FAST Part 1: Find & Ask in Practice

The FAST methodology was developed from studying hundreds of successful WiFi marketing closes. The insight: the best resellers never pitch in the Find or Ask phases. They are pure listeners until the Show phase. Here is exactly how to run each phase.

FIND: Start with Businesses That Already Offer Free WiFi

This is the most important prospecting filter and the one most resellers ignore. When a business owner already offers guest WiFi, two things are true:

1. •They understand the value of WiFi as an amenity — you do not need to educate them.
2. •They are currently leaving money on the table — you are showing them how to collect it.

Start your prospecting with a Google Maps search for "[your city] + [vertical] + free WiFi." Every result is pre-qualified. They already have infrastructure. They are already marketing their WiFi as a competitive advantage. All you are doing is upgrading what they have.

The second filter is FAB — not the Features-Advantages-Benefits FAB, but the client qualification FAB:

• •Facebook: Do they have an active Facebook page with at least 100 followers? Recent posts? Claimed business page? If yes, they care about their online presence and understand digital marketing.
• •Active: Do they have active reviews on Google, Yelp, or TripAdvisor within the past 3 months? Activity signals that the business is alive, customers are visiting, and the owner pays attention to reputation.
• •Budget: Are they advertising on Google, Facebook, or OpenTable? Using delivery platforms like Uber Eats or DoorDash? Any paid marketing spend signals budget exists for services that deliver ROI.

A prospect who clears all three FAB filters is your ideal prospect. These close at 2-3x the rate of cold prospects. Do not waste time on CON clients — Cheap (never spend money on marketing), Oldschool (think Yellow Pages still works), or Needy (want to micromanage every detail of your strategy).

ASK: The Six Discovery Questions

Once you have your prospect's attention, your job is to ask and listen — not pitch. These six questions, adapted from the original Academy training, are sequenced to build from comfortable to revealing:

1. •

   "What do you find most effective or ineffective about your current free WiFi service?" — This establishes them as an expert on their own situation and surfaces frustration with the status quo.

2. •

   "What social media channels does your business currently use, and do you have a business Facebook page?" — You already know the answer from your FAB research. Asking them to confirm gets them talking about marketing, which is your territory.

3. •

   "How do you currently communicate rewards, offers, and specials with your customers?" — Most small business owners will describe an inconsistent mix of posting on Instagram and hoping for the best. This gap is your opening.

4. •

   "Do you currently have any system in place to track how many guests connect to your WiFi, their visit frequency, or whether they come back?" — The answer is almost always no. This question makes the gap concrete.

5. •

   "Do you consider positive online reviews important to your business?" — Every business owner says yes. This primes them for the review generation use case you will show in the demo.

6. •

   "How are you currently re-engaging customers after they leave?" — This is the killer question. The answer reveals the biggest pain point: they have no mechanism to reach guests after they walk out the door.

After these six questions, the prospect has told you everything you need to personalize your demo. You have not mentioned your product once. You have listened. Now it is time to Show.