The We Get Found
Sales Field Manual

Day One — Phone, Coffee, Go.

You don't need a course. You don't need a CRM. You don't need certifications, a sales degree, or six months of preparation. You need a phone, four hours, and the willingness to dial a stranger and offer them something genuinely useful for free.

Here is your first day, hour by hour. Follow it exactly. The skill comes from the reps.

Hour 1 — Choose Your Beach

Pick ONE city. Pick ONE category. That's your beach for Week 1. Suggestions, in order of how easy they are to start with:

• Plumbers in a 100k–500k metro — easiest opening day. They're used to talking to strangers, their AOV is high, and most have terrible websites.
• HVAC in any suburban county — emergency-driven, ROI on a single AI citation is obvious.
• Independent dentists (not chains) — slightly harder, but higher tier potential.
• Roofers — high-ticket category, owners are usually accessible by phone.

Pick what feels right for where you live. If you live in Austin, "plumbers in Austin" is fine. If you live in a small town, pick the nearest mid-size city — don't farm a town of 8,000 people on Day One.

Hour 2 — Build Your First List

1. Open Google Maps. Search "[category] [city]".
2. Open the top 60 listings, one per browser tab, in order they appear.
3. For each one, write into your notebook: Business name · Phone · Website (yes/no) · Stars · Review count.
4. Mark with a star (★) any business where: rating is 3.5–4.5, they have at least 10 reviews, and their website looks more than 5 years old OR they don't have a website at all. These are your priority calls.
5. Aim to have a list of 60 names. Should take 60 minutes.

Hour 3 — Your First 10 Dials

Open Script C — "The Zero-Risk Frame" (see Section 05). It's the gentlest opening script and built for first-day reps. Read it three times. Out loud. Don't memorize it word-for-word — internalize the rhythm.

Now dial the first ★ on your list. Make exactly 10 calls. Don't stop after the first one to "process." Don't analyze. Dial through ten of them. Log each result with one of these codes:

• NA — No Answer (move on)
• VM — Voicemail (leave the 25-second voicemail from Section 11)
• NI — Not Interested (thank them, move on)
• CB — Callback Requested (note the time, write it in your calendar)
• FS — Free Site Agreed (you closed your first one — celebrate, then keep dialing)

Hour 4 — Decompress & Set Up Tomorrow

1. Walk for 15 minutes. Outside if possible. Get your nervous system back to baseline.
2. Review your 10 calls. What surprised you? What sounded better than you expected? What sounded worse?
3. Write one sentence: "Tomorrow I will _____ differently."
4. Add 20 more names to your list. You need at least 60 prospects ready every morning.
5. Open Section 06 (Client Psychology) and read it tonight. You'll handle tomorrow's calls better.

Your First Week Targets (Don't Skip)

If you hit 3 free site agreements in Week 1, you are exactly on track to a six-figure annualized residual book by month 18. If you hit 5+, you are running ahead of what the model requires — and cold-calling benchmarks say that's rare on a first week. We're a new venture and we'll tell you straight: we don't have years of rep data to compare you against. What we have is the math, and the math says 5+ in Week 1 is a strong start. There are no losers on Day One except the people who didn't dial.

The Brief: What We Sell & Why It's a No-Brainer

We Get Found (wegetfound.com) sells AI visibility infrastructure to small local businesses — the plumbers, dentists, roofers, and restaurants that used to rely on Google but are now invisible when customers ask ChatGPT for a recommendation instead.

The Market Reality — What You Tell Prospects

• 84% of searches now trigger an AI-generated answer — not a list of links
• 58% of Google searches end with zero clicks — the AI answered and the user never visited a website
• 200 million people use ChatGPT weekly. When they ask "best plumber in [city]" — one business gets cited. That business is not most of the market.
• Agencies selling comparable AI SEO services charge $2,000–$5,000+/month at market rate. We charge $197–$1,497.

Our Pricing vs. The Market

Who to Call — Ideal Client Profiles

Use Google Maps to find businesses that match the profiles below. Best prospects depend on new local customers, have outdated or no websites, and operate in a category where people ask AI for recommendations.

