PRE-CALL QUALIFICATION SYSTEM

Purpose

Collect enough information to qualify the prospect BEFORE the call, ensuring we only spend time with high-intent, qualified buyers.

Booking Form (Required Fields)

Section 1: Company Information

Section 2: Video Needs (Critical Qualification)

Section 3: Current Situation (Pain Points)

Section 4: Decision-Making

Section 5: Contact Information

Pre-Call Qualification Checklist

Before confirming the call, verify:

✓ Budget Qualifier: Selected budget ≥ $500/month (our minimum threshold) ✓ Volume Qualifier: Needs ≥ 5 videos/month (otherwise not good fit) ✓ Timeline Qualifier: Wants to start within 30 days (high intent) ✓ Decision Qualifier: Is the decision-maker or has direct influence

If ANY of these fail:

• Send pre-recorded Loom instead of booking call

• Redirect to self-serve pricing page

• Add to nurture sequence (not ready yet)

If ALL pass:

• Confirm call via email with calendar invite

• Send pre-call brief (what to prepare)

• Add to CRM with qualification notes

SALES CALL STRUCTURE

Overview

Total Call Time: 20-30 minutes (efficient, respectful of their time)

Structure:

1. Opening & Rapport (2 minutes)

2. Situation Discovery (5-7 minutes)

3. Problem Clarification (3-5 minutes)

4. Solution Presentation (5-7 minutes)

5. Pricing & Offer (3-5 minutes)

6. Objection Handling (2-5 minutes)

7. Close (2-3 minutes)

PART 1: OPENING & RAPPORT (2 minutes)

Goal

Set the frame: We're execution partners evaluating fit, not begging for business.

Script

[Call starts, everyone joins]

"Hey [Name], good to see you. Thanks for making time.

Before we dive in, quick context on how I run these calls—I'm going to ask

you a bunch of questions about what you need, your timeline, your budget.

Then I'll tell you exactly how we work and whether we're a fit.

If we're a fit, great—we'll talk next steps. If we're not, I'll tell you

that too and save us both time. Sound fair?"

[Wait for agreement]

Why This Works:

"The person who sets the frame controls the interaction. Most salespeople act desperate—asking permission to present, apologizing for taking time. This frame positions you as the expert evaluating fit, not a vendor begging for work. It also pre-frames the 'no' as acceptable, which paradoxically makes them want the 'yes' more."

Tonality:

• Calm, confident, matter-of-fact

• Not overly friendly (respect, not friendship)

• No uptalk (statements, not questions)

PART 2: SITUATION DISCOVERY (5-7 minutes)

Goal

Understand their current state, volume needs, and decision criteria.

Question Sequence

Question 1: Current Video Output

"First question: Are you creating video content right now, or is this new for you?"

[Listen to answer]

If YES (currently creating):

"Got it. And who's handling that? In-house team, freelancer, agency, or you're

doing it yourself?"

If NO (not creating yet):

"Okay, so what's driving the need now? Why video, why now?"

Why This Works:

"You need to know their baseline. If they're already producing video, you're competing against their current solution. If they're not, you're competing against inertia. The 'why now' question reveals urgency—or lack of it."

Question 2: Volume & Frequency

"How many videos are you thinking you need per month? And I'm talking total—

not just from us, but everything you're trying to produce."

[Listen to answer]

If they say a number:

"Okay, [X] videos a month. And what types? Ad creatives, explainers, social

content, long-form edits—what's the breakdown?"

If they say "not sure":

"No worries. Let me ask it differently: How often are you posting? Daily,

weekly, couple times a week?"

[Based on posting frequency, calculate:]

• Daily posting = 30 videos/month minimum

• 3x/week = 12-15 videos/month

• Weekly = 4-5 videos/month

"Okay, so if you're posting [frequency], that's roughly [X] videos a month.

Does that sound right?"

Why This Works:

"Most prospects don't know how much they need. By asking about posting frequency instead of production volume, you help them calculate the real number. This also anchors them to a higher volume than they initially thought, which justifies higher-tier packages."

Question 3: Turnaround Expectations

"What's your typical turnaround expectation? Like if you submit a video brief

today, when do you need it back?"

