stop eating the wrapper

You know that call. The one where they say "just send me more info."

You hop on. You smile. You share your screen.

You talk for forty minutes about your process, your team, your fancy dashboard with the little green arrows.

Then they say "this is great, let me think about it."

And you go make a sandwich and stare out the window like someone whose fantasy team lost by half a point.

That call was not a sales call.

That was a tax. You paid it with your own time.

And the tax bill comes from the emails you send (or don’t send) after someone books a call.

Because if you do your job right, they show up already sold on the idea.

So the call can be about them. Not you.

Right now most calls go like this…

You talk.

They nod.

You talk more.

They check their phone.

You explain the how for thirty-five minutes.

Then you have five minutes left to actually learn about their business, which is the only part that ever mattered.

Totally backwards. That is like eating the wrapper and throwing out the chocolate bar.

Flip it.

Your job on the call is to ask, listen, and dig.

What is broken.

What have they tried.

What did it cost them.

Who else is in the room when they say yes.

What happens if nothing changes in ninety days.

That is the whole job. You are a detective, not a tour guide.

But you can only do that if the boring stuff is already handled before the call starts…

Mine looks like this:

The second someone books, they get an email with a short video.

In that video I walk through the exact process.

Step one.

Step two.

Step three.

Here is what week one looks like.

Now when they show up, they already know the how. So I never burn call time explaining it.

If they have a question about it, great, that takes ninety seconds instead of thirty minutes.

Then they get an email with case studies.

Real clients. Real names. Real numbers (if you have them).

If you don’t, start collecting more data on the impact of your service!

“Here is Mark, here is what his business looked like in March, here is what it looked like in September, here is the exact thing we changed."

You can put that in the same email as the video. You can split it up. Whatever.

Just make sure both things land in their inbox before they get on the call.

Last one, and this is the sneaky good one... Ask them to bring stuff.

Tell them to come with their numbers.

Their current cost per lead. Their close rate. Their last three months of spend. Whatever you need to actually help them.

The more time they invest, the more likely they are to show up and care.

And now the call looks completely different…

They arrive knowing how it works.

They arrive having seen proof it works.

They arrive holding their own numbers.

And you get to spend the whole time on the only thing that closes deals…

Understanding their exact situation better than they do.

That’s it.

1. Video with the process
2. Case studies with real people
3. A little homework assignment

Three emails. Maybe two. Maybe one if you are lazy.

You build it in an afternoon and it keeps paying you every single week while you sleep.

If you want me to check under the hood of your business and give you more specific advice on how to scale, click here to book a free discovery call.

PS. Are you ready to scale past 6 & 7 figures yet? ... book a free strategy session and I'll give you a custom 30-day plan - Click Here

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