Tier A — Highest Converting (Call First)

Tier B — Solid Secondary Targets

Signals a Business Is Ready to Buy

• Website is old, slow, or not mobile-friendly
• No website at all — only a Google Business Profile
• Good reviews but low online presence
• A competitor in the same city has a clean, modern site
• Business open 5+ years (proven, stable, has budget)

Your Pay Structure — Simple, Transparent, Life-Changing

You earn 35% of every monthly retainer you close — for as long as that client stays. This is one of the highest residual rates in the industry, and it's earned. You aren't just a closer — you are the client's Account Director. You make the sale, you run the monthly check-in, you deliver the report. The technical team builds and monitors invisibly in the background. To the client, you are We Get Found.

What Your Earnings Look Like at Scale

Bonus Tier

• 5 clients in a calendar month → +$500 bonus on top of commissions
• 10 clients in a calendar month → +$1,500 bonus
• Any Tier 3 close → immediate $250 bonus on top of 35%
• 25 active clients with <5% churn → commission rate bumps to 40% on all new closes (the Director's Tier)
• Quarterly client retention 95%+ → +$500 retention bonus

The 4 Cold Calling Scripts

Four scripts, each tuned to a different prospect psychology. Every script follows the same architecture: Pattern interrupt → Pain → Proof → Bridge to the free offer → Soft close. Match the script to the business type and the vibe you get in the first five seconds.

Objection Playbook

An objection is not a no. An objection is a question wearing armor. Your job is to take the armor off.

Closing Scripts — Once They're Interested

The goal of your first call is not to close the sale. It's to close the next step: the free website intake. Once they say yes to the free site, you've won the hardest part. The sale often closes itself when they see the work.

Stage 1: Closing the Free Site (End of First Call)

Stage 2: Closing the Retainer (The 30-Day Follow-Up Call)

Trial Close Phrases (Use Throughout)

• "Does that make sense so far?"
• "If this worked the way I described, would you want to move forward?"
• "On a scale of one to ten, how interested are you in fixing your AI visibility?"
• "What would need to happen for you to feel confident saying yes today?"
• "The only risk here is on our end — we do the work first. What's stopping you from letting us prove it?"

Stage 3: The Welcome Email + Consent Ask (Day 1 of Onboarding)

The moment a prospect signs the free site intake, send them this welcome email. It does three things: confirms the partnership, sets the next milestone, and asks for case-study consent in a way that feels respectful — not transactional.

Stage 4: When the Consent Comes In (Update The Bridge)

When the client submits wegetfound.com/consent, you (the Account Director) get the email. Open the portal's BOOK array in team.html and set their entry:

• feature_consent: true — if they opted into internal training
• oldSite, newSite, reportUrl — the three live links
• closedDate, closedBy, industry, buriedStory

The Case Studies section in The Bridge updates automatically the next time anyone loads the portal. Now every Account Director in the company has a fresh proof-point to text into a cold call.

Google Maps Prospecting — The Daily Hunt

Google Maps is your lead machine. Use it every morning to build your call list. Follow this process exactly.

Step-by-Step Prospecting Process

1. Open Google Maps. Type a category + city: "plumbers Dallas" or "dentists Austin."
2. Check rating. Look for 3.5–4.5 stars. Five stars = often newer, lighter on budget. Below 3.5 = bigger problems than marketing.
3. Click each listing. Check their website. If it's outdated, slow, or missing — high-priority lead.
4. Find the phone number. Call the number on the Google Business Profile — this usually reaches the owner or front desk.
5. Log the call. Business name, contact name, phone, call result (No Answer / Voicemail / Not Interested / Follow-Up / Free Site Agreed).
6. Target 60 dials per day. Expect 6–10 conversations. Expect 1–3 follow-ups. Expect 2–4 free site closes per week.

Choosing Categories by Day

Voicemail Script (Under 25 Seconds)

Daily Schedule & Time Blocking

The reps who build the biggest residual books are not the most talented — they're the most consistent. Block your time and protect it like revenue, because it is.

Weekly Targets

Staying Fired Up — The Mental Game

"Most people quit on the ninth call. The tenth call was the one that would have changed everything."

— Every top sales rep who ever built a book of business

Cold calling is a numbers game dressed in a psychology game. The numbers are simple: you will get enough yeses if you make enough calls. The psychology is where most people fail.

Affirmations Before You Dial

• "I am offering real value at a price that is genuinely a gift. I am helping these businesses."
• "Every no brings me mathematically closer to the next yes."
• "The business I close today pays me every month for years."
• "I am building a recurring income stream. This is not a job. This is an asset."