[Listen to answer]

If they say same-day or next-day:

"Got it. That's rush territory—we can do it, but it's premium pricing. Is that

urgency every video, or just sometimes?"

If they say "as fast as possible":

"Sure, but let's get specific. 2 days? 5 days? A week? What's the real deadline?"

If they say "flexible":

"Flexible is good. So if we said 5-7 days standard, that works for you?"

Why This Works:

"Turnaround time directly affects pricing and operational capacity. You need a specific number, not 'ASAP.' By offering a specific timeline ('5-7 days'), you anchor expectations and avoid scope creep later."

Question 4: Budget Reality Check

"And just so I'm not wasting your time—what's your monthly budget for this?

Ballpark is fine."

[Listen to answer]

If they give a number:

"Okay, [amount]. And is that flexible if we can show more value, or pretty locked?"

If they dodge ("depends on what you offer"):

"I hear you, but here's why I'm asking: We have clients spending $500/month

and clients spending $10k/month. I need to know what range we're playing in

so I don't show you stuff that doesn't fit. So ballpark—are we talking under

a thousand, a few thousand, or more than that?"

If they say "as cheap as possible":

"I get it—nobody wants to overpay. But let me ask it differently: If this works

and you're getting videos you can actually use at the pace you need, what's that

worth per month? Because if we're not in the same ballpark, I'll tell you now

and save us both time."

Why This Works:

"Budget questions get dodged because prospects fear being overcharged. By framing it as 'so I don't waste your time' and offering ranges instead of demanding a number, you make it safer to answer. The 'as cheap as possible' reframe shifts from cost to value."

Question 5: Decision-Making Process

"Last quick one: Is this your call to make, or are other people involved in

the decision?"

[Listen to answer]

If they're the sole decision-maker:

"Perfect, so if this makes sense, we can move forward today?"

If others are involved:

"Got it. So who else needs to weigh in? And what do they typically care about—

price, quality, turnaround, something else?"

[If multiple stakeholders:]

"Okay, so realistically, if you like what you see, what's the timeline to get

everyone aligned? Days, weeks, or are we talking next quarter?"

Why This Works:

"You must know if you're talking to the decision-maker. If you're not, you're in demo-mode, not close-mode. By asking 'who else and what do they care about,' you uncover hidden objections before presenting. The timeline question reveals true urgency."

PART 3: PROBLEM CLARIFICATION (3-5 minutes)

Goal

Make them feel the pain of their current situation so your solution feels like relief.

Script

"Okay, so before I explain how we work, tell me: What's been your biggest

frustration with video production so far? Like what's not working about your

current setup?"

[Listen—this is the most important answer]

Common Responses & How to Dig Deeper:

Response: "It takes too long"

"Too long meaning what—weeks? And is it slow because of revisions, or just

slow production in general?"

[Listen]

"Got it. And when it's slow, what happens? Does it miss launch windows, or

just create stress?"

Why This Works:

"Make them quantify the pain. 'Too long' is abstract. 'Misses product launches and we lose revenue' is tangible. The more specific the pain, the more valuable your solution becomes."

Response: "It's too expensive"

"Expensive relative to what? Like what are you paying now, and what's the problem—

is it the price itself, or are you not getting enough output for the price?"

[Listen]

"So you're spending [X] and getting [Y] videos. Okay, so it's not that video is

expensive—it's that the value isn't there. If you could spend the same but get

double the output, that would solve it?"

Why This Works:

"Reframe 'expensive' as 'low ROI.' They're not price-sensitive—they're value-sensitive. This sets up your volume-based pricing as the obvious solution."

Response: "Quality is inconsistent"

"Inconsistent how? Like sometimes it's great, sometimes it's trash? Or is it

more like it doesn't match your brand?"

[Listen]

"And when it's off, what do you do? Just eat it, or do you request revisions?

And if you request revisions, how many rounds does it usually take?"

Why This Works:

"Inconsistency = lack of systems. You're setting up your systemized approach as the contrast. Also reveals their revision tolerance (important for pricing)."

Response: "Communication is a nightmare"

"Give me an example. What does 'nightmare' look like?"

[Listen]

"Got it. So you're spending more time managing the process than actually

getting videos. How much time would you say you waste per week on this?"

