Call Scripts¶

Five scripts. Pick the right one for the call type.

Cold call opener
Discovery call (15 minutes, post-engagement)
Demo call (30 minutes)
Trial check-in / conversion call
Voicemail script (always leave one)

Every script is in a "Caller: / Prospect:" format. Stage directions in italics. Read the script once, internalize it, then deliver it as a conversation, not a recitation.

Script 1 — Cold call opener¶

Goal: earn 30 seconds, then earn 5 minutes, then book a 15-minute discovery.

Caller: Hi [first name], this is [caller] from Airwai. Quick question — do you have 30 seconds?

Pause for response. Three possible answers:

Prospect: "Sure, what is it?" — Continue.

Prospect: "What's this about?" — Same as above, continue.

Prospect: "I'm busy / not interested." — "Totally understand. One question — are you the right person for [pavement / sidewalk / Part 139 / facility surface] inspection, or should I be talking to someone else there?" Gets you either a redirect or a permission to follow up.

Caller (continuing): Reason I'm calling — you do [pavement condition surveys / ADA audits / Part 139 inspections / facility surface inspections] at [organization], and there's a tool that I'd like to tell you about for about 60 seconds. It's a $29/month app on the iPhone Pro and iPad Pro that captures pavement and sidewalk condition data and produces an output that maps directly to [D6433 / PROWAG / Part 139 / OSHA 1910.178]. The reason I'm calling is that it cuts the time it takes to do an inspection by about 5 to 10 times, and the people I've talked to who do what you do generally find that interesting once they see it.

Worth 15 minutes for me to walk you through it on screen-share?

Three possible responses:

Prospect: "Yes, let's schedule." — Go to Calendar booking.

Prospect: "Send me more info first." — "Happy to. Two questions so I send the right thing — what's the biggest pain point in your current [inspection / audit] process, and what's your current tool stack? I'll send something targeted." Then send the persona-specific email from outreach-sequences.md.

Prospect: "Not interested." — "Understood. Can I ask why? Is it timing, budget, fit, or something else?" Whichever they say, log it. If "fit," ask if they know someone who would fit. Treat the call as research and exit gracefully.

Calendar booking¶

Caller: Great. I have [Tuesday at 2 PM your time] or [Thursday at 10 AM]. Which works better?

Once booked: "Sending a calendar invite to [email] right now. It includes a Zoom link and a one-pager on what we'll cover so you can preview if you want. Anything else you'd want me to come prepared on?"

Script 2 — Discovery call (15 minutes)¶

Goal: confirm fit, qualify needs, set up a demo OR close on-the-spot if Free / Pro is clearly the answer.

Caller: [first name], thanks for the time. I want to keep this to 15 minutes and respect your day. I'll spend about 5 minutes asking you about how you do [pavement / sidewalk / Part 139 / facility] inspections today, 5 minutes telling you what LAIRA is and what it does, and then 5 minutes to figure out whether it makes sense to do a hands-on demo. Sound right?

Get verbal agreement.

Discovery questions (pick 4–5)¶

Generic: - Walk me through how you do an inspection today, end to end. What does Monday morning look like when you start a site? - What tools are you using — app, hardware, spreadsheets? - How long does a typical inspection take? From scan to delivered report. - Who consumes the output? Your boss? A client? A regulator? - What standard or framework are you complying with?

Persona-specific (mix in 2–3):

For Maya (municipal): - Are you reporting up to HPMS / state DOT? On what cadence? - Are you using PAVER or Cartegraph? What does the import / export look like today? - How does your team's PCI vary inspector-to-inspector?

For Daniel (AEC): - How do you bill the work — fixed fee, T&E, lump sum? - What's the time-to-deliverable on a typical condition assessment? - Are clients asking for ArcGIS-native outputs, or are PDFs still OK?

For Sarah (ADA / PROWAG): - Are you doing reactive audits (complaint-driven), or proactive transition planning? - How many linear feet of sidewalk in a typical project? - What documentation does the consent decree / settlement require?

For James (airport): - How many runways and taxiways are you inspecting? How often? - Are you reporting to FAA, ICAO, or both? - What's the state of your Part 139 self-inspection program right now?

For Carmen (industrial): - How big is the facility? Single site or multi-site? - Has there been an OSHA citation or a forklift incident on the property? - What does your premises-liability carrier expect for surface documentation?

Mini-pitch (5 minutes)¶

Caller: Here's what LAIRA is in two sentences:

LAIRA is a mobile app that uses your iPhone Pro or iPad Pro to capture pavement, sidewalk, and right-of-way condition with LiDAR. The output is an ArcGIS feature service in your tenant — every observation classified against the section of the standard that governs it, with a PDF audit-grade record and IFC export for BIM workflows.

Three things that matter for you:

Speed. [Their reported inspection time] becomes a quarter to a tenth of that.

Audit chain. Every observation cites the standard section. When [their boss / their client / FAA / a plaintiff's lawyer] asks where a number came from, the citation is there.

Data sovereignty. The ArcGIS feature service lands in your tenant. You keep the data. We don't host it.

Pricing is $29/month or $288/year for Pro. There's a free tier. We can do a 30-day Pro trial with no card if it helps you make the call.

Close¶

Caller: Based on what you've told me, here's my read: LAIRA is a strong fit for [specific use case they described]. The fastest path is a 30-minute demo where I show you exactly how the [their specific workflow] looks in the app. Are you open to that this week or next?

