If you’re running a pest control business, you know the sound of a ringing phone is the sound of money. But what happens after you or your team picks up determines whether that money lands in your bank account or your competitor’s.
In 2026, the pest control market will be more competitive than ever. Customer expectations have shifted. They want instant answers, professional service, and they have zero patience for a fumbler on the other end of the line. If your front office, or worse, you in your truck, is winging it, you are bleeding revenue.
A solid pest control sales script is not about sounding like a robot. It is about having a roadmap that guides a chaotic conversation to a predictable destination: a booked appointment.
Here is your comprehensive guide to mastering the pest control sales call, from handling objections to closing the deal, and how AI is changing the game in 2026.
What is a Pest Control Sales Script?
A pest control sales script is a structured framework or dialogue guide used by sales representatives and customer service agents to handle inbound and outbound calls. It outlines key questions, value propositions, objection handling techniques, and closing statements designed to convert leads into booked jobs.
Rather than a rigid monologue, a modern sales script acts as a strategic playbook. It ensures that every potential customer receives a consistent brand experience, that all necessary qualification information (pest type, location, urgency) is gathered, and that the agent confidently steers the conversation toward a sale.
Why Do Pest Control Businesses Need Sales Scripts?
You would not send a technician to a termite job without a flashlight and a plan. Sending a sales rep, or an office admin, to the phone without a script is just as reckless.
1. Consistency is Currency
When you have multiple people answering phones, consistency is the first thing to go. One rep might offer a discount immediately, while another forgets to ask for the address. A pest control sales script ensures that every lead hears your best value proposition every single time.
2. Confidence Creates Trust
Homeowners calling about pests are often stressed or grossed out. They need to feel like they have reached an expert. A script eliminates the “umms” and “uhs,” projecting confidence. When your team sounds like they know what they are doing, the customer trusts them with their home.
3. Scalability
You cannot scale your business if the “secret sauce” of selling is locked in your head. Scripts allow you to hire new staff and get them performing like veterans in days, not months.
4. Higher Close Rates
Standardized call processes tend to outperform ad hoc conversations. Some sales organizations report close rates as high as 80 percent when they follow consistent inbound sales workflows, especially in home services, according to HubSpot and similar sales benchmarks.
Without a script, you are relying on luck and the mood of your receptionist. With a script, you are relying on a proven process.
Types of Pest Control Sales Scripts
Below are the most common pest control script types and when to use each one. Having the right script for the right context keeps your team confident and prevents awkward conversations.
1. Inbound Scripts
These are for customers calling you. The intent is high, but so is the urgency. The goal here is speed, reassurance, and booking the slot before they hang up and call the next number on Google.
2. Outbound (Cold Call) Scripts
These are used for prospecting, such as calling a neighborhood where you are already treating a home (cloverleafing). The goal is to interrupt their day politely, build quick rapport, and generate interest in a free inspection or seasonal protection plan.
3. Door to Door (D2D) Scripts
While this guide focuses on phone scripts, D2D scripts are similar to outbound but rely heavily on body language and visual proof, for example pointing out a neighbor’s house or visible spider webs around eaves.
4. Renewal and Win Back Scripts
These target former customers or cancelled contracts. The focus is on new offers, seasonal reminders, or addressing why they left so you can win the account back.
Structure of a High-Converting Pest Control Sales Script
Here is a simple structure you can use to build a high converting pest control sales script. Follow this arc and customize the wording to match your brand.
1. The Hook (Introduction)
Establish who you are and why they should care immediately. For inbound, it is about confirming they reached the right place to solve their problem and setting a calm, confident tone.
2. The Discovery (Pain Points)
You cannot prescribe a solution without a diagnosis. This phase involves asking targeted questions to understand the infestation, how long it has been happening, and the customer’s anxiety level.
3. The Solution (Value Proposition)
This is where you pivot from “killing bugs” to “protecting their home.” You are not selling spray, you are selling peace of mind, family safety, and property protection. Connect your treatment plan to their specific situation.
4. The Rebuttal (Objection Handling)
Price, timing, and “I need to ask my spouse” are inevitable. The script must have pre-baked answers to these roadblocks so your team is never caught off guard.
5. The Close (Call to Action)
Ask for the business. Be clear, direct, and assumptive. Make booking the obvious next step, not an awkward ask.
Pest Control Sales Script: Inbound Call Flow
Here is a template for handling a typical inbound lead. This flow moves from empathy to authority to action.
- Agent: “Thank you for calling [Company Name], this is [Name]. How can I help you have a pest free day?”
- Customer: “Hi, I think I have ants in my kitchen.”
- Agent: “I can definitely help with that. Ants are a huge nuisance this time of year. Just to make sure I give you the best pricing, may I get your name and address?.
