Goal: Make the homeowner comfortable, establish authority, and set the call agenda.
Suggested Script:
“Hey [Name], this is [Rep Name] with Greystone Hardscapes. Excited to hear more about your project today. This call usually takes about 20-30 minutes — we’ll talk about your vision, budget, and timeline, and I’ll walk you through how our design and build process works. Sound good?”
"Real quick, how'd you hear about us?"
"That's great! So have you seen our work before?"
Goal: Understand what the client wants, why, and what success looks like for them.
“Tell me a little about what you’re hoping to create in your outdoor space.”
“What inspired you to start this project?”
Goal: Establish realistic investment expectations and determine fit.
“Every project can vary a lot depending on size and materials. I’ll plug a few quick details into our estimator tool so we can get a rough range for your project.”
“This isn’t an exact quote, but it’ll help you see where things generally land for projects like yours.”
Hardscape Estimator 👈 click here
Key Tip:
Send them the link to the estimate so they can see the breakdown of pricing.
Goal: Shift focus from price to process. Position design as protection against costly mistakes.
“So here’s how we do things differently. Every project starts with our Design & Planning Phase. It’s a $500 investment that goes towards your project when you work with us.
This includes:
• A 3D design of your project — you’ll see exactly how it’ll look before we build.
• A full materials and cost breakdown.
• Adjustments until you love the final plan.
Most clients actually save thousands during this phase because there’s no question about whether we’re aligned on what the final outcome is going to look like, so there’s guesswork, and it allows us to get your project completed on time, accurately and within budget.”
Goal: Present $500 design step as the natural, low-risk next step.
“The next step would be to start the design & planning phase — our designer would schedule a time to come out to your property to get a lay of the land and any other details before creating your design. After you guys meet, your design will be ready in about one week, we can meet over Zoom to present the design and discuss any changes, if necessary, and then we’d get the contract signed, project scheduled and project deposit paid!
So all we’ll need today is the $500 for the design and we can get you scheduled with our designer. Again, it doesn’t lock you into working with us but if we do earn your business the $500 is credited to the project total. Once that’s complete, you’ll have exact pricing and can move forward with confidence.
If that all sounds fair, we can process a card over the phone now and get you scheduled!”
(If payment is not taken over the phone, ALWAYS send a link/invoice to their email)
