Matrix:
Customer Budget Authority Problems Urgency Language
Jon
Template
Hey {First name},
Where are you calling from today?
Okay, great.
So I’d like to get straight to the point to be respectful of your time.
I first learn about your business and goals, and if I think we can help you, I will share a little
more about our value prop and case studies, then tee up a more in-depth strategy session with
one of our senior growth consultants. Does that work?
Okay, great.
So let’s get into it.
Let’s talk about your customers.
{Current Situation}
Question 1: (current situation - something light and easy to answer - Ex. What does that
customer avatar look like? )
Question 2: (current situation - something light and easy to answer - Ex. What results are you
providing to your customers and give me a 1 minute background on your solution. )
Question 3: (current situation - something light and easy to answer - Ex. What is the ticket price
of your offer? What is the pricing model?)
Question 4: (Current situation - gathering more information - Ex. How big is your team?)
Question 5: (current situation - Ex. Do you have an in-house marketer in house?)
Question 6: (current situation - Ex. How many salespeople do you have?)
Question 7: (current situation - Ex. How are you currently generating leads or traffic? How many
leads a month are you generating and at what cost per lead? )
Question 8: (current situation - Ex. How are you currently converting leads into customers?
What is the conversion rate?)
Question 9: (current situation - Ex. What is your current average cost per lead?...Just
ballpark…)
Future Situation
Question 1: (future/desired situation - Ex - In the next 6-12 months, where do you want your
monthly revenue to be?)
Question 2: (future/desired situation - Ex. How many customers per month do you need to close
to get to your goal?)
Question 3: (future/desired situation - Ex. How many salespeople do you need to hire in the
next few months to get to your goal?)
Problem Isolation/Determining Need:
Okay, great. And what is stopping you, in your own honest opinion, from hitting this goal on your
own?
Okay, and how soon do you want to solve this problem? What happens if you don’t solve this in
that time frame?
Okay, I know that some problems are more important than others. How committed to solving
this are you? Is this a threat level 1 or more of a backburner thing?
Qualify for Money
Hypothetically speaking, if we could help you hit your growth goal, are you able to afford at least
$15k? Assuming, of course, we can actually move the needle for you?
Qualify for Decision Making Authority
And last question, full transparency… are you the guy/person who pulls the triggers, or are there
other decision makers that need to sign off if you opt to move forward?
Okay, great.
Based on what you told me, what we do here is a perfect fit.
I’m going to quickly give you our value prop and walk you through a few case studies, then I will
get you on the calendar with one of our senior growth consultants.
FAST OVERVIEW (30sec) -
So, what we do is [Insert big claim - Ex. help our clients build predictable and profitable
customer acquisition machines really quickly.]
PROOF
[Insert proof - Ex.
For example, we helped 15 companies in the past 7 months to get past $1M ARR.
We are currently working with 400 fast growing companies from all over the world.
A few case studies:
AdvisorStream, a fintech SaaS offering went from $0-$1M ARR in 12 months with us and are
now at $3M ARR. We helped them build a paid traffic funnel and sales team.
CoPilot Advisor, another fintech SaaS offering went from $0-1M ARR in 11 months with us and
increase their valuation by $8M. We helped them build out a paid traffic funnel and sales team.
Planswell raised $7M after working with us. They sell insurance and software. We solved paid
ads and their sales team too.
We made Press Advantage $400k ARR in 3 months. (They are a SaaS for SEO agencies).
We have companies from Y-Combinator like Foxpass.
Some of our clients are backed by large VC firms like Sequia, Social Capital and Founder’s
Fund.
At the end of the day, we focus on making our clients at least $1M in a year. If we don’t do that,
we are upset. ]
Call To Action
What I’d like to do is schedule 1 hour with our team member, {insert team member name}. On
this call he will walk you through our case studies in-detail and present an action plan for you.
Let me open up the team calendars to see what is available.
Are you able to do [insert time and date]?
