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Sales and Prospecting

Prospecting Process

Identify and vet striping and sealcoating contractors in your region who are ready to buy lead generation or full-service digital services.

When to Prospect

You prospect when you have capacity to onboard a new client (rank-and-rent sites or full-service management slots available). Typical cadence is 2-3 new prospects per week.

Step-by-Step Process
  1. Identify Target Contractors
  2. Search Google Maps for "striping contractor [city]" or "sealcoating [city]"
  3. Note those with weak or no web presence (opportunity)
  4. Check their Google reviews (high ratings + decent review count = serious business)
  5. Verify they're still active (recent reviews, updated phone number)
  1. Research Their Current State
  2. Visit their website (if they have one). How old does it look? Is it mobile-friendly?
  3. Check their Google Business Profile. Do they have recent posts? Reviews? High ratings?
  4. Look for paid ads on Google (are they advertising? Spending money?). Check Facebook too.
  5. Note: Do they seem to rely on organic search or direct referrals?
  1. Find the Right Contact
  2. Call the main number. Ask for the owner or business manager by name.
  3. Keep a simple note: owner name, phone, email (if you get it), company size estimate.
  4. If they seem defensive or uninterested on the phone, note it but move on to the next prospect.
  1. Qualify Quickly
  2. Ask: "Are you the owner?" If no, get transferred or ask for their email so you can reach the owner directly.
  3. One qualifying question: "How are you getting most of your new jobs right now?" Listen to the answer.
  4. If they say "referrals" or "word of mouth," they're a fit. If they say "we're full," move on.
  1. Log and Follow Up
  2. Add the prospect to your CRM or spreadsheet with: name, phone, company, decision-maker name, pain point (referrals, no web presence, etc.).
  3. Schedule a callback in 3-5 days. You are not pitching yet. You are just confirming they exist and are open to a conversation.
Ownership

Sales lead (you). This is the top-of-funnel activity.

Success Criteria
  • You have identified 20+ prospects per month
  • At least 50% of them pick up the phone or respond to outreach
  • You move qualified prospects to the Discovery Call within 1 week
What Disqualifies a Prospect
  • No active phone number or website (too hard to reach)
  • They say they are fully booked or not hiring right now
  • They have a brand new, high-quality website and strong Google presence (they are not your customer yet)