30 sec
🧠 WHY THIS STEP:
First impression determines if you get permission to present. Professional appearance + EPA credibility + time limit = opportunity to showcase value.
SHOW CREDENTIALS
GIVE COMPLIMENT
Script: "Hi! I'm [Name] with Organic HypoSolutions. Nice [specific compliment]! I help businesses with EPA-approved safer sanitization. Got 5 minutes?"
Example: "Hi! I'm Sarah with Organic HypoSolutions. Nice place you have here! I help businesses like yours with EPA-approved safer sanitization. Got 5 minutes?"
- Professional appearance first
- Lead with EPA credibility
- Compliment something specific
- Ask for small time commitment
🚪 INITIAL APPROACH MASTERY
📋 Pre-Approach Checklist
- Professional attire (business casual minimum)
- Business cards ready
- EPA documentation visible
- Confident posture and smile
- Phone on silent
🗣️ Script Variations
For Restaurants: "Hi! I'm [Name] with OHS. Great looking menu board! I help restaurants with EPA-approved safer sanitization that keeps customers and staff healthier. Got 5 minutes?"
For Salons: "Hi! I'm [Name] with OHS. Love the atmosphere here! I help beauty businesses with EPA-approved sanitization that's safer for clients and staff. Got 5 minutes?"
⚠️ Common Mistakes to Avoid
- Don't lead with price
- Don't use generic compliments
- Don't ask "Are you the owner?"
- Don't look at your phone
- Don't be pushy if they're clearly busy
1-2 min
🧠 WHY THIS STEP:
People buy from people they like and trust. Building rapport creates emotional connection before logical presentation.
ASK ABOUT THEM
FIND COMMON GROUND
Script: "How's your day going? This place has great energy - how long have you been here? What got you started in this business?"
Questions to ask: "How's business? What's your background? What do you love about this work?"
- Ask about their business story
- Listen more than you talk
- Find something in common
- Be genuinely interested
🤝 RAPPORT BUILDING TECHNIQUES
💬 Conversation Starters
- "How did you get into this business?"
- "What's the best part about running this place?"
- "How long have you been at this location?"
- "What makes your business unique?"
- "How's business been lately?"
🎯 Finding Common Ground
Look for: Family photos, awards, local sports teams, community involvement, shared business challenges, similar backgrounds, mutual connections.
👂 Active Listening Tips
- Maintain eye contact
- Nod and use "mmm-hmm"
- Ask follow-up questions
- Remember details they share
- Mirror their communication style
3-4 min
🧠 WHY THIS STEP:
No problem = No sale. You must identify pain points before presenting solutions. People buy solutions to problems they admit they have.
ASK ABOUT CLEANING
FIND PAIN POINTS
Script: "Walk me through your cleaning routine. What products do you use? Any issues with chemical smells or residue? How much time does it take?"
Pain points to discover: Chemical odors, time consuming, expensive, safety concerns, ineffective cleaning
- Current cleaning method
- Problems they're having
- Safety concerns
- Time spent cleaning
- Cost of current products
🔍 PROBLEM DISCOVERY MASTERY
❓ Key Discovery Questions
- "What cleaning products do you currently use?"
- "How much time do you spend on sanitization daily?"
- "Any concerns about chemical residues?"
- "Ever had customers comment on chemical smells?"
- "What's your biggest cleaning challenge?"
- "How much do you spend monthly on cleaning supplies?"
🎯 Industry-Specific Pain Points
Restaurants: Grease buildup, food safety regulations, customer complaints about chemical odors
Medical: Infection control, patient safety, regulatory compliance
Salons: Client sensitivity to chemicals, skin reactions, ventilation issues
🚩 Red Flag Responses
- "Everything's fine" - Dig deeper with specific questions
- "We don't have problems" - Ask about improvement opportunities
- "It's cheap" - Focus on hidden costs (time, health, effectiveness)
- "We're required to use this" - Explore if they're happy with requirements
5-7 min
🧠 WHY THIS STEP:
Now that you know their problems, present HOCl as the perfect solution. Use proof (EPA, body makes it) + social proof (Kidstopia) = credibility.
