Loading
Role-play script and objection mastery for the most common first response.
"We already have WiFi" is the most common first response you will hear. It is also the most beatable. The prospect is not wrong — they do have WiFi. But they are solving the wrong problem: connectivity, not marketing. Your job is to shift the frame in under 30 seconds.
The Full Reframe Script
"Absolutely — and that is great. You are already doing the hard part: you have a network your guests trust. What we add is not a new WiFi system. It is a layer on top that turns every single guest connection into a marketing contact you own. Right now, [200] guests per month connect, spend 45 minutes here, and leave anonymously. We change that. Your WiFi stays exactly the same. But now you know who came in, how often, and you can reach them after they leave."
Pause. Then ask:
"How do you currently re-contact guests after they leave?"
The silence that follows is your close setup. They almost never have an answer.
Role-Play Practice
Run this with a colleague or record yourself. The goal is to deliver the reframe in 22 seconds or less without sounding rehearsed.
Prospect: "We already have WiFi." You: [reframe script — 22 seconds] Prospect: [any response] You: "How do you currently re-contact guests after they leave?"
Practice until the follow-up question feels natural, not scripted.
Three Variations by Vertical
Restaurant: "...200 guests per month leave without a name or email. That is 2,400 potential regulars per year you cannot reach."
Hotel: "...your guests are on WiFi for 8+ hours. That is 8 hours of touchpoints you are not using for spa bookings, restaurant upsells, or checkout review requests."
Retail: "...every shopper who browses without buying is a retargeting opportunity you are missing. WiFi login gives you that contact before they leave."
What Not to Say
Do not say "our WiFi is better" — it is not a WiFi comparison. Do not say "your WiFi is missing features" — it is not a criticism. You are adding capability, not replacing infrastructure. The frame is additive, not competitive.