<aside> 🤝

Stage 9 of 9 · The hardest part of outbound is getting a stranger to give you money. This is the system that makes it simple.

</aside>

Step 1: Pre-call sequence

The call is won or lost before it starts. Two touches, both automated.

<aside> ⏱️

Within 5 minutes of booking

Send a case study PDF or document. Someone exactly like them, with the outcome they want, and real numbers.

Why 5 minutes: their intent is at its peak right after booking. It is the moment they are most likely to actually read it. It also makes the booking feel real and dramatically reduces no-shows.

</aside>

<aside> 📋

1 hour before the call

Send a short agenda. What you will cover, how long it takes, and what they walk away with.

This removes ambiguity, kills the "is this just a pitch?" fear, and gives them a reason to show up.

</aside>

Step 2: The discovery call

The rule

<aside> 🚫

Ask questions. Do not sell. Do not demo. Do not talk about yourself.

</aside>

Your only goal on this call is to find the gap: the distance between where they are now and where they want to be.

You cannot sell an outcome you have not heard them describe.

The question set

Build a fixed set of questions tied to your offer, and run it every time.

<aside> 📍

Current situation

• How does this work for you today?
• What does that look like in numbers right now?
• Who owns it internally? </aside>

<aside> 🎯

Goal

• What are you trying to hit next quarter? This year?
• What does good look like in numbers?
• What happens in the business if you hit that? What happens if you do not? </aside>

<aside> 🔁

What they tried

• What have you already tried to solve this?
• What worked? What did not?
• Why do you think it did not work? </aside>

<aside> 🧱

The block

• What is stopping you from getting there right now?
• If nothing changed, where do you land at the end of the year?
• What would have to be true for this to move? </aside>

Why this wins

By the end you have context about their business, they have said their problems out loud in their own words, and you know exactly where they want to be.