A Sales Script for Small Business Owners

Master the Art of the ‘Good Fit’ Meeting: A Sales Script for Small Business Owners

If you’re website is doing its job, potential clients are reaching out to you to discuss a project or learn more about the services you provide. As a small business owner, this initial meeting with a potential client, which I call the ‘Good Fit’ meeting, is crucial for building a successful relationship. To ensure these meetings are productive and focused, I refer to my ‘Sales Script for Small Businesses’ sheet to guide the conversation. It’s so helpful! So I figured I’d share it, and you can adapt it to fit your business and personal style.

Sales Script for Small Businesses Q&A Talk Bubbles

The Good Fit Sales Script for Small Businesses

1. Setting the Stage: Understand the Client’s Motivation

Begin by understanding what brought the client to you:

  • How did you find me?
  • Tell me why you reached out?
  • What is your main goal with this project?
  • What matters most to you in working together?
  • What challenges are you trying to address?
  • Can you give me a brief overview of how your business operates?

These questions help build a rapport while giving you valuable insight into the client’s expectations and how you can best serve them.

2. Review Past Attempts and Solutions

Understanding a client’s history with other approaches can guide how you present the value of your services:

  • What other approach have you tried so far?
  • How did that work for you?
  • Did you try anything else?

This discussion helps to set realistic expectations and tailor your services to their specific circumstances.

3. Clarify and Reflect on Their Challenges

It’s important that you fully understand their main challenges:
“So, your main challenges are _________ . Do I have that right?”

This confirms that you are on the same page and shows the client that you are actively listening and engaged in solving their problems – a key aspect of any effective sales script for small businesses.

4. Visualizing Success: Focus on Outcomes

Help clients visualize the potential success and outcomes of working with you:

  • Talk about what success looks like, and how it aligns with their goals.
  • Share examples of success stories or case studies from other clients.
  • Highlight the benefits of your services, focusing on results rather than just the process. 

“Sell the meal, not the recipe” is a key aspect of the Sales Script for Small Businesses

5. Address Any Concerns

Openly address any potential concerns or hesitations:

  • What kind of concerns do you have?
  • Have you had a chance to look at the pricing on my website?
  • Do you have any questions about what’s included?
  • Does it fit within your budget?
One of the biggest mistakes I made early on was not having a conversation about money. But sticker shock is the worst! It can feel uncomfortable, but avoiding this topic can lead to misunderstandings and missed opportunities. By addressing pricing transparently, you build trust and ensure that both you and the client are on the same page. This part of the Sales Script for Small Businesses is essential for setting clear expectations and fostering a healthy, open dialogue about budget and value.

6. Schedule your next meeting

If it’s a good fit, get your next interaction on the calendar. Then follow-up with an email outlining the next steps. Even if it’s not a good fit, follow-up with a nice, “I enjoyed meeting you” email.

Building a Foundation for Success

This sales script is designed not just to sell a service but to create a foundation of trust and understanding. By focusing on a client-centered approach and addressing their specific needs and concerns, you position yourself not just as a service provider but as a partner in their success.

Are you ready to discover how a truly collaborative approach to web design can transform your business? Let’s connect and explore the possibilities together.

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