CALL BRIEF

Terrence Blake · Blake Roofing · Wed, Sep 9, 7:56 AM EDT · Closer: Priya Anand

Requalify before selling — Not the decision maker — they said so on the form.

⚠️ Demo brief. Written by the offline fallback, not the model. Set ANTHROPIC_API_KEY for the real thing.

🚩 Requalify before selling — Not the decision maker — they said so on the form

▸ RECOMMENDED CLOSE

Offer: Lead Engine — Core
Anchor: $3,500/mo
Next step: Disqualify
Confidence: Low — The anchor rests on assumptions we made, not their numbers: Monthly ad spend assumed at 3,000 — not supplied. Confirm it on the call before leaning on it.

Say it like this: "Before we go further — who else needs to be in the room for this to actually happen, and when could they join us?"

▸ SNAPSHOT

Role: Operations Manager · Team: 6-15 · Revenue: $250k-$1M · ACV: $11,000 · Channel: Referrals / word of mouth · Spend: $0 · CRM: Nothing, we use a whiteboard

▸ DIAGNOSIS

Not enough leads coming in
evidence: They named it on the form. Nothing in the public data confirms or contradicts it — ask for the number on the call. [form]
No capture on site beyond a contact form
evidence: Found in public data. They did not raise this, which usually means nobody has told them. [website]
Google rating 3.7 — below where buyers stop checking
evidence: Found in public data. They did not raise this, which usually means nobody has told them. [gbp]

▸ COST OF THE PROBLEM

$75,000 / year

About $75,000 a year on the table. Revenue lost to leads that never convert.

Working: 3,000/mo of spend ÷ 95 cost per lead = leads a month. Converting at 0.14 instead of 0.28, at 11,000 average job value, over 12 months. — reduced to a defensible ceiling

Assumes: Monthly ad spend assumed at 3,000 — not supplied; Capped at 30% of their stated revenue — the raw figure came out at 583,579, which is not a number you can say out loud

👉 This is the anchor. Say the number out loud on the call.

▸ HISTORY WITH US

Source: Referral form · Opened: 2 · Clicked: 0 · Replies: 0 · Prior no-shows: 0 · Days in pipeline: 61

Thin history. Treat this as a first real conversation.

▸ FIVE QUESTIONS FOR THIS PERSON

You said you tried nothing really — what specifically went wrong, and whose call was it to stop?
When you say "not enough leads coming in", what does that cost you in a month?
I noticed no capture on site beyond a contact form — is that deliberate, or has nobody had time to look at it?
If this works exactly as you want, what is different in ninety days?
Who else has to say yes, and what will they want to see?

▸ LIKELY OBJECTIONS

"That is more than I wanted to spend."
→ Go back to their own number before defending yours. "You told me you are losing about X a year to this. The question is not whether Y is a lot of money — it is whether Y buys back X. If it does not, we should not do this." Then ask what number would make it obviously worth doing.
why: From the library. Not yet seen on a recorded call, so treat it as a standing bet rather than a prediction.
"I need to think about it."
→ Never accept this as an answer, and never push against it either. "Of course. What specifically do you want to think through — the money, the timing, or whether it will actually work?" Whichever they name is the real objection, and now you can handle it. Put a date on the follow-up before the call ends.
why: From the library. Not yet seen on a recorded call, so treat it as a standing bet rather than a prediction.
"I need to talk to my business partner first."
→ Do not fight it, get into the room. "Makes sense. What is the part they will be most sceptical about?" Answer that objection now, then offer to join the conversation: "Would it be easier if I spent fifteen minutes with both of you rather than you having to sell my thing for me?"
why: From the library. Not yet seen on a recorded call, so treat it as a standing bet rather than a prediction.

▸ PROOF TO USE

Vale Plumbing Group — 4.1 stars, 38 reviews, nothing new in over a year. Losing bids to a competitor with 400. → Review generation at point of service took them to 290 reviews at 4.8 in five months. Closest match on problem and size.

"We did great work and had nothing to show for it."

▸ RED FLAGS

Not the decision maker — they said so on the form
Timeline: Just exploring