# AfterHours ยท Sales Rep Onboarding A new salesperson should be ready to hold a real prospect call in 30 minutes after reading this. This document is the entire ramp. --- ## The product in one sentence AfterHours is a done-for-you AI receptionist that replies to overnight inquiries from web forms, missed calls, and email in under a minute, qualifies the lead with vertical-specific questions, books the morning call into the owner's calendar, and emails a brief at 7am. The customer is an owner-operator service business doing $500K to $5M in revenue, in plumbing/HVAC, law (solo and small firm), or outpatient clinics. They are losing overnight leads to whoever replies first. Today, they have no overnight coverage, an answering service that just takes messages, or a chatbot they tried once that never closed a thing. --- ## 90-second pitch script > "Most of our customers are owner-operators doing somewhere between half a million and five million in revenue. The pattern we keep seeing is the same: a great lead comes in at 11pm. By the time the owner sees it at 7am, that lead has already called two other places, and one of them replied. Whoever replied first got the job. > > We are the night desk. The lead hits your form at 11:42pm. By 11:43, we have texted them back, asked the right qualifying questions for your vertical, and offered them a morning slot on your calendar. By 7am you have one email: name, problem, urgency, booked time. You drink your coffee and call the appointment at 9. > > It is $497 a month, flat. One location. We get you set up in 45 minutes. Most of our customers cover the cost on the first incremental job they win." 90 seconds, read at a normal pace. Memorize the cadence: the 11:42pm beat, the 7am beat, the 45-minute setup, the price. Those four numbers do the work. --- ## 5-minute demo flow When you have a screen share or a phone call where the prospect wants to "see it": **Minute 1: Show the inbound trigger.** Pull up your phone, open the demo number, send a text: "Hi, my water heater is leaking, can someone come tonight?" or the legal/clinic equivalent for that prospect. Let it sit. **Minute 2: Show the live reply.** Within 30 seconds the demo replies. Read the reply out loud. Point out the qualifying question (urgency, location, type of issue). Send a reply back. Watch it book a slot. **Minute 3: Show the morning brief.** Pull up the brief email from this morning's demo run. Read it like a real morning brief: who it was, what they need, where they are, what the AI booked. The prospect should see this and say "this is what I want on my phone at 7am." **Minute 4: Show the handoff.** Pull up a transcript where the AI escalated to a human. Show the trigger (low confidence, off-script question, sensitive topic) and how fast the handoff happened. This kills the "AI is going to say something dumb" objection before it lands. **Minute 5: Run the math live.** Open the ROI calculator on the page. Ask the prospect: "How many overnight leads do you think you get a week? Best guess." Plug their number, plug their average job value, plug their gut on conversion. Watch the net annual lift land. Stop talking. Let the number do the work. --- ## 3 qualifying questions Ask these in this order. If any answer disqualifies, end the call politely. ### 1. "How many leads do you get between, say, 6pm and 8am, on a normal week?" If the answer is "I have no idea," that is fine, that is the actual customer. If the answer is "less than 5," they are too small for the price. If the answer is "30 to 50," they are perfect. ### 2. "What is your average job value when you close one of those?" Anything north of $400 makes the math work. Below $400, walk away politely; the math does not close on $497/mo. Above $1,000, this is going to be a great call. ### 3. "When a lead hits your inbox at 11pm right now, what happens?" The answer almost always reveals the pain. "I see it in the morning." "My wife calls them back at 8." "We have an answering service but they just take a message." The answer is the wedge. Quote it back to them in your closing line. --- ## 1 deal-breaker **They want to "white-label it" and resell it to other businesses.** This is not the product. AfterHours is a service we deliver to the operator. We do not white-label, we do not multi-tenant, we do not give partners a portal. The conversation ends with: "We do not have a partner program right now. If we ever do, you will be the first call. For now, this is just for your business." If they push, walk. The handful of times we have agreed to white-label-ish arrangements, we lost three months untangling support and never got a real channel out of it. --- ## What good looks like at the end of a call Either: (a) The prospect has agreed to a 14-day pilot, you have their booking calendar credentials and their service-area boundaries, and the pilot starts within 48 hours. (b) The prospect has politely declined because their inbound volume or job size does not justify the math, and you have logged them in the CRM with a 90-day callback. There is not a third good outcome. Anything else (a "let me think about it," a "send me more info," a "what about a free trial") is the call ending without a decision, which is the call going badly. Push for one of the two outcomes above before you hang up. --- ## What to read next Once you have your first call booked, in this order: 1. The objection handler (`objection-handler.md`). Read it twice. 2. The pricing rationale (`pricing-rationale.md`). You do not need to know the LTV math, you need to know why $497 and when to walk. 3. The most recent five customer transcripts. Ask the operator for the link. They will reveal the actual product better than any slide.