When You're In a Slump

1. Switch scripts. If you've been running Script A all day, try Script D.
2. Switch categories. If dentists aren't biting, try roofers.
3. Listen back to your best close this week. Remind yourself what winning sounds like.
4. Calculate what 5 more Tier 2 clients adds to your monthly residual. Then dial.
5. Call your most recent signed client. Ask how they're liking the free website. Momentum is contagious.

Running the Business — The Account Director Model

You are not a sales rep. You are an Account Director. The distinction matters. A sales rep closes a deal and walks away. An Account Director closes the deal, then becomes the trusted human face of We Get Found for that client — forever. The technical team builds and monitors in the background, invisible to the client. This is why you earn 35% lifetime, not 20%. You are not paid for a phone call. You are paid for a relationship.

Your Responsibilities — The Sales Side

• ✅ Find prospects via Google Maps
• ✅ Make cold calls following the scripts above
• ✅ Run free website intake calls (10-minute form)
• ✅ Submit intake form to the build pipeline with all business details
• ✅ Schedule 30-day follow-up the moment the intake is done
• ✅ Run the 30-day follow-up call to close the paid plan

Your Responsibilities — The Account Director Side

• ✅ Monthly check-in call with every active client (15–20 min). "How was the month? What did you see in the report? Any questions?"
• ✅ Deliver the monthly report — the technical team writes it, you send it with a personal note and walk them through the highlights
• ✅ Quarterly strategy call (30 min) — review the wins, set the next 90 days, surface any upgrade conversations naturally
• ✅ Be the single point of contact for anything the client asks — even technical questions go through you (you forward, you reply, but the client never feels passed around)
• ✅ Save accounts before they cancel — if churn risk surfaces, you call same-day
• ✅ Log all activity in the portal

The Technical Team's Responsibilities (Invisible to Client)

• 🚫 Building the website (24-hour turnaround)
• 🚫 Schema markup and technical SEO
• 🚫 Directory citation building
• 🚫 AI platform optimization (ChatGPT, Perplexity, Gemini, Google AI)
• 🚫 Writing the monthly report (you deliver it under your name)
• 🚫 Tracking citations and serving you a one-page brief before every check-in

CRM Logging (Every Call, No Exceptions)

Commission Tracking

Commissions are tracked in the portal against the client account. You are paid on the 15th of each month for all active clients from the prior month. Your monthly statement shows:

• Active clients attributed to you and their plan tier
• Your 35% commission per client
• Any bonuses earned
• Retention rate (clients kept vs. churned in the last 90 days)
• Total monthly payout

Onboarding New Reps to This Manual

1. Read this manual end to end (60 minutes)
2. Memorize Script A and Script C before first dial
3. Listen to a recorded example call or shadow the founder on a live call
4. Complete 10 practice dials (recorded) before live prospecting
5. First week target: 5 free site agreements. No paid close pressure until Week 3.

Picking Your Territory — Where to Farm

A geographic specialist beats a national generalist every time. The Account Director who owns "Austin dentists" closes more than the one calling random businesses across five states. Specialization compounds: you learn the local market, your name starts repeating in the same circles, referrals begin, and you become the obvious choice when somebody finally takes a meeting.

The 3 Rules of Territory Selection

1. One metro, one category, for 90 days. Don't dilute. Pick HVAC in Phoenix and do nothing else until you have 5 paying clients there.
2. Population: 100k–2M. Smaller and there aren't enough prospects. Bigger and you'll get lost in the noise of national brands.
3. You don't have to live there. All work is by phone. Picking a market 1,500 miles away can be smart — you bring an outsider's confidence and zero awkward "I might run into them at the grocery store" anxiety.

The Best Markets in the US (May 2026 data)

These markets have high small-business density, strong AOV per closed deal, low local competition for AI SEO services, and owner demographics that respond well to phone outreach.

Markets to AVOID Until You're Established

• San Francisco / Manhattan / DC core — saturated with agencies charging $5k+/month. Hard to make our pricing feel real.
• Very small towns under 50k — not enough prospects to fill a daily list. You'll run out in a week.
• Hyper-touristy markets (Vegas Strip, Times Square area) — business owners aren't local decision-makers.
• Your own home town if you have personal anxiety about it. Pick somewhere you'd be happy to fly into once a year for a client event, not somewhere you have history.

