Setting Workflow

The appointment-setting playbook. The job: get people pre-sold and onto a sales call.

This covers every moment around the call. The call itself lives in the Sales Call Script. Both playbooks share the Objection Cheat Sheet.

The flow

Lead arrives ──► Partial submit ──► one try ──► booked or done
                        │
                        DQ ──► close cleanly, cancel slot
                        │
                Qualified booking ──► 01. Pre-call cadence ──► [Sales Call]
                                                                     │
                                                                     ▼
                                                  one of six post-call branches:
                                                  ─ Closed-won + paid     → handoff
                                                  ─ Verbal close, unpaid  → soft chase
                                                  ─ Audit call booked     → call 2 cadence
                                                  ─ Limbo                 → win-back
                                                  ─ No-show               → same-day recovery
                                                  ─ Lost / hard no        → autopsy

How I work

Short SMS, casual, specific. I text from my phone, almost never templated. Reply window is under 10 minutes during business hours.

I won’t text or call cold without a real reason that’s useful to them. Inside an active thread I can be casual; starting a new touch needs a real value-frame.

Channels for personal contact: SMS first, phone second, email third. Proposals and contracts are formal, that’s a different voice.

Chapters

Pre-call:

1. Pre-Call Cadence — booking through to call: confirmations, reminders, asset sends, phone attempts
2. Partial Submit Recovery — they started the form but didn’t book
3. DQ — outside ICP or can’t commit

Post-call (branched by what happened on call 1):

4. Closed-Won, Paid — handoff to onboarding
5. Verbal Close, No Payment — soft chase for payment
6. Audit Call Booked — cadence between call 1 and call 2
7. Limbo — no verbal close, no follow-up booked
8. No-Show — same-day recovery + rebooking

Lost:

9. Lost-Deal Close + Autopsy — polite final close + internal logging