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Affordable Web Solutions, llc Web site Sales Search Engine Marketing

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WHAT TO EXPECT FROM TRAINING ► Learn our script and how to deliver it successfully. Much of this training is oriented about dissecting our script in segments. You’ll hear me deliver each segment just the way I do over the phone plus my comments on exactly what each segment is attempting to achieve. If you learn this you can be successful – it only depends on you. ► Make actual calls! After you study and learn to deliver our script you’ll be given enough business names and numbers to make about 3 hours of actual phone calls to put into practice what you’ve learned. You’ll find out if this is for you and we’ll find out if you’re for us. ► Simple record keeping system. You’ll learn how to receive a steady flow of business contacts and how to set each appointment as well as how to track follow-ups through the final sale and payment of your commission.

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We May Never Meet Personally • • • so let me introduce myself. I’m Jack Deese and as you can see I work in the trenches right along with you to make sure you have everything you need to succeed. In fact, I’m only successful if you’re successful. You’re not in this alone – even if you’re 1500 miles from my office in Colorado.

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WEB SITE SCRIPT Now let’s analyze the Script segment by segment:

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NOTE! ► Please note the green tan and blue boxed areas on the script. ► Also note the smaller green, tan and blue boxes inserted after several paragraphs within the Script. ► As soon as you read a Script paragraph that is followed by one of these small color coded boxes you are immediately to jump to the appropriately color coded boxed area and continue the Script. ► Expect to jump to the green Appointment Soliciting area over and over before an appointment is set.

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Web site Script - Segment 1

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Web site Script - Segment 2

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Web site Script - Segment 3 ► NEVER ask, “What’s wrong with your Web site?” It’s always, “What would you like to see your Web site do better?” ► Only 3 objections/questions for you to handle – at least initially. 1.

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Web site Script - Segment 3 ► CAR DEALER: It’s a lot like walking into one of those big car dealerships and asking, “How much is a car?” Impossible to answer without knowing what you need, what you want and how much you’re able and willing to spend. ► Be sure to get them to write down the Sales Details Web page www.20PercentSale.com 2.

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Web site Script - Segment 4 Any other questions, just refer them to our Web Specialist as above. Do NOT try to answer any other questions yourself! 3.

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Web site Script - Segment 5 Use this for everyone that says “No” to a Web site. Sentences and sentence fragments in BLUE are not to be read but are there just in case you need to use them for clarification.

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Web site Script - Segment 6

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Web site Script - Segment 7

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Web site Script - Segment 8

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That’s it for the Script. Now it’s time to rehearse and practice and practice again! No Cry Babies Allowed! Practice is fundamental to your success! The quicker you get to the point you’re reading the script but sounding just like you’re talking with the client, the quicker money will start flowing to you. If for any reason you can’t or won’t practice – GO HOME! This is NOT for you.

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Sample Contact List for Calling All Contact Lists are Microsoft Excel Spreadsheets. If you have Excel on your computer but you are not familiar with how it works, call me at 970-690-0654. You call numbers from this column and ask for the owners from these columns. Make comments such as CB (Call Back time), Marketing Manager’s name, NI (Not Interested), or any information you feel is important here. If no answer, owner not in, or no attempt at Script – leave Comments blank. After you finish calling a Contact List, email it back to me with all comments and I’ll email you a fresh list. CB: Next Tuesday at 3:00 PM Marketing Manager is Roy Jones NI Disconnected

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► As soon as you’re comfortable with the Script, I’ll email you enough Contacts for you to practice calling for about 3 hours. ► Try your best to make appointments but don’t worry about if you don’t – this is primarily for practice. ► After 3 hours of calling, you’ll know if this is for you. If you feel good about it and want to continue, we’ll evaluate your results and talk to you. Most likely you’ll be accepted. ► Any appointments you make during this practice session are commissionable if sold and YOU STICK IT OUT FOR AT LEAST 30 DAYS. If you quit prior to 30 days, NO commission will be paid for the practice session. Practice!