- Agent: “Thanks, [Name]. To get a better idea of what we are dealing with, are you seeing these ants just in the kitchen, or have you noticed them in bathrooms or outside near the foundation as well?”
- Customer: “Mostly kitchen, some outside.”
- Agent: “Got it. That sounds like a typical foraging trail. The good news is, our [Service Name] is designed exactly for this. We do not just treat the ones you see, we treat the perimeter to stop them from getting in. We also clean the eaves and treat the garage.”
- Agent: “For a standard home your size, an example initial flush out service would be around $[Price], which typically covers ants, spiders, and roaches for the next 90 days under our service agreement. I have availability later this week, does morning or afternoon work better for you this Thursday?”
(Assumptive Close and Schedule Confirmation)
For high urgency pests like bed bugs or German roaches, train your team to branch the script. Ask more detailed questions on severity and timing, and prioritize same day or next day appointments when possible.
Key Questions to Ask on a Pest Control Sales Call
The quality of your answers depends on the quality of your questions. Do not just order, take, investigate and qualify.
1. “What specific pests are you seeing?”
This seems obvious, but get details. “Small ants or big ants?” “Black or brown?” It shows expertise and helps you recommend the right treatment.
2. “How long has this been going on?”
This determines urgency, infestation level, and whether they may need a one time or recurring plan.
3. “Have you had professional pest control before?”
- If Yes: “What did you like or dislike about them?” This gives you ammo to sell against competitors.
- If No: You need to educate them on why professional grade is better than DIY.
4. “Do you have pets or children?”
This allows you to pivot to safety and eco friendly talking points, which is a major closing lever for residential jobs.
5. “If we could solve this problem today, is there anything stopping you from moving forward?”
This is a classic soft close to flush out objections early.
6. “How did you hear about us?”
This captures your lead source so you can track which marketing channels are working.
7. “What is the best way to reach you for confirmations and follow ups, text, email, or phone?”
This sets expectations for follow up and improves show rates.
How to Talk About Price Without Losing the Sale?
Price is the number one objection. The key is to never drop the price without first establishing value. If you say “$150” before you explain what they get, you are a commodity. If you say “$150” after explaining you will protect their $500,000 asset from damage, you are an investment.
According to the National Pest Management Association, termites alone cause over $5 billion in property damage each year in the United States.
The “Price Conditioning” Technique:
Avoid giving a flat number immediately. Instead, frame it:
“Normally, an initial clean out for a home with this level of activity is around $250. However, if we can get you on our quarterly protection plan, we can bring that initial service down to about $99 as part of the program.”
The “Cost vs Value” Reframe:
“I understand the budget is a concern. But consider that termites alone cause billions in damages each year. Our plan is less than a dollar a day to help protect your home from costly pest damage.”
You can also position different pests differently. For example, general pest control for ants and spiders tends to be more routine and lower ticket, while termites or bed bugs often require more detailed inspection, treatment options, and higher investment. Train your team to explain why the pricing differs.
Common Pest Control Sales Objections and How to Handle Them
Here are some of the most common objections you will hear on pest control sales calls, and simple ways to handle them with confidence.
Objection 1: “It is too expensive.”
Rebuttal: “I completely understand. A lot of our customers felt the same way initially. But what they found was that buying store bought sprays every month actually cost them more in the long run and did not solve the root issue. We guarantee our work. If the bugs come back, so do we, at no extra charge under your service agreement. Can a can of Raid promise that?”
Objection 2: “I can do it myself.”
Rebuttal: “You absolutely can treat the bugs you see. The difference is, as licensed professionals, we have access to products and treatment methods that target the source of the infestation, rather than just repelling them. DIY can sometimes push bugs into the walls, we focus on getting them out of the house and keeping them out.”
Objection 3: “I need to talk to my spouse.”
Rebuttal: “That makes sense. Tell you what, I have a technician in your neighborhood this Tuesday. I can hold this discounted rate for you until 5 PM today. If you decide to go ahead, just give us a quick call or text, and we will lock it in. Does that sound fair?”
Objection 4: “Is it safe for my kids and pets?”
Rebuttal: “Great question, and I am glad you asked. We use products that are applied in targeted areas and according to label directions, so once they are dry, kids and pets can return to treated areas. We can also note any sensitivities or concerns on your account so the technician tailors the treatment.”
Objection 5: “Can you come today?”
Rebuttal: “We do our best to prioritize urgent situations. I can see what we have available today or tomorrow. If we cannot get there today, we can often get you the next available slot and place you on a priority cancellation list, so if something opens up, we move you up.”
Objection 6: “Do you offer a guarantee?”
Rebuttal: “Yes, we stand behind our work. With our recurring plans, if pests return between scheduled visits, we come back out and retreat at no additional service charge. That way you are not paying twice for the same problem.”
How to Close a Pest Control Sale on the Call?
You have built rapport, explained the value, and handled objections. Now, you must land the plane.