Okay, great. What is your email address?
I’ll send you a Follow up email with some case studies, testimonials, to help prepare you for our
1hr call, ok?
Ok cool. Thanks so much for your time today. We’ll talk to you soon.
Example
15 Min Call - QUALIFY + GET ON 1HR DEMO
Get them on 1hr call
See if they’re a good fit...
Speak first and set the tone with authority of what you want to do
Hey {First name},
Where are you calling from today?
Okay, great.
So I’d like to get straight to the point to be respectful of your time.
Here’s how these calls usually go.
I first want to learn about your business and goals, and if I think we can help you, I will share a
little more about our value prop and case studies, then tee up a more in-depth strategy session
with one of our senior growth consultants. Does that work?
Okay, great.
So let’s get into it.
Let’s talk about your customers.
Who’s your best customer and what do you solve for them?
What is the ticket price of your offer? What is the pricing model?
How big is your team?
Do you have an in-house marketer?
How many salespeople do you have?
How are you currently generating leads or traffic? How many leads a month are you generating
and at what cost per lead?
How are you currently converting leads into customers? What is the conversion rate?
What is your current average cost per lead?...Just ballpark…
What is your current cost per acquisition?...Just ballpark…
What is your current cost per meeting?
How long is your sales cycle? (from lead to signed contract or credit card)
What is your current average monthly revenue, again just ballpark...
Future Situation
In the next 6-12 months, where do you want your monthly revenue to be?
How many customers per month do you need to close to get to your goal?
How many salespeople do you need to hire in the next few months to get to your goal?
How many meetings a month do you need to hit that goal?
How many leads a month do you need to hit that goal?
Okay, great. And what is stopping you, in your own honest opinion, from hitting this goal on your
own?
Okay, and how soon do you want to solve this problem? What happens if you don’t solve this in
that time frame?
Okay, I know that some problems are more important than others. How committed to solving
this are you? Is this a threat level 1 or more of a backburner thing?
Hypothetically speaking, if we could help you hit your growth goal, are you able to afford at least
$15k? Assuming, of course, we can actually move the needle for you?
And last question, full transparency… are you the guy who pulls the triggers, or are there other
decision makers that need to sign off if you opt to move forward?
Okay, great.
Based on what you told me, what we do here is a perfect fit.
I’m going to quickly give you our value prop and walk you through a few case studies, then I will
get you on the calendar with one of our senior growth consultants.
FAST OVERVIEW (30sec) -
So, what we do is help our clients build predictable and profitable customer acquisition
machines really quickly.
For example, we helped 15 companies in the past 7 months to get past $1M ARR.
We are currently working with 500 fast growing companies from all over the world.
A few case studies:
AdvisorStream, a fintech SaaS offering went from $0-$1M ARR in 12 months with us and are
now at $3M ARR. We helped them build a paid traffic funnel and sales team.
CoPilot Advisor, another fintech SaaS offering went from $0-1M ARR in 11 months with us and
increase their valuation by $8M. We helped them build out a paid traffic funnel and sales team.
Planswell raised $7M after working with us. They sell insurance and software. We solved paid
ads and their sales team too.
We made Press Advantage $400k ARR in 3 months. (They are a SaaS for SEO agencies).
We have companies from Y-Combinator like Foxpass.
Some of our clients are backed by large VC firms like Sequia, Social Capital and Founder’s
Fund.
At the end of the day, we focus on making our clients at least $1M in a year. If we don’t do that,
we are upset.
What I’d like to do is schedule 1 hour with our team member, {insert team member name}. On
this call he will walk you through our case studies in-detail and present an action plan for you.
Let me open up the team calendars to see what is available.
Are you able to do [insert time and date]?
Okay, great. What is your email address?
I’ll send you a Follow up email with some case studies, testimonials, to help prepare you for our
1hr call, ok?
Ok cool. Thanks so much for your time today. We’ll talk to you soon.
