"Hey, I know you spoke with [SDR name] a few days ago — she mentioned you might be able to take on more leads, so I wanted to follow up."
"Are you more interested in building out your own brand — your own website, your own online presence — or would you rather just have leads coming in without worrying about the brand side?"
Your lane right now is Build Your Brand (below). FTL isn't yours to pitch yet.
"You don't need more hustle. You need a system that runs while you're on the job."
Present Concrete Marketing Agency — GBP, website, AI SEO, automations, backlinks. If terms come up: month-to-month, 30-day notice to cancel, no lock-in to defend.
"Been burned by an agency before."
Ask what specifically went wrong — no results, no communication, or a locked contract with no accountability. Contrast directly with month-to-month, 30-day notice, no lock-in.
"Bad timing, season's winding down."
"That's actually the best time to start — rankings take a few months, so you're showing up when demand picks back up, not scrambling to catch up."
"Price."
"One job you land from this covers months of it."
"Need to think about it."
Don't fight it — lock a specific follow-up day/time before ending the call. Never leave it open-ended.
"I need to talk to my business partner."Not yet official
Usually a stall at the close.
"Before you talk to them, let me make sure I've answered everything — is there anything they're going to ask that I haven't addressed?"
"Can you just send me more info?"Not yet official
Never send info without locking a specific follow-up time first — an open-ended info request is how a deal goes cold.
Direct ask. Move to onboarding the same call if it's a yes.