TELL SUCCESS STORY
PROVE EFFECTIVENESS
MUST SAY: "Your body makes this same solution naturally to fight germs"
Script: Connect their problem to your solution. Explain it's natural (body makes it), EPA approved, and share Kidstopia success
Key points: Family safe, EPA registered, natural (body makes it), kills 99.9% germs, no toxic residue, 5x faster than current method
Kidstopia story: "Kidstopia daycare has 4 locations using our service. Parents love that it's organic and staff save 2 hours daily on cleaning."
💡 SOLUTION PRESENTATION MASTERY
🔬 Scientific Credibility Points
- EPA registered for surface disinfection
- FDA approved for wound care
- Used in hospitals for 30+ years
- Your immune system produces this naturally
- Same molecule as in your white blood cells
- Breaks down to salt and water
📊 Benefits vs Features
Feature: Kills 99.9% of germs
Benefit: Your customers stay healthier
Feature: No toxic residue
Benefit: Safe for your staff to breathe and touch
Feature: Works 100x faster than bleach
Benefit: You save 2+ hours daily on cleaning
🏆 Success Stories to Use
Kidstopia Daycare: 4 locations, parents love organic approach, staff saves 2 hours daily
Local Restaurant: No more customer complaints about chemical smells, health inspector impressed
Medical Office: Reduced sick days among staff, patients appreciate safer environment
As needed
🧠 WHY THIS STEP:
Objections are normal buying signals - they're interested but need reassurance. Address concerns with facts, not arguments. Objections handled = obstacles removed.
SHOW PROOF
COMPARE COSTS
"It's too expensive"
Show cost per square foot - they're spending more now with worse results, plus they save 2-3 hours weekly
"Never heard of it"
Hospitals use this for 30+ years, FDA approved for wounds, EPA registered for surfaces, your body makes this naturally
"We're fine with current products"
Ask if they're 100% comfortable with chemical residues around staff/customers when there's a safer option
"Need to think about it"
Ask what specific part they need to consider - safety or investment? Address concerns right now
🛡️ OBJECTION HANDLING MASTERY
🎯 The FEEL-FELT-FOUND Method
FEEL: "I understand how you feel..."
FELT: "Other business owners felt the same way..."
FOUND: "But they found that..."
This validates their concern while providing social proof.
💰 Price Objection Responses
"I understand cost is important. Let me show you something - you're spending $X on chemicals plus 3 hours daily cleaning. That's actually $Y per month. We'll reduce that to $Z and save you 2 hours daily. You're actually saving money while getting better results."
🔄 Advanced Objection Techniques
- Isolate: "Is price the only concern?"
- Clarify: "What exactly concerns you about the investment?"
- Reframe: "Think of it as health insurance for your business"
- Evidence: Always have proof ready
Throughout
🧠 WHY THIS STEP:
Don't guess if they're ready to buy - test it! Trial closes throughout the presentation gauge interest and move them toward the final close.
CREATE URGENCY
GET SMALL YESES
Use these phrases throughout: Say "when we start" not "if we start" to assume the sale
"How does this sound for protecting your staff?"
"Which area should we focus on first?"
"Would weekly or monthly work better?"
"Can you see this solving your [problem]?"
"When we start, you'll notice the difference"
"This addresses your concern, right?"
🎯 TRIAL CLOSING TECHNIQUES
📊 Reading Buying Signals
Positive signals:
- Asking detailed questions about service
- Discussing logistics or timing
- Body language opening up
- Asking about pricing or payment
- Mentioning other decision makers
🎪 Assumptive Language Examples
Instead of "IF we work together..." say "WHEN we start working together..."
Instead of "Would you be interested..." say "How would this work with your schedule..."
Instead of "Do you want to try..." say "Should we start with your main area or..."
2-3 min
🧠 WHY THIS STEP:
If you don't ask, you don't get. Most sales are lost because the salesperson never directly asks for the business. Be confident and assumptive.
ASSUME THEY'LL BUY
CREATE URGENCY
"Perfect - let's get your business the safest sanitization available"
Safety Close: "Ready for the safest protection?"
Urgency Close: "I can schedule you this week"
Choice Close: "Monthly or weekly service?"