Why This Works:

"Quantify time wasted. If they say '5 hours a week,' that's 20 hours a month = $X in opportunity cost. Your streamlined process suddenly saves them money AND time."

The Amplification Question

After they explain their main frustration:

"Okay, so [summarize their pain]. Last question on this: If nothing changes—

if you keep dealing with [their pain] for the next 6 months—what happens?

What does that cost you in terms of revenue, time, or stress?"

[Listen—let them paint the picture]

Why This Works:

"This is the 'cost of inaction' question. Most people don't buy because the pain isn't acute enough. By making them articulate the 6-month cost of doing nothing, you amplify the pain and create urgency. They need to feel the gap between current state and desired state."

PART 4: SOLUTION PRESENTATION (5-7 minutes)

Goal

Position Leafcut as the systemized solution to their specific pains, not a generic video service.

The Bridge Statement

"Okay, so here's the deal. Based on what you've told me—[repeat their main

pain points]—here's how we're different, and why that matters for you.

We're not an agency. We don't do brand strategy, we don't do creative consulting,

we don't do discovery workshops. We're a production system. You tell us what you

need, we deliver it—fast, predictably, at a price that actually makes sense.

Let me break down how it works."

Why This Works:

"The bridge statement connects their pain to your solution. By explicitly stating what you're NOT (agency, consultancy), you differentiate immediately. Most competitors are agencies—you're positioned as the anti-agency."

The Three Pillars (Present in this order)

Pillar 1: Systemized Workflows

"First: Everything we do is systemized. That means:

• You submit a brief through a simple form—no 3-hour kickoff calls.

• Your project goes into our system and gets assigned to an editor trained
  on your video type.

• You get updates at every stage—brief received, in production, first draft ready.

• Revisions happen on a clear timeline—no chasing us for updates.

The reason this matters for you is: [connect to their pain].

If your frustration is [slow turnaround], our system cuts out all the back-and-
forth that slows agencies down. If it's [inconsistent quality], our system means
every editor follows the same process—you're not getting different results based
on who's available.

Make sense so far?"

[Pause for confirmation]

Pillar 2: Predictable Turnaround

"Second: Predictable turnaround.

Here's what we promise and actually deliver:

• Standard turnaround: 5 days from brief to first draft.

• Rush available: 3 days if you need it (premium pricing).

• Revisions: 48 hours per round.

And here's the key: That timeline doesn't change based on 'how busy we are.'
It's locked. Because we've built capacity around it.

The reason this matters for you: [connect to their pain].

You mentioned [missing launch windows / stress of not knowing when it'll be done].
With us, you submit Monday, you see first draft by Friday. Every time. You can
plan around that.

Questions on that?"

[Pause for questions]

Pillar 3: Transparent Pricing

"Third: Transparent pricing.

We don't do custom quotes for everything. We have clear pricing:

• One-off videos: $[X] per video depending on type.

• Subscription plans: $[Y]/month for [Z] videos.

• No hidden fees, no 'depends on scope' nonsense.

You know exactly what you're paying before you commit.

The reason this matters: [connect to their pain].

You said [too expensive / unpredictable costs]. With us, you're not getting
a $3,000 invoice surprise. You know upfront: If you need 10 videos this month,
it's $[amount]. Done.

Clear?"

[Pause for confirmation]

The Differentiation Summary

"So to sum it up:

Agencies: Charge $2-5k per video, take 3 weeks, bundle strategy you don't need.

Freelancers: Cheap, but inconsistent, no accountability, communication nightmare.

Us: $[X]-[Y] per video, 5-day turnaround, systemized process, clear pricing.

We're basically the execution engine. You already know what you need—you just

need someone to deliver it without the bullshit.

Does that match what you're looking for?"

[Wait for response]

Why This Works:

"The three-pillar structure (system, speed, price) addresses the three main pain points prospects have. By connecting each pillar back to their specific pain, you make it about them, not you. The differentiation summary creates clear contrast against alternatives."

PART 5: PRICING & OFFER (3-5 minutes)

Goal

Present pricing in a way that makes the decision easy and anchors them toward your target package.

The Pricing Frame

"Okay, so let's talk about how this would work for you specifically.

Based on what you said—[X videos per month], [Y turnaround]—you've got two options:

one-off or subscription. Let me explain both, then you tell me what makes more sense."