The Assumptive Close
Do not ask if they want to book. Ask when.
“Since you are in [City], I have a truck near you on Wednesday. Would 9 AM or 1 PM be better for the initial service?”
The Urgency Close
“Pests reproduce incredibly fast. A colony of ants can grow significantly in just a few weeks. I would recommend we get a barrier down before the weekend rain drives them further inside. Can we get you on the schedule for tomorrow?”
The Option Close
“We have two options. The one time service is $250 with a 30 day guarantee. Or, the Annual Plan is just $99 for the first visit and covers you all year with ongoing protection. Which one makes more sense for you?”
Once they choose, confirm the booking details clearly: service address, date, time window, what to expect, any prep instructions, and their preferred contact method. Then let them know they will receive a confirmation by text or email.
Inbound vs Outbound Pest Control Sales Scripts
The energy and structure differ significantly between inbound and outbound. Use the table below to adjust your tone and pacing for each type of pest control sales script.
| Feature | Inbound Script | Outbound Script |
| Mindset | Helper, expert | Interrupter, opportunity creator |
| Opening | Confirm help, gather info quickly | Hook attention in first 5 seconds |
| Pacing | Slower, listening-heavy | Fast, punchy, high energy |
| Objections | Usually price or scheduling | Usually “Not interested” or “Have a guy” |
| Goal | Book the job now | Book a free inspection or quote |
For inbound calls, the customer already has a problem and is motivated to solve it. Your job is to reassure, qualify, and book quickly. For outbound, you are creating awareness and interest, so your script should be shorter, more benefit focused, and geared toward a low friction next step like a free inspection.
Live Agent vs AI Pest Control Sales Scripts
In 2026, the biggest shift in sales is not what is being said, but who is saying it.
Live Agents
- Pros: Can handle highly complex, emotional situations and can navigate grey areas. They can adjust tone based on subtle cues.
- Cons: They get tired, they have bad days, they go home at 5 PM, and they require ongoing hiring and training. They also tend to deviate from the script over time.
AI Agents (ServiceAgent.ai)
- Pros: 24/7 availability, never deviates from your approved pest control sales script, and has infinite patience. It can check your calendar and book appointments directly into your CRM (like ServiceTitan, FieldRoutes, or Jobber) in real time. It can also follow your qualification checklist every time.
- Cons: May need to transfer highly complex, non standard disputes or escalations to a human.
The Reality: A human agent is only as good as their last call. An AI agent is consistent on every single call, ensuring your script, the perfect version of it, is executed the same way every time, day or night. Research on speed to lead shows that contacting leads within minutes significantly increases conversion rates, especially in local services.
Common Mistakes in Pest Control Sales Calls
Before you roll out your pest control sales scripts, watch for these common pitfalls. Fixing them can immediately improve your booking rate.
- Talking Price Too Early: If you give the price before you find the pain, you lose. You become a commodity. Tie pricing to value and specific pest problems first.
- Sounding Robotic: Reading a script verbatim kills rapport. Scripts are frameworks, the delivery must be human.
- Failing to Ask for the Sale: Many reps have a great conversation and then end with, “Okay, call us if you decide.” You must ask for the business and offer two concrete time options.
- Ignoring the “Why”: Focusing on features (chemicals used) rather than benefits (safe kids, clean kitchen, protected home) makes it harder to justify price.
- Not Capturing Data: Failing to get the email or phone number in the first 30 seconds means you cannot follow up if the call drops or if they need a reminder.
How to Train Your Team Using a Sales Script?
Handing your team a piece of paper is not training. You need repetition, feedback, and metrics.
- Roleplay: Spend 15 minutes every morning roleplaying the script. One person is the angry homeowner, the other is the rep. Rotate scenarios like “price shopper” or “bed bug panic.”
- Call Reviews: Record calls and listen to them together. Point out where they deviated from the script or where they missed a closing signal. Score calls on discovery, value explanation, objection handling, and close.
- Objection Drills: Throw rapid fire objections at your team (“It is too much money,” “I hate contracts,” “Is it safe for my dog?”) and have them fire back the scripted rebuttals until it is muscle memory.
Track key metrics such as call answer rate, booking rate, average handle time, and revenue per call. Over time, refine your pest control sales script based on what your best reps are saying.
Why Missed Calls Break Pest Control Sales?
You can have the best script in the world, written by Zig Ziglar himself, but it is worthless if no one answers the phone.
- The Cost of Silence: A single missed call is not just a missed $100 job, it can be a missed $500 or more per year recurring contract when you factor in quarterly or bi monthly services.
- The Speed to Lead: Studies show that contacting leads quickly dramatically increases conversion rates. One often cited analysis found that contacting a lead within 5 minutes makes you many times more likely to connect than waiting even 30 minutes (HBR, 2011). Homeowners with pests are impatient, they have a bug problem now.
