, which is longer than there has even been a Google.
- Go to Appnet.com and click on OUR TEAM and you will see that there are 21 of us on staff, all made in America and we love sleeping at night, so we are honest to a fault. We are always a phone call, text and email away to provide best in class support and you will NOT find that with most designers or firms you reach out to.
- If you look at our profile on Bark or elsewhere you will find that we are hired more often than all the other firms reaching out to you – combined. We have more reviews than all of them AND we rate 5 stars on Bark, 4.8 of 5 stars with Thumbtack and Google. We are 5 stars with ZERO complaints with the Better Business Bureau in over 20 years of affiliation with them.
- If you look at our portfolio you will see tons of awesome looking websites and I can do the same for you.
“CLOSING ARGUMENTS”
The bottom line ___________ is that everything is about being a fit and I’d love to work with and for you. In terms of getting started, it only takes a couple of minutes to set things up and if you want to give me a thumbs up, I’d say Let’s do this.
ADDONS AND OBJECTION HANDLING
THAT’S (WAY) MORE THAN I CAN SPEND…
I understand that, but if you can tell me what you CAN spend, then maybe there’s a package I could plug you into to do something nice to get you going in the right direction. There are some really great looking, professional themes that might work. Also, to make it easier, I can offer to divide the total cost into 4 payments or even setup monthly payments? Would it help you if we could get you the website you NEED, with an easier way to pay for it? What IS your budget?
YOU GUYS (OR WEBSITES) ARE JUST TOO EXPENSIVE…
______________ building a website that is created to address your goals and aspirations is expensive and the decision to do so is not one that should be undertaken lightly. The resources that go into the process, both from a financial and time perspective, can’t just be dismissed. The question that I would ask YOU in response is, how much will it cost you NOT to focus on your website and current web development? Every day you put off doing what you need to do to generate new clients, is another day that you’re losing business you could’ve already been getting.
I CAN DO THIS (BUILD A WEBSITE) MYSELF…
I will agree that there are plenty of commercials that make site building look easy, but most small businesses who attempt to create a site on their own quickly discover how difficult and time-consuming it can be. The majority of business owners will abandon the process altogether, feeling frustrated and overwhelmed as they discover the headaches and hidden fees involved in the process.
DIY sites are often left incomplete, poorly designed, riddled with ads and practically invisible to search engines and potential customers. Building a website yourself can cause more harm than good by sending the wrong message and turning off potential customers.
[If a prospect tells you they plan on building a website themselves, you might want to start by politely asking “Why haven’t you already?” If they reply that they haven’t had the time, you can challenge them by asking “What makes them think they will have the time now?” and explain all of the drawbacks with this decision and the benefits of working with you.]
I NEED TO THINK ABOUT IT MORE | I NEED TO CHECK WITH MY SPOUSE/PARTNER/TEAM | I NEED TO RESEARCH FURTHER (TALK TO OTHER DESIGNERS) | NOW IS NOT A GOOD TIME
______________ can I share something that kind of goes along with the 29 years of experience we have in web design? When someone says they need to think about it more or talk with a partner or spouse, there is a real, underlying, but different reason they are not moving forward. One, is you are not SOLD on me or my firm OR you don’t feel that they’re getting the same or more value versus what I’m asking you to spend. Can we talk about that and maybe I can share how working with me will create a RETURN ON INVESTMENT instead of a COST versus cheaper firms?
Also, think about this – we are talking right now because you have a couple of ‘pain points’. You don’t have a website, but feel you need one and how much will it cost you to do nothing or choose a cheap website that doesn’t make the phone ring. How much will that cost as opposed to investing with someone like me in your corner to make this a success?
CAN YOU SEND ME SOMETHING?
Absolutely. I would be happy to send you an email. There is a lot of information that I can send you so I’d like to narrow it down. What kind of information are you interested in? I realize there is so much to consider with such an important factor of your business. I know I’ve shared a lot – Would you say that <common factor / BUDGET or that you need this to pay off> is extremely important to you?
ANOTHER
(CHUCKLE and SAY) Oh my goodness _______________ I just said the same thing to an insurance salesman yesterday who I was just trying to get off the phone. Obviously there is an underlying reason you’re not sharing. Is it budget or something you can discuss? I don’t want to waste your time and if you’re not interested at all. Instead of me sending you an email that you’re not going to read, can we take a few more minutes to address what has you hesitant?
—
Depending on your budget, I will tell you that the BEST ___________ websites tend to BUILD OUT those services pages to be ____________, _____________, ____________ and that would make Google tend to rank the site and get you traffic. That said, I can tell you that to do the site I KNOW you actually want, will be around $____________.
Obviously, if you don’t have that to spend, then I’d be glad to hear what you can spend and I’ll see if there’s something we can deliver that will get you up and running and working towards success. We DO have some entry packages that are more template or theme based and they still look great – just not custom, per se. Can you share where you’d be comfortable in terms of budget?
We are not like other companies/developers that you are going to hear from. I’m not here to waste your time with empty pitches or empty promises like you can get unlimited pages, any functionality you want, and that Google will rank your website up at the top of page 1 – all for $900.
Let me ask you something – when you think of high-performing websites that generate sales or leads – do you think those websites took a couple of hours to design at a price of $900?
And that’s where I come in. I’m not just talking about designing a site that looks pretty. I’m talking about creating a website that works for you—a site that’s designed to convert traffic into tangible results. Whether you want to boost sales, get more leads, or build a solid online presence, I’m gonna help you do that.
Here’s what you get when you work with me:
• A custom-built, fully optimized website that fits your brand perfectly. This isn’t some cookie-cutter template—you’re getting something designed for your specific business needs.
• A conversion-driven design that will not only grab attention but turn visitors into customers.
• A seamless user experience that’s built for results. People don’t have time for confusion. They want it fast, easy, and to-the-point. And we’re gonna give it to them.
• Mobile optimization. If your website doesn’t look great on a mobile device, it doesn’t exist. We’re going to make sure your site is perfect across all devices.
• Speed. I’m talking about ultra-fast load times. People won’t wait for a slow website to load—they’ll bounce. But with us, your site will load instantly.
• Analytics and tracking so you know exactly how your site is performing and where we can improve. This is key for ongoing optimization and growth.
• You get our team of 21 people who all live in America and we love sleeping at night.
• We have a 29 year track record with nothing but five star ratings on Bark. We’ve been hired more than the top two design firms combined. We have more reviews.
_________________ I’d love to get going and work with you on this…
But listen—this is an investment. If you’re looking for something cheap and temporary, there are plenty of other guys who can throw something together for you. But if you want a top-tier website that works for you, drives results, and stands out from the competition? Then we need to agree to a budget that works for you and get moving on this. Early in this conversation you mentioned that you’ve been thinking about this for a few months….let’s don’t put it off any longer.
So, here’s the deal: you tell me what you’re looking for, and I’ll build you the blueprint for success. Together, we’ll create a digital presence that makes your competition look like amateurs. This is about winning, not just “getting by.” I’m here to guide you through every step of the process. Let’s build something great, something that delivers results, and something that you’ll be proud of.
Let’s do this. Are you in?
Explore financing (affirm … stripe… whatever)