Option 1: One-Off Pricing (with Decoy)

"Option one: One-off production.

You pay per video, no commitment:

• Single video: $[X] per video

• Small batch (4 videos): $[Y] total—works out to $[Z] per video

• Campaign pack (10 videos): $[W] total—$[A] per video

Most people testing us for the first time grab the 4-video batch. It's enough
to see our quality across a few pieces without over-committing. And the per-video
cost makes way more sense than singles.

But if you're just dipping a toe, single video works. And if you know you need
volume right away, the 10-pack is the best value.

Which range makes sense for you?"

[Wait for response]

Why This Works:

"This is classic decoy pricing. Single video is intentionally bad value. 10-pack is aspirational. 4-video batch is positioned as the 'smart choice' for first-timers. By framing it as 'most people grab this,' you guide the decision without pushing."

Option 2: Subscription Pricing (with Anchor)

"Option two: Subscription.

If you need videos every month—which based on [their posting frequency], you do—
subscription makes way more sense economically.

Here's how it breaks down:

[Show pricing table or verbally present]

Starter Plan: $[X]/month

• [Y] videos/month

• 5-day turnaround

• 2 revisions per video

• Good for testing, but most people outgrow it fast

Growth Plan: $[Z]/month ⭐ RECOMMENDED

• [A] videos/month

• 3-day priority turnaround

• 3 revisions per video

• +[B] bonus videos included

• This is where 80% of clients land—it's the sweet spot

Scale Plan: $[W]/month

• [C] videos/month

• 2-day turnaround

• Dedicated editor

• +[D] bonus videos

• For high-volume teams

Based on what you said—[X videos/month need]—Growth Plan makes the most sense.
You'd get [A] videos plus [B] bonuses, so [A+B] total. That's $[Z/video math]
per video.

Versus if you did one-offs, you'd be paying $[higher amount] per video and
dealing with individual invoices every time.

Make sense?"

[Wait for response]

Why This Works:

"This is anchor pricing. Scale Plan anchors high. Starter is positioned as insufficient. Growth is the obvious smart choice. By calculating per-video cost in real-time, you create immediate value comparison. The 'based on what you said' callback ties it to their specific need."

Introducing the Attraction Offer

"And here's the other thing: Since this is your first time working with us,

I'm going to take the risk off the table.

If your first video doesn't meet the brief you submit—like we objectively miss

what you asked for—we'll refund it. No questions asked.

That way, there's literally zero risk for you to test us. You either love the

quality and we keep working together, or we didn't nail it and you get your

money back.

Fair?"

[Wait for agreement]

Why This Works:

"The guarantee removes the final obstacle. By framing it as 'I'm taking the risk off the table,' you position yourself as confident, not desperate. The 'fair?' tag question makes it hard to say no—of course it's fair."

PART 6: OBJECTION HANDLING (2-5 minutes)

The Objection Framework

Core Principle:

"Every objection is either a request for more information, a misunderstanding, or a smokescreen for the real objection. Your job is to clarify which one it is, then address the root cause—not the surface objection."

Objection 1: "That's too expensive" / "Out of our budget"

Step 1: Clarify

"Too expensive compared to what? What are you comparing this to?"

[Listen—they'll reveal the real comparison]

Step 2: Reframe to Value

"Okay, so you're used to paying $[X]. But here's what I'm hearing: You said

your current setup is [slow/inconsistent/high-maintenance]. So you're paying

$[X] and dealing with [pain points].

With us, you're paying $[Y] and getting [faster turnaround/more videos/predictable

process].

So the real question isn't 'Can we afford $[Y]?'—it's 'Can we afford to keep

losing [time/opportunities/sanity] with the current setup?'

Does that make sense, or am I off?"

Step 3: Offer Downsell (if needed)

"Look, if $[Y] genuinely doesn't fit right now, I've got a couple options:

Option A: Start with [smaller package] at $[lower price]. It's not ideal long-term,

but it gets you in the door and you can scale up once you see it working.

Option B: We can split the payment—$[amount] now to start, $[amount] after first

draft, $[amount] on delivery. Takes the pressure off your cash flow.

Which makes more sense?"

Why This Works:

"Never defend your price. Reframe the objection from cost to ROI. By recapping their pain and showing how your price solves that pain, you shift from expense to investment. The downsell options give them a path forward without just discounting."

