Phase 1(pitch+Service)

Basic Pitch

"Hey how's it goin? I’m sure you saw the white and green trucks buzzing around…"I just got done taking care of John, Debra and a few others in your neighborhood. Everyone's been getting the same activity... a lot of the sugar ants popping up through the soil beds and spider webs in the eves. Some even seeing the occasional mouse."

What is the script to transition from the bugs to the offer?( the why)

"Only reason I was swinging by is I just have a little down time, so if I can squeeze you in with the rest of the neighbors I already treat, I can get you done for a little bit cheaper."

What are the 3 key stats for the Power Spray? (PSI, Dimensions, Benefit)

90 PSI (vs 15-20 for hand pumps). 3 ft Up x 3ft Out (6ft barrier). Penetrates mulch and rock beds where bugs hide.

Why do we use Granules? What bugs do they target?

Why: Sprays dry up in the sun. Granules are water-activated and sink to the soil level to create a deep barrier. Target: Ants, Crickets, Earwigs. Seeps about a foot into the soil which breaks up the egg cycle…

What is the key selling point for the Eaves treatment?

We don't just spray; we sweep/physically remove the webs. If you just spray, the spider re-uses the web. We force them to rebuild elsewhere. Explain sitrinella oil, and pharmones

What is the verbatim explanation for the 30-day follow-up?

"Pesticides cannot penetrate egg shells. The first service kills the adults. The eggs hatch 30-45 days later. We return then to kill the babies before they can lay new eggs."mexplain the reason for increased activity

How do you explain why the price is so low today?

"Since I am already treating the neighbors, I don't have to drive out here specially for you. I save on gas and time, so I pass those savings on to you." (Bulk Pricing).

How do you handle: "I spray it myself."

"Awesome, you gotta do something for the bugs out here ! Most neighbors were doing the same. We just started doing two things differently that made a massive difference…" (Pivot to Granulation & Eaves).

How do you handle: "I have Terminix / Orkin."

"Perfect, most of the neighbors used them too. We just started doing the Eaves and the Yard Granulation which they don't do, and it’s made a huge difference."

What must you point to before showing the discount price?

You must point to the Initial Price ($350). If you don't anchor high, the low price ($99) doesn't look like a deal; it just looks "cheap."

What do you do immediately after saying: "I can do it for just $99 bucks"?

SHUT. UP. Maintain eye contact and wait. The first person to speak loses the negotiation.