Hello friend,
A founder told me on a call this week that one of his setters booked 9 calls last week.
Everyone else on the team booked 1 or 2, off the exact same inbound DMs coming from his content.
His analysis: lead flow is the bottleneck, so go find 5 more people who look like the outlier on paper.
That's backwards. Here is what I told him.
Copy your best setter's objection handles word-for-word
Your content already did its job.
The gap between a setter who books 9 calls vs. 1 call off the same volume is a script cadence problem. And unlike a personality, a script can be copied.
Do this:
Read your top setter's last 15 booked-call DM threads today and write down the exact sentence that got each lead to say yes to a call.
Create an “if-then” objection handling tree in your playbook
Hand it to every other setter as the required cadence on their next 10 inbounds.
If you want more booked calls out of the DMs your content is already generating, see if you qualify to work with us (link).
One standard across the whole team
Say your content brings in 500 inbound DMs a month, split across 2 setters, 250 leads each. At our benchmark 10% booking rate, that's 25 calls per setter, 50 booked calls total.
We build the content and the DM handoff together because it breeds predictability.
The biggest problem with organic DM funnels is when your setters have different booking rates that drag down your averages. It makes it hard to project outcomes.
Building uniform scripts with every single possibility makes this plug and play, and your setter's primary focus becomes speed to lead.
(yes I want A.I. to do this too but it’s just not there yet in my experience… and the many platforms are dishing out bans like candy)
If you want your personal brand producing booked calls at your best setter's rate across the whole team, see if you qualify to work with us (link).
Or just reply to this email. I reply to everyone.
Hope this helps.
Cheers.
Marcos
