AI Visibility Review: discovery call script

Part 1: Open (0 to 1 min)

Note: Say the ad back to them in one sentence. It confirms they are in the right place and signals the call will be about them, not us. If they answered the micro-commitment question in the reminder, quote it: "You said you wanted to know whether your website is costing you jobs. We'll get to exactly that."

Part 2: Set the agenda (1 to 2 min)

Note: Wait for a yes. This agenda keeps the landing page promise (sample searches, a few fixes, no jargon) and sets up the close as a decision about a proposal, which is the honest next step for a $1,500-plus monthly service.

Part 3: Understand their business (2 to 6 min)

Ask these in order. They feed both the snapshot discussion and the fit check.

• "Which services make you the most money? If you could fill the schedule with one kind of job, what would it be?"
• "Which cities or areas do you actually want more work in?"
• "How do most new customers find you today? Referrals, Google, lead services, something else?"
• "Roughly how many estimates or service calls a week are you running right now, and how many would you like?"
• "What's a typical job worth to you, and what's the big one worth?" (Needed for Part 8. If they hesitate: "A range is fine. I'm only asking so I can tell you honestly whether this pays for itself.")
• "When someone calls or fills in your form, how do you track where they came from?" (Most say they don't. That becomes a Part 7 point.)
• "Have you worked with a marketing or SEO company before? How did that go?" (Listen for ownership horror stories: lost domain, lost Google profile, reports nobody understood.)

Note: Go deeper only where it matters: "What do you mean by that?" and "How long has that been going on?" The old revenue-and-cash-on-hand interrogation is cut. Job value and estimate volume tell us what we need without putting a business owner on the defensive in minute four.

Part 4: Show the snapshot (6 to 12 min)

Share the screen. Walk through it in this order.

1. The five questions. "These are the questions a homeowner in [city] might actually type or ask. I ran each one on Google and on [ChatGPT / Google AI Mode] on [date]."
2. Where they appeared. "Here's where [Business] showed up, and here's where it didn't." Be plain. If they were absent everywhere, say so without drama.
3. Who appeared instead. "These are the businesses the AI tools are recommending most often in your area right now." Name two or three competitors. This is the moment most owners lean in.
4. Where the AI tools got their information. Point at the cited sources: the competitor's service pages, their Google profile, review sites. "Notice it's reading ordinary web pages. That's the part we can work on."
5. The three website fixes. Concrete and visible: "Your homepage never says you serve [city]." "Your HVAC repair page is one paragraph." "Your Google profile lists three categories your site never mentions."

Note: The disclaimer is not a weakness. It is the thing that separates us from every agency that showed them a single favorable screenshot. Say it once, confidently, and move on. Never show a fabricated AI answer or imply Google or OpenAI endorses anyone.

Part 5: Stakes (12 to 14 min)

• "When a homeowner asks one of these questions and gets [Competitor] instead of you, what does that cost you? Using your numbers, one [service] job is about $[X]."
• "How many of those a month would make this worth your attention?"
• "If nothing changes on the website over the next year, where do you think these answers are in twelve months?"

Note: Let them do the math out loud. The point is a shared number, not a scare. The research the campaign is built on says Google is still the main channel and AI is an additional one; say "on top of Google," never "instead of Google."

Part 6: What they want (14 to 15 min)

Then: "What's been the biggest thing stopping you from fixing the website side yourself?" Listen for one of three: no time, no idea how, or tried and got burned. Repeat it back: "So you don't want to become a web person, you want someone to own this and show you what they did. Is that it?"

Part 7: The fit check (15 to 16 min)

Decide out loud whether to continue. Good fit: a defined service area, a legitimate licensed business, able to supply real photos and facts, enough profit per job to support a managed service, a site that is dated or nobody has time for. Poor fit: wants a guaranteed number one or a specific ChatGPT recommendation, needs a custom web app or marketplace, cannot accept a contract term and an approval process, has no way to answer and track leads.

Note: This replaces the old "is this a NOW thing" pressure sequence. Same purpose, no corner. If the answer is "someday," offer the snapshot and the three fixes by email, book a check-in in 60 days, and end the call well. A warm "not now" is still worth a referral.

Part 8: How we work, the three pillars (16 to 20 min)

Mirror the product narrative exactly. Three pillars, short, then stop.

Then stop talking. Answer only what they ask. Do not list every feature. If they ask about the chatbot or Google Business Profile management, explain each as an optional add-on and what it is for (the chatbot is for converting visitors, not for ranking; GBP management is the active posting, photos and review workflow beyond the basic consistency check we already do).

Note: The old script's pillars were packaging, lead gen and sales process for a consulting offer. These three match the playbook and the product page word for word, so what they hear on the call is what they will read in the proposal.

Part 9: What you keep, and what we never promise (20 to 21 min)

Say this before they ask. It is the section the research says contractors care about most and the one most agencies avoid.

Part 10: Temperature check, then the investment (21 to 23 min)

Anything under seven: "What would make it a nine?" Deal with that first. "Sounds good" and "I'm interested" are not numbers; ask again, lightly.

Then silence. Let them react. Tie it back to their number from Part 5: "You said one [service] job is worth about $[X], so this pays for itself at [N] extra jobs a month."

Note: Say "investment" or "plan," not "cost." Quote the page-based price only if you have counted their pages; otherwise say "starting at $1,500 and I'll confirm the exact number in the proposal." Contract term and setup-fee policy are still awaiting leadership sign-off; until then say "the proposal spells out the initial term and how you exit." Do not invent terms on the call.

Part 11: The next step (23 to 25 min)

Book the proposal review before hanging up. Then: "Is there anything you'd need to see in that proposal for it to be a yes?" Write the answer down; it is the proposal's checklist. If they want to start immediately, great: "Then the proposal becomes the agreement. I'll send it with a signature link and the onboarding form, and we'll start the design directions as soon as it's signed."

Note: The old close ("Visa or Mastercard?") assumed a one-call consulting sale. A scoped monthly service with a page count, a term and ownership terms needs a written proposal, and the playbook's funnel ends in "tailored proposal." The commitment we take on the call is a booked proposal review within two weeks, which the no-show research says is the window where show rates hold.