Assume Close: "Let me get your info and schedule you"
🎯 CLOSING THE SALE
💪 Confidence Builders
- Straighten your posture
- Make direct eye contact
- Speak slowly and clearly
- Use assumptive language
- Don't apologize for asking
⚠️ After You Ask - SHUT UP!
The first person to speak after you ask for the sale loses. Stay quiet, maintain eye contact, and wait for their response. This is crucial!
🔄 If They Say No
- Ask why specifically
- Address the real concern
- Try a different closing approach
- Don't give up after first no
- Leave door open for future
3-5 min
🧠 WHY THIS STEP:
Sale isn't complete until you have their information and commitment. Referrals multiply your success - satisfied customers are your best lead source.
GET COMMITMENT
ASK REFERRALS
Script: Congratulate their choice, collect contact info, schedule first service, ask for referrals
- Get name, phone, email, address
- Set up payment method
- Schedule first service date/time
- Get any special instructions
- Leave business card
- Ask "Who else would benefit?"
✅ SALE COMPLETION CHECKLIST
📋 Required Information
- Business name and address
- Contact person and title
- Phone number (mobile preferred)
- Email address
- Best days/times for service
- Special access instructions
- Payment method preference
🏆 Congratulatory Language
"Excellent choice! You're going to love how much safer and cleaner this makes your business. Your staff and customers will definitely notice the difference."
🤝 Referral Scripts
Natural approach: "Who else do you know that would benefit from safer sanitization like this?"
Specific approach: "Any other business owners in your network who care about their staff's health?"
🧠 WHY THIS SECTION:
Understanding normal responses prevents discouragement. Most "no's" aren't personal - they're normal. Good signs help you identify hot prospects.
NORMAL RESPONSES (Don't Take Personal):
• "I'm busy" - Ask when's better time
• "Not interested" - Ask what they currently use
• "How much does it cost?" - Don't give price yet, show value first
• Initial rejection - Just move to next business, it's normal
GOOD SIGNS (Focus Your Energy Here):
• They ask questions about the product
• They listen for more than 30 seconds
• Their body language opens up (uncross arms)
• They mention problems with current cleaning
• They ask about pricing or scheduling
📈 EXPECTATIONS & MINDSET MANAGEMENT
📊 Success Rate Reality
- Expect 1-3 sales per 100 businesses visited
- 30% will listen to full presentation
- 10% will show genuine interest
- 3% will buy immediately
- 5% will buy with follow-up
🚦 Traffic Light System
🔴 Red (Move On): Hostile, rude, or clearly not interested
🟡 Yellow (Quick Pitch): Polite but busy, give 30-second version
🟢 Green (Full Presentation): Engaged, asking questions, has time
🧠 Mental Resilience Tips
- Every "no" gets you closer to "yes"
- Rejection isn't personal - it's statistical
- Focus on helping, not selling
- Celebrate small wins throughout the day
- Track your improvement weekly
🧠 WHY THIS SECTION:
Consistency builds your reputation and success rate. These standards ensure every interaction reflects OHS professionalism and effectiveness.
MUST SAY EVERY TIME
✓ Mention EPA registration for credibility
✓ Emphasize family/staff safety
✓ Say "your body makes this naturally"
✓ Share Kidstopia success story
✓ Show cost/time savings
✓ Ask for referrals before leaving
PROFESSIONAL BEHAVIOR
✓ Always dress professionally
✓ Be respectful even if they say no
✓ Leave business card every time
✓ Thank them for their time
✓ Follow up when you promise to
✓ Keep notes on every interaction
🏆 QUALITY STANDARDS & BEST PRACTICES
👔 Professional Appearance Checklist
- Clean, pressed business attire
- Professional hairstyle and grooming
- Clean, appropriate shoes
- Minimal, professional jewelry
- Fresh breath and good hygiene
- Company badge/identification visible
📞 Follow-Up Excellence
Within 2 hours: Send confirmation text
Within 24 hours: Email with service details
Day before service: Reminder call
After service: Satisfaction check-in
Monthly: Relationship maintenance call
🎯 Daily Success Metrics
Track daily: Businesses visited, presentations given, objections handled, sales closed, referrals received, follow-ups scheduled.
Weekly goals: 100+ businesses visited, 30+ presentations, 5+ sales, 10+ referrals, 100% follow-up completion.