# PITCH SCRIPT MASTER — Sabino / Tier A ($1.5K-3K/mo retainers) > memorize this. don't read it on calls. > Last updated: April 18, 2026 ## before every call: the 60-second prime stand up. smile. water next to you. phone charged. tracker open. no notifications. mental line: **i'm not selling, i'm diagnosing. rejection = data, not identity.** dial. --- ## OPENER — pick 1 of 4 (based on prospect profile) ### OPENER 1 — AUDIT ANGLE (highest hit rate, default choice) best for: prospects with a website that has fixable issues. > "hey is this [name]?" > "[name], this is sabino. i run a marketing agency here in LA. i was on your website earlier — there's 2 or 3 things on there that are costing you customers that i could fix in a week. not trying to sell you anything right now. can i send you a quick 3-minute breakdown?" **hook:** specific ("2 or 3 things"), low commitment ("3 minutes"), no-pressure framing ("not trying to sell"). ### OPENER 2 — MOBILE HOOK best for: prospects whose site is unusable on mobile (check before calling). > "hey is this [name]?" > "[name], quick one — this is sabino. i pulled up [business name] on my phone and honestly the site's basically unusable on mobile. 80% of your customers are finding you on their phone first, so this is probably costing you a lot more than you think. got 20 seconds?" **hook:** urgency ("costing you"), stat-backed ("80%"), specific ("your phone"). ### OPENER 3 — COMPETITOR DROP best for: prospects in a vertical where you've already closed (barbershops, dental, etc.). > "hey is this [name]?" > "[name], sabino here. i just built out a site for [similar biz in their vertical] and it's already pulling in bookings they weren't getting last month. noticed yours hasn't been updated in a minute — reaching out to you before i take on someone else in your area. got 20 seconds?" **hook:** social proof ("already pulling bookings"), urgency/scarcity ("before i take on someone else"), territorial ("in your area"). ### OPENER 4 — NO-WEBSITE OPENER (proven — Sabino's original) best for: prospects with no website, only IG/google listing. Jessica's primary opener for Tier B. > "hello, i'm calling because i noticed you guys don't have a website. what would be the reason behind that?" **hook:** direct question forces a response. no rejection handle. opens PCAT in one line. --- ## ASK FOR 20 SECONDS — the gatekeeper phrase after any opener, if they haven't hung up or pushed back hard: > "got 20 seconds?" **NOT** "got a minute" (sounds like a pitch). **NOT** "is this a good time" (gives them the out). 20 seconds = granular, non-threatening, specific. if yes → proceed to PCAT. if no → "totally fair, when's a better 20 seconds — later today or tomorrow?" (book the callback specifically). --- ## DISCOVERY — PCAT FLOW (the middle of every call) see `01_pcat_framework_explained.md` for full breakdown. on-call compressed version: ### P — PAIN (pick 2-3, listen) - "how are you currently getting new customers?" - "what's your biggest frustration with marketing right now?" - "are you running any ads? how's that working?" - "who handles your social media?" ### C — CONSEQUENCE (get to the number) - "how many [customers/cuts/bookings/calls] are you doing a week?" - "how many do you actually want?" - "what's one [customer/cut/service] worth to you on average?" - "so you're leaving about $[X] a month on the floor — cool with that?" ### A — AGITATE (let it breathe) - "how long has it been like this?" - "what have you already tried?" - "what happens if nothing changes 6 months from now?" - "how does that sit with you — your name is on the door." - **silence. 5 seconds. don't rescue them.** ### T — TRANSFORM (paint 90 days out + drop trippy blendz case study) > "imagine 90 days from now you're not stressing about where customers come from. system runs daily — ads, content, follow-up. you're at 40+ new bookings a month. i'm working with a barbershop here in LA right now — trippy blendz — doing exactly this setup. ad spend around $21/day, targeting 40-80 new bookings a month, $1,400-2,800 in new revenue off the ad spend alone." --- ## TRANSITION TO PITCH (move from discovery → offer) once they're bought into the transformation vision, transition smoothly: > "i don't want to close you on a phone call. i want to set up 15 minutes where i pull your actual numbers, look at your competitors, and show you exactly what i'd build for your shop — no cookie-cutter pitch. does thursday 2pm or friday 11am work better?" **book the meeting. not the sale.