- The After Hours Gap: Pests do not keep office hours. If a customer sees a roach at 9 PM and calls you, sending them to voicemail is handing that lead to the big national chain that answers 24/7.
If you are still relying on voicemail or a basic answering service that “takes messages,” you are almost certainly leaking high intent leads to competitors.
Why is ServiceAgent Ideal for Pest Control Sales Calls?
This is where the game changes. You are a growth focused owner. You know that scaling requires consistency and efficiency. Trying to scale by hiring more humans to sit by phones is the old way. It is expensive, hard to manage, and prone to error.
ServiceAgent.ai is your AI operations platform built for home services, including pest control. It acts as your best sales rep, 24/7, following your pest control sales scripts on every call.
Here is how ServiceAgent supports pest control sales specifically:
- It Knows Your Script: ServiceAgent is trained on your specific business knowledge, pricing, and pest control sales scripts. It delivers the perfect pitch, every time, including your discovery questions, safety talking points, and closing options.
- It Handles Objections Intelligently: Our AI understands context. If a customer asks about pet safety or complains about price, the AI uses your preferred rebuttals, cost versus value framing, and guarantee language while keeping a friendly tone.
- It Books the Job, Not Just the Call: ServiceAgent integrates with your CRM (ServiceTitan, FieldRoutes, Jobber, and other field service platforms) to check live availability and book appointments in real time. It can capture address, email, lead source, pest type, and special notes automatically.
- It Never Sleeps: Capture leads at 11 PM on a Sunday, during your team’s lunch break, or while your office staff is already on another line. ServiceAgent answers consistently, so you stop losing prime time emergencies.
- Smart Call Routing and Transfers: When a situation is too complex or sensitive, ServiceAgent can transfer calls to a human, route by territory or technician type, or create high priority tasks for follow up.
- Call Summaries and Analytics: Every interaction is summarized, including key details like pest type, urgency, objections, and outcome. You can review patterns to improve your scripts and marketing.
- Fast Deployment: Most pest control teams can get ServiceAgent live in days, not months, by importing FAQs, service menus, and scheduling rules.
By combining your best pest control sales scripts with an always on AI agent, you get the consistency of a top rep on every call, at a fraction of the cost of staffing a 24/7 phone desk.
For more on how AI agents work across pest control, you can also explore our guides on AI answering service for pest control.
Conclusion
A great pest control sales script is the foundation of a scalable service business. It turns chaos into predictability and inquiries into income. In 2026, the businesses that dominate will not just have great scripts, they will have the technology to execute those scripts 24/7, without missing a beat.
Do not let another high intent lead slip through the cracks because of a busy signal, a missed call, or a fumbled sales pitch. Equip your business with the tools to win.
Ready to book more pest control jobs while you sleep, and never miss another qualified call? Sign up for ServiceAgent’s free trial and see how an AI sales agent can follow your script, handle objections, and fill your schedule around the clock.
- Pest Control Answering Service :Pricing, Benefits & Software
- Best Answering service for Pest Control (Top10 Ranked)
FAQs
1. How long should a pest control sales script be?
A pest control sales script should be short enough to keep the conversation moving but long enough to cover qualification and value. Inbound scripts should typically aim to resolve the call and book the appointment within 3 to 5 minutes, with optional branches for complex pests.
2. What should a pest control phone script include?
A strong pest control phone script should include a friendly greeting, discovery questions (pest type, duration, location, access, pets or kids), a clear explanation of your treatment approach, simple pricing framing, objection responses, and an assumptive close with two scheduling options. It should also prompt reps to capture contact details and lead sources.
3. Can I use the same script for termites and general pests?
No. Termites are a high anxiety, high ticket purchase requiring more education, inspection details, and trust building. General pests like ants or spiders are often more transactional. You need separate flows or “branches” in your script for different pest types so you can tailor the conversation to risk and urgency.
4. Is it better to use a human or AI for pest control sales calls?
For high volume, routine bookings and after hours coverage, AI solutions like ServiceAgent are often superior due to cost, speed, and consistency. For complex commercial contracts or angry customer escalations, a human touch is still valuable. Most modern pest control companies benefit from a hybrid approach that blends ServiceAgent with a trained office team.
5. How often should I update my pest control sales script?
Review your scripts at least quarterly. Listen to call recordings to see where customers are stalling or dropping off. If you hear a new objection popping up frequently (such as about a specific competitor or economic concern), update the script to address it immediately and retrain your team or AI agent.
6. How do pest control companies handle after-hours calls?
Many pest control companies now rely on AI phone agents like ServiceAgent, live answering services, or rotating on-call staff to cover after hours. The most efficient setup is an AI agent that can answer, qualify, and book jobs 24/7, then escalate emergencies or sensitive issues to an on-call technician or manager when needed.