How to Validate a Market in 30 Minutes

1. Open Google Maps. Search "[category] [city]". Count the results in the first 5 scrolls. Need 50+ listings.
2. Check the top 5 listings. Are their websites old/missing? At least 3 out of 5 should look weak.
3. Type "best [category] in [city]" into ChatGPT. Does it return 2–4 names with confidence? If ChatGPT struggles, the market is wide open.
4. Search "[category] [city] SEO" in Google. Are agencies advertising? If yes, we beat them on price by 5–10x. If no, we have no competition.
5. Check the demographic: median household income $65k+ in the metro? If yes, AOV per service is high enough that the math works.

Expanding Your Territory Over Time

Once you have 5 paying clients in your first category + city, add a second category in the same city. Once you have 10 paying clients total, add a second city of the same category. Always one new variable at a time. Two new variables (new city AND new category) at once dilutes you and you'll learn nothing from either.

Client Psychology — What's Actually Going Through Their Head

Every business owner who picks up your call is running a private internal monologue you can't hear. The Account Director who knows what that monologue is wins. The one who doesn't sounds like every other vendor — generic, pressuring, missing the point.

Within the first 30 seconds, you can usually classify your prospect into one of four archetypes. Each one needs to hear something completely different from you. Learn to identify them fast.

Archetype 1 — The Burned Owner

Archetype 2 — The Skeptical Pragmatist

Archetype 3 — The Curious Optimist

Archetype 4 — The Hungry Builder

The Universal Truths (All Four Archetypes)

• They fear being ripped off more than they fear missing out. Lead with risk reversal in every call.
• They are not technical. Even the Skeptical Pragmatist doesn't actually understand schema markup — they just want to know you do. Use plain words.
• They are lonely in their decision-making. Most owners run things alone. A 5-minute conversation where you genuinely listen is rarer than you think. Lean into that.
• They've been told "yes" too many times by salespeople. Be willing to say "this might not be for you." It's the single most disarming move you can make.
• They notice how you talk about price. If you apologize for $597, they think it's expensive. If you say it like you'd say a lunch order, they think it's normal.

The Owner's Fear Hierarchy (What They're Actually Worried About)

1. Getting ripped off (universal)
2. Wasting time on a sales call (universal)
3. Looking dumb in front of you for not understanding tech
4. Their wife/husband/business partner being mad they signed up for something
5. The "what if it doesn't work" tape running in their head
6. Their competitor catching up while they decide
7. Actually growing the business and not being able to handle the work (real fear, rarely admitted)

Most calls collapse on fear #1 or #2. The free site frame neutralizes both. After that, fears 3–7 are conversational — listen for them, name them gently, and they melt.

Rejection Mastery — How to Stay Sharp Through 50 Nos a Day

If you are dialing right, you will hear "no" forty-five times a day. The math is not the problem. The biology is. Your nervous system was not designed for serial rejection. Without a system, you will burn out in 6 weeks. With a system, you'll dial happily for 30 years.

What's Actually Happening in Your Brain When You Hear "No"

Rejection triggers a small cortisol spike — the same hormone released when a cave-dweller is excluded from the tribe. Your brain doesn't distinguish "no thanks" from "you are about to be eaten." The spike resolves in roughly 90 seconds if you do nothing to amplify it. The problem is most reps amplify it: they replay the call, they take it personally, they lose 5 minutes of momentum to one no.

The job is not to feel less. The job is to recover faster.

The 90-Second Rule

The Reframe Library — What to Say to Yourself

Pick the one that resonates and tape it where you dial.

• "Every no is paid. If 1 in 50 calls closes a $597 plan at 35% commission, every single dial — yes or no — is worth $4.18 to me."
• "I am building a list of who's not ready. The 'no's are data. The 'maybes' are gold. The 'no's narrow the field.
• "The next call is the only one that matters. The previous call is over. It exists nowhere except in my memory, and I can choose to evict it."
• "They said no to a pitch, not to me. The prospect doesn't know me. They can't reject me — they can only reject the offer. The offer is detachable from my identity.
• "The 50th call today is going to be the best one. Volume warms the voice. Volume warms the pitch. The 50th call has 49 reps of practice in it.

The 5-No Rule

You are not allowed to feel bad until you have heard five "no"s in a row. One no? Dial faster. Two? Switch scripts. Three? Switch your tone slightly. Four? You're allowed to grimace. Five? Take a 5-minute walk, then dial. Do not check your phone. Do not eat. Do not text. Just walk. The walk metabolizes the cortisol.