** that's call #1's only job. --- ## PRICING FRAME (only if they force the number on call #1 — avoid if possible) ideal: don't quote pricing on the cold call. save it for the demo. "i'll walk you through the full thing and the numbers on thursday." if they push: > "totally fair question. tier A is a $1,500 to $3,000 a month retainer, depending on what you need — ads, content, website, follow-up automation. i price based on what actually moves the needle for your business, not a flat package. that's what we'll nail down on thursday." anchor high. mention $3K first (set the ceiling), then $1.5K (relief). let them place themselves. ### retainer vs project framing - **retainer**: "managed package — ads + content + website management. month to month, no lock-in, cancel anytime. typical range $500-1,500/mo depending on scope. most shops stay because the numbers keep working." - **project**: "one-time website build, $1,500-2,500 depending on size. 7-14 days. then you own it forever, optional $200/mo managed hosting if you want me to keep it fresh." - **performance**: "for bigger shops, i'll sometimes do a base + % of revenue generated. anchors us to results, not activity." --- ## CLOSE OPTIONS — 3 flavors (read the room) ### CLOSE 1 — ASSUMPTIVE (default — highest close rate) they sound interested, no big objection. skip to calendar. > "cool. i'm locking you in for thursday 2pm. i'll text you the zoom link right now. bring your last 3 months of bookings if you have them — just want to see the baseline before we talk. sound good?" **not a question.** it's a soft directive framed as a check-in. ### CLOSE 2 — ALTERNATIVE CHOICE (prospect is wavering) they're 70/30 but stalling. > "look — thursday 2pm or friday 11am. which one do you want?" forces a micro-commitment. "either" feels like a smaller yes than "do you want a meeting." ### CLOSE 3 — URGENCY / TAKEAWAY (prospect is flaky) they're flaking. pull back, use scarcity. > "hey, no pressure at all — i'm taking on 3 new clients this month and i've got one slot left. if this isn't the right time, totally get it, no hard feelings. just want to know if we're booking thursday or you're passing — either way is fine with me." **takeaway is powerful. don't overuse.** only when prospect is clearly stalling and respect has eroded. --- ## IF THEY BOOK THE MEETING — the lock-in ritual 1. confirm the exact time + timezone ("thursday 2pm pacific, correct?") 2. send the zoom/calendar invite **immediately** while on the phone — they say yes, you click send, confirm they got it 3. set a reminder: "i'll text you thursday morning just to confirm — cool?" 4. the ask: "one last thing — if anything comes up and you can't make thursday, text me back that morning and we'll reschedule. just don't ghost me, i'll do the same." this ritual drops no-show rate by ~40%. --- ## POST-CALL — 2-minute debrief (every call, no exceptions) open `06_cold_call_tracker.html`. log: - outcome (booked / gatekeeper / voicemail / not interested / callback / wrong#) - objection type (if any) - notes (what worked, what didn't) - next step (if callback or followup) rejection? run `04_post_rejection_protocol.md`. 60-second reset. next dial. --- ## THE FULL FLOW (compressed — memorize) ``` 1. OPENER (audit / mobile / competitor / no-website) 2. "got 20 seconds?" 3. P — 2-3 pain questions 4. C — get the $ number 5. A — let it breathe, 5 sec silence 6. T — 90-day transform + trippy blendz case 7. TRANSITION — "i don't want to close on a call — 15 min thursday?" 8. CLOSE (assumptive / alternative / takeaway) 9. LOCK-IN — send invite now, text reminder promise 10. DEBRIEF — log, reset, next dial ``` ## universal rules (from spec, on every call) - smile while talking - stand up - ask 20 seconds, not "a minute" - goal of call #1 = book the meeting, not the sale - agree with objections first ("totally fair, that's why…") - always end with specific time slots ("thursday 2 or friday 11?") - no apologies, no "i know you're busy," no hedging - your voice is confident because you know you can deliver ## if all else fails — the safety line if you're losing them and don't know what to say: > "totally fair. one last thing — what would have to be different for this to make sense for you?" this question gets them articulating their own objection + shows you're not forcing. 1 in 4 times they'll self-close. --- dad's TRX. monday. 5 calls. memorize the flow, say it like a human.