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Online Sales Tracking Spreadsheet You can access from any computer 24/7 ► You’ll be provided your own 24 hr Online accessible Sales Tracking Spreadsheet. Only you and I will be able to see and make changes from any computer. ► This allows you to keep track of the sales process, call me with any questions, and see your commission amount and the date issued. ► Larger pictures on next 2 slides.

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Online Sales Tracker (Part 1) You fill out “yellow” columns. You fill out all yellow columns for each appointment you set.

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Online Sales Tracker (Part 2) You fill out “yellow” columns. We fill out “blue” columns. We fill out blue columns.

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Scout’s Place ► You will be given your own personal Web page called (Your Name) Scout’s Place. Calling business owners to set appointments is in essence Scouting for Dollars – hence the name Scout’s Place. ► This Web page will contain a link to your personal Online Sales Tracker that only you and I can access. ► Also, your Scout’s Place will have a link to my personal Calendar. This is important for Search Engine Marketing Demo appointments because I personally do these. My Calendar shows my available appointment times (every hour from 8:00 AM to 4:00 PM Mountain Time). ► All available Appointment Times will be given you in Mountain Time. You must convert to the local time for each area you call!

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Available Appointment Times for Web site Demos ► Most Web site Demos are handled by our Sales Pros. ► Each morning I’ll email you the available appointment times for the current week and the following week. ► Try to set appointments 3 or more days in advance. This helps prevent multiple appointments set at the same time. Remember – other teams besides ours are competing for the near appointment times. Otherwise you will have to call again to reschedule. ► Call me and also email me as soon as you set an appointment. I need all the information on the Appointment Form in order to officially schedule your appointment with our Sales Team.

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As soon as you feel comfortable with the Script, I’ll email you enough Contacts so you can practice making calls for 2 to 3 hours. Appointment Information Form Immediately fill out this form for each appointment and email to me at jdeese1014@comcast.net. Also call in the info to 970-690-0654. Keep a blank copy of this Word document on your computer. Then to fill it out you only need open it and type from your keyboard. Save it as a Word doc and attach it to the email sent to me.

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As soon as you feel comfortable with the Script, I’ll email you enough Contacts so you can practice making calls for 2 to 3 hours. Appointment Times Form ► I’ll email you this form each morning with the available Web site Demo appt. times. ► You also need to track appointment times you set so you do NOT set duplicate appointments.

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As soon as you feel comfortable with the Script, I’ll email you enough Contacts so you can practice making calls for 2 to 3 hours. Available Appointment Times for Search Engine Marketing Demos I currently do SEM Demos. You will have access to my Calendar from your Scout’s Place. All times are Mountain Time Zone. You can set appointments any available hour from 8:00 AM til 4:00 PM Mountain Time. Don’t forget to convert from your Contact’s Time Zone to Mountain Time when setting appointments!

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As soon as you feel comfortable with the Script, I’ll email you enough Contacts so you can practice making calls for 2 to 3 hours. ► You won’t be able to enter appointments directly into my Calendar (maybe later) but you can see all the available appointment times. ► When you set an appointment, simply use the Appointment Information Form and email it to me at jdeese1014@comcast.net and call 970-690-0654 and leave the same info as a messsage. (Same as for Web site Demo appointments.) ► I’ll enter all appointment times onto my Calendar and you’ll be able to see it real time. Note!

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That’s About It! ► You’ll find our system is quite simple once you get used to it. ► Like anything worth doing, it will take some time for you to get good at setting appointments. Don’t get disillusioned – don’t give up! ► We’re looking for people that can call a minimum of 4 hours a day for 5 days a week. ► Perhaps you have a current job you can’t quit until you know this works for you. In that case, 1 or 2 hours a day are allowed until you’re comfortable – but don’t expect to make a lot of money until you’re calling at least 4 hours a day. ► 4 appointments a day will result in 1 sale on average. Even if it takes you 8 hours to set 4 appointments, that’s still $250 / 8 hr = $31.25 / hr. Where else can you do this from home!