The Daily Recovery Ritual

1. Between calls: One full breath in, three counts out. Reset.
2. Every 30 min: Stand up. Stretch shoulders. Drink water. Look out a window for 30 seconds.
3. End of each call block: Write down ONE thing that went well. Specific. "Good question I asked: '___'." This trains your brain to scan for wins.
4. End of day: 15-minute walk OUTSIDE within 30 minutes of your last call. No earbuds. Just the walk. Cortisol clearance.
5. End of week: Saturday morning, read your week's "what went well" log. Then plan next week on Sunday afternoon.

The Slump Protocol — When Nothing Is Working for 3+ Days

Every Account Director hits this. It's not a sign you should quit. It's a sign one specific variable needs to change. Try them in order, one at a time:

1. Switch the script you're running (A → C, or D → B).
2. Switch the category for 1 day (HVAC → dentists, or roofers → law firms).
3. Call 3 of your existing clients just to check in. No agenda. Reminds you the work is real.
4. Listen to your single best closing call from the last 30 days. Two minutes of winning sound.
5. Make 5 calls with no goal except "be helpful." Stop trying to close anyone for one round. Curiosity restores your humanity. Closing follows.
6. If still in a slump after one week of these — talk to the founder. Sasha at sasha@wegetfound.com. We've all been there. There's almost always one specific thing that's actually wrong, and a 20-minute call surfaces it.

What Burnout Actually Looks Like (And How to Catch It Early)

• Dreading the morning more than 2 days in a row
• Calls feel scripted to your own ear (you can hear yourself performing)
• Drinking more than usual to recover from the day
• Not taking the walk anymore
• Avoiding the portal
• Mentally counting the days until the weekend by Tuesday

Any 2 of those = take a half-day off and reset. Any 4 = take a full day. Any 6 = take 3 days and call the founder. The residual book waits for you. It doesn't disappear because you took a week.

Advanced Closing — Techniques That Convert "Maybe" Into "Yes"

The four scripts in Section 05 get the conversation started. The closing techniques below get the deal across the line. These are proven sales psychology techniques — field-tested across industries and taught in every serious sales training programme. Use them sparingly — they work because they're calibrated, not because they're clever.

1. The Trial Close Ladder

Don't ask for the close once. Ask three smaller questions that each commit them a tiny bit more. By the third, they've already mentally bought.

Each rung is a soft yes. By the time you ask the third, you're confirming a decision they've already made.

2. The Columbo Close (The "Just One More Thing")

Pretend the call is over. Then, as if you're about to hang up, ask the question you actually want answered. Disarms the prospect, who was bracing for a pitch.

The "one quick thing" framing pulls them out of defense mode. Half the time you get a real answer to a question that, if asked directly, they would have stalled on.

3. The Takeaway Close

Use only when a prospect is clearly stalling. Reverse the pressure — suggest they might not be a fit. Counterintuitively, the moment you withdraw the offer is the moment they reach for it.

Used incorrectly, this manipulates. Used correctly, it just gives the prospect permission to admit they want it.

4. Feel · Felt · Found

The cleanest reframe for objections. Three steps: validate (feel), normalize (felt), redirect (found).

5. The Assumptive Close (Used Only After Positive Signal)

Once they've said yes to anything — even a small question — start talking as if the monthly plan is already happening. Don't ask. Assume. Watch what they do.

You haven't asked them to commit. You've described the future. If they push back, they correct one detail (the tier, the start date). If they don't, you've moved them three steps forward without a yes-or-no question.

6. The 10-Second Silence

After you ask a closing question, shut up. Most reps fill the silence in 2–3 seconds, which gives the prospect an escape route. Hold it for 10. The prospect almost always answers within 7. This single skill closes more deals than any script.

7. Reading Buying Signals

The prospect almost always tells you they're ready to buy. Listen for these:

• "How would the setup work?" — they're past "if," now in "how"
• "What's the timeline?" — same
• "Can I see an example?" — they want a reason to commit
• "Do you have references?" — final reassurance, not real doubt
• "How does the billing work?" — buying-mode
• A long pause after you describe a feature — they're imagining using it
• Any version of "let me talk to my [partner/spouse]" — they're already on your side, looking for permission

When you hear one of these, do not keep selling. Stop. Move directly to the close. More selling at this point is how you lose deals you'd already won.

The Master Principle