Three responses:

Prospect: "Yes." — Go to Calendar booking for demo.

Prospect: "I'd rather just try the Free tier myself." — "Even better. Let me get you to the App Store and walk you through the first scan in 2 minutes right now while we're on the phone." Walk them through the install + first scan. Convert them to a 30-day Pro trial on the spot if they want unlimited capture.

Prospect: "Not a fit because [reason]." — "Got it, thanks for the candor. Two final questions: [research questions about why not]. And — does anyone in your network have this problem that I should talk to?" Use the rejection as research + referral.

Script 3 — Demo call (30 minutes)¶

Goal: show, not tell. Convert to Free / trial / Pro by end of call.

Opening (2 minutes)¶

Caller: [first name], thanks for the time. We have 30 minutes, and I want to use them like this:

5 minutes — quick recap of what you told me last time and confirm I understood

15 minutes — live walkthrough of LAIRA from a real scan

5 minutes — answer your questions

5 minutes — figure out what comes next

Sound right?

Recap (5 minutes)¶

Last time, you told me [restate their pain in their words]. You said the goal was [restate their stated objective]. You mentioned [their tool stack / regulatory framework]. Did I miss anything important?

Live walkthrough (15 minutes)¶

Share screen. Open the LAIRA app on a connected iPhone or use the demo video as a fallback.

Walk through: 1. Capture flow. Start a scan, pick a route, watch the live point cloud build. 3 minutes. 2. Distress detection. Show the real-time detection running. Point out classified distresses with their D6433 / PROWAG / ICAO section citations. 4 minutes. 3. ArcGIS push. Sync to a sample ArcGIS Online tenant. Show the feature service appearing. 3 minutes. 4. Report output. Open the PDF report. Walk through the audit-grade citations. 3 minutes. 5. Pricing in product. Show the Settings → Subscription view. Free / Pro / Team. 2 minutes.

Q&A (5 minutes)¶

Common questions and the truthful answer: - "Does it work on iPhone 13 / 14 / 15?" → Yes, any iPhone Pro from 12 onward with LiDAR. - "Can I run it offline?" → Yes, capture is offline-capable; sync requires connectivity. - "Where does the data live?" → In your ArcGIS tenant. Airwai's servers handle the detection inference; we do not retain inspection records. - "Can I trial it before paying?" → 30-day Pro trial, no card required, full features. - "What about [competitor]?" → Reference orientation/competitive-landscape.md.

Close (5 minutes)¶

Caller: Okay, three paths from here. Tell me which one matches you:

Free tier, no card. Use it on a small project, see how it goes. Best if you want to validate yourself before paying.

30-day Pro trial, no card. Unlimited capture, ArcGIS, IFC, PDF, all features. Best if you have a real project starting this month.

Pro annual, $288, locks in current pricing. Best if you already know it fits.

Which one?

Whatever they pick, set them up on the spot if technically possible — App Store install or trial activation while on the call.

Script 4 — Trial check-in / conversion call¶

Goal: convert active trial users to Pro annual prepay.

Caller: [first name], 24 days into your trial, 6 days left. Quick check-in — three minutes if you've got it.

How many scans have you done?

What's working?

What's not working?

Any blockers between you and converting to Pro?

Listen. Three patterns:

Pattern A — They're using it heavily, getting value¶

Caller: Great — sounds like you're getting real value. Let's lock in Pro annual at $288 before the trial ends. I can send you a payment link right now, or your finance team can wire / ACH if that's easier. Which do you prefer?

Pattern B — They're using it lightly, unsure¶

Caller: Sounds like you're still figuring out the workflow fit. Two options. We can extend the trial 14 more days if you have a specific project starting that you want to test it on. Or we can drop you to the Free tier for now and revisit in a quarter when you've got a real use case. Which sounds right?

Pattern C — Blocker (technical or organizational)¶

Caller: Tell me more about the blocker. Is it [list likely blockers — ArcGIS connection, device compatibility, internal approval, pricing, tool conflict]?

Address the blocker. If it's pricing → annual prepay 20% discount. If it's internal approval → offer to send a procurement-friendly one-pager and reference customer story. If it's technical → schedule a 15-minute screen-share with Manomit's team (escalate via operations/airwai-points-of-contact.md).

Script 5 — Voicemail (always leave one)¶

Hi [first name], this is [caller] from Airwai. I'm reaching out because you do [pavement / sidewalk / Part 139 / facility surface] inspections at [organization] and I think there's a tool that's going to save you significant time. It's called LAIRA, runs on the iPhone Pro, and it's $29 a month with a free tier.

No agenda — 15 minutes of your time when convenient. My number is [phone]. I'll also follow up by email; subject line will say "A faster way to do D6433 surveys" or similar.

Thanks. Have a good [day of week].

Keep voicemails under 30 seconds. The goal is recognition when the email lands, not conversion from the voicemail itself.

Tone notes¶

Speak slower than feels natural. Cold-call delivery is rushed by default; slow it down 20%.
Pause after asking a question. Silence after a question is the prospect's turn to answer. Don't fill it.
Mirror their language. If they say "condition survey," don't say "inspection." If they say "ROW," don't say "right-of-way."
Smile when you call. It's audible on the line.
End every call with a specific next step. "I'll send X by end of day; we'll talk again on Y date."