# Demo Call Checklist

Print this. Have it next to you during every demo call.

---

## 5 MINUTES BEFORE CALL

- [ ] Reviewed their current website / Yelp / Google Maps
- [ ] AI mockup is open and ready to screen-share
- [ ] Quiet space, headset on, internet stable
- [ ] Notes app open for capturing answers
- [ ] Pricing tier decided ($1,500 / $2,000 / $3,000)
- [ ] Stripe invoice template ready to send within an hour

---

## PHASE 1 — OPEN (2-3 min)

- [ ] Asked how their day is going
- [ ] Set the 20-minute agenda
- [ ] Mentioned I built a mockup specifically for them

---

## PHASE 2 — DISCOVER (5 min)

Asked all 5 questions:
- [ ] How do customers find them online today?
- [ ] #1 thing they wish their website did better (or why no site yet)?
- [ ] What's the deciding factor between them vs competitors?
- [ ] A website they think is great for a business like theirs?
- [ ] Timeline — 1 week or 2-3 months?

- [ ] Took notes on their answers

---

## PHASE 3 — DEMO (8-10 min)

- [ ] Shared screen, opened mockup
- [ ] Walked through hero with reference to their pain (from Phase 2)
- [ ] Walked through services section
- [ ] Walked through testimonials placeholder
- [ ] Walked through contact section + mobile preview
- [ ] **Paused and asked: "What's your gut reaction?"**

---

## PHASE 4 — PRICE REVEAL (2 min)

- [ ] Stated price clearly: "$1,500 for the full build"
- [ ] Mentioned timeline: "5 business days"
- [ ] Mentioned retainer briefly: "$300/mo, talk about it next week"
- [ ] Closed with: "Today the decision is just — are we doing the build?"
- [ ] **DID NOT FILL THE SILENCE.** Waited for them to respond.

---

## PHASE 5 — CLOSE OR OBJECTIONS (5-10 min)

If they said YES:
- [ ] Confirmed agreement + invoice flow
- [ ] Set next call (revision call in 3 days)
- [ ] Said congratulations

If they raised an objection:
- [ ] Identified which of the 14 it was
- [ ] Used the matching word-for-word response
- [ ] Stayed calm — did not over-talk

If they said "I need to think about it":
- [ ] Asked: "What specifically do you need to think about?"
- [ ] Scheduled follow-up call for 48 hours from now

---

## POST-CALL (Within 1 Hour)

If they said YES:
- [ ] Sent agreement
- [ ] Sent Stripe invoice
- [ ] Calendar invite for revision call (Day 3)
- [ ] Added them to Retainer Conversion Sequence (Day 0 trigger)
- [ ] Started the build (don't wait)

If they said MAYBE:
- [ ] Sent thank-you email recapping demo + 3 things you noticed about their business
- [ ] Marked as "Touch 2 in 3 days" in your follow-up tracker

If they said NO:
- [ ] Marked as `not interested - DNQ` in tracker
- [ ] Moved on — no agonizing

---

## DEBRIEF YOURSELF AFTER

Three questions:
1. What went well?
2. What objection caught me off-guard?
3. What would I do differently next time?

Note it. Then prep for the next call.

---

**Demos closed today:** ___
**Demos run today:** ___
**Close rate:** ___% (target: 30-40%)