Call Prep Sheet

Laframboise Plumbing & Heating

Prospect call strategy. Paul's eyes only.

Tomorrow 12:30 PM ET

01 What You Know

Company: Laframboise Plumbing & Heating Inc
Contact: Owner (first name unknown, get it on the call)
In pipeline since: March 3, 2026 (6 weeks)
His words: "I'm a fantastic plumber and heating guy. But terrible at everything else."
What he asked: "I'm curious about the success rate of the leads you can generate"
What he really asked: "Business exposure and leads versus cost of services"
Online presence: None. No website, no social, no GBP (assumed).
Schedule: "All over the place." Too busy to meet for 6 weeks.

02 The Frame: Don't Promise Leads

  The honest position that actually sells better than a guarantee:

  You don't promise leads. You promise visibility and capture. The math takes care of itself.

The Two Problems Every Contractor Has

Problem 1: Invisible

People search for a plumber in his area right now. He doesn't show up. Those calls go to whoever Google shows first. He can't win jobs he's invisible for.

Problem 2: Leaking

The calls he DOES get: some go to voicemail, some come after hours, some never get followed up. Every missed call is a job that goes to the next guy.

03 Discovery Questions (Ask First, Pitch Second)

Get his numbers before you show him anything. Let him do the math himself.

"What's your average job worth? Ballpark."

You need this number for the ROI math.

"How many calls do you get in a typical week?"

Establishes his current volume baseline.

"How many of those do you think you miss? Voicemail, after hours, on a job?"

This is where Zero Lead Loss lands. Even 2-3/week is huge money.

"What happens when someone calls you at 9 PM with a burst pipe?"

Nothing. They call the next guy. Make this real.

"When someone Googles 'plumber' in your area right now, who shows up?"

Not him. His competitors. Make the invisibility tangible.

"Where does most of your work come from right now?"

Probably word of mouth. That's great but it doesn't scale and it stops when he stops.

04 The Math (Use His Numbers)

Missed Call Math

Plug in whatever he tells you:

Example "You said your average job is $500. You miss maybe 3 calls a week. That's $1,500 a week in potential revenue walking out the door. $6,000 a month. $72,000 a year. And that's just the calls you know about. What about the people who Google 'plumber' in your area, don't find you, and call someone else? You never even knew they existed."

Invisibility Math

Example "There are roughly 1,600 searches a month for plumbing services in a typical service area your size. Right now, zero of those people can find you. If a website and Google Business Profile captured even 5% of that, that's 80 new calls a month. At your close rate, what does that look like?"

05 The Honest Close

The Line "I can't guarantee you 30 leads a month. Nobody honest can. What I can guarantee is that right now you're invisible to everyone who doesn't already have your number, and some of the people who DO call you are slipping through. I fix both of those problems. The leads come from being visible and catching every opportunity. The math takes care of itself."

His Own Words Back to Him "You said you're a fantastic plumber and heating guy, but terrible at everything else. That's exactly the point. You do the plumbing. I do everything else. That's the whole arrangement."

06 What You're Selling (Two Systems)

Zero Lead Loss (Fix the Bucket)

Stop losing leads you already have

Smart Website (capture and convert)
Database Reactivation
Reviews AI (build trust at scale)
Voice AI (answer every call, 24/7)
Conversational AI (catch bouncing leads)

Lead Flow Engine (Fill the Bucket)

Get found by people who don't know you

Content Multiplication
Google Business Profile Engine
Social Content System
Paid Ads (Meta + Google)
Neighbourhood Blitz Campaigns
Referral Automation

  Let him tell you which problem is bigger. If he says "I need more calls" lead with Lead Flow Engine. If he says "I can't keep up" lead with Zero Lead Loss. If he says both, you're looking at a combined deal.

07 Pricing (Only If He Asks)

Don't lead with price. Lead with the math from his own numbers. Price comes after he sees the gap.

Zero Lead Loss

$997+

setup + $497/mo

Fix the bucket. Catch every lead.

Lead Flow Starter

$497/mo

$997 setup

GBP + Social + Referrals. Get visible.

Both Systems

$1,500-3K/mo

combined setup

Complete marketing department.

08 Watch Out For

Don't promise a specific number of leads. Promise visibility and capture. The math speaks for itself.
Don't pitch features. He doesn't care about AI or CRM or automation. He cares about more jobs and less hassle.
Don't ask "when works for you" again. If a follow-up is needed, propose a specific day and time.
Don't quote website pricing again. He already heard $1,297-$4,997. That's not what he's buying. He's buying leads and visibility.
Don't oversell. He's been burned by vague promises before (implied by his "success rate" question). Be the honest guy.
Get his name. You've been texting for 6 weeks. You don't know his first name yet.

09 Call Flow (10-15 Minutes)

0-2 min: Rapport. Thank him for making time. Get his first name. Ask how business is going.
2-5 min: Discovery. Ask the 6 questions from Section 03. Write down his numbers.
5-8 min: The math. Use HIS numbers to show the gap. Missed calls x average job = money left on the table.
8-10 min: The honest close. "I fix visibility and capture. The leads come from the math." Use his own words back to him.
10-12 min: Next step. If warm: "I'll put together a custom proposal this week. Free AI Lead Audit included." If lukewarm: "Let me send you one example of what this looks like for a plumber your size."