Objection 2: "I need to think about it"

Step 1: Uncover Real Objection

"Of course—totally fair. But just so I can help: What specifically do you need

to think about? Is it the price, the timeline, how we'd work together, or

something else?"

[Listen—they'll reveal the real concern]

Step 2: Address the Real Concern

"Okay, so it's [actual concern]. Let me address that right now:

[Respond to specific concern]

Does that clear it up, or is there something else?"

Step 3: Create Urgency (if appropriate)

"Here's the thing: I totally get wanting to think it over. But here's what I'd

hate to see happen—you think about it for two weeks, decide you want to move

forward, and now we're at [timeline consequence].

If you're going to do this, does it make sense to lock it in now so we can

start [timeline benefit]?"

Why This Works:

"'I need to think about it' is almost never about thinking—it's about an unresolved concern. By asking 'what specifically,' you force them to name the real objection. The urgency close isn't pushy—it's logical (delay = consequence)."

Objection 3: "I need to talk to my team / partner / boss"

Step 1: Qualify the Stakeholder

"Makes sense. Who specifically needs to weigh in? And what do they typically

care about when evaluating something like this?"

[Listen]

Step 2: Equip Them to Sell Internally

"Okay, so they care about [price/quality/timeline]. Here's what I'd recommend:

I'll send you a quick one-pager that covers:

• Pricing breakdown

• How we compare to [agencies/freelancers]

• Typical turnaround times

• Our guarantee

That way when you talk to them, you've got everything in one place. Sound good?"

Step 3: Schedule Follow-Up

"And just so we don't leave this hanging—when are you planning to discuss it

with them? Tomorrow, end of week?"

[Listen]

"Perfect. Let's schedule 15 minutes for [day after they discuss]. That way if

they have questions, I can answer them directly and we can move forward. Fair?"

Why This Works:

"You're not fighting the stakeholder involvement—you're facilitating it. By asking what they care about and providing a one-pager, you make it easy for your champion to sell internally. The follow-up locks in next steps instead of letting it die."

Objection 4: "We're already working with someone"

Step 1: Validate, Then Probe

"That's fine—most of our clients were working with someone when they found us.

Just curious: What made you take this call if you're already set up?"

[Listen—they'll reveal dissatisfaction]

Step 2: Position as Backup/Overflow

"Got it. So it sounds like [current provider] is fine, but [pain point they mentioned].

Here's what I'd suggest: Don't replace them—just use us for overflow or specific

projects where you need [faster turnaround/different style/whatever they need].

That way you're not disrupting what works, but you've got a backup when you need it.

And honestly, if we outperform them, you'll naturally shift more work our way.

If not, no harm done.

Make sense?"

Why This Works:

"Never try to unseat an existing provider directly—it triggers defensiveness. Position as complementary/backup. This reduces switching risk and gets you in the door. Once you outperform, you'll naturally become the primary provider."

Objection 5: "Can we start with just one video to test?"

Step 1: Acknowledge, Then Reframe

"I get it—you want to see the quality before committing to more. Totally fair.

Here's the thing: One video doesn't really let you test us properly. You don't

get to see how we handle revisions, how consistent we are across multiple pieces,

or how we adapt to feedback.

What I'd recommend instead: Start with the 4-video batch. That's enough to

actually evaluate us—you'll see quality, consistency, and turnaround. And if

the first video is off, we've got the guarantee anyway.

Does that make sense, or do you really want to just do one?"

Step 2: Offer Free Trial (if needed)

"Or—if you really want to test before spending—I can do a concept video for you,

watermarked, at no cost.

You see the quality, and if you love it, you pay $[X] to remove the watermark

and order more. If you hate it, you walk away. No cost.

Would that solve it?"

Why This Works:

"Single videos are bad business—high effort, low revenue, doesn't showcase your system. Reframe to minimum viable batch. If they insist, offer free trial instead—same proof, but you control scope and set up conversion path."

PART 7: CLOSE (2-3 minutes)

The Assumptive Close

"Okay, so based on everything we've talked about, here's what makes sense:

You start with [package name] at $[price]. That gets you [deliverables].

I'll send over the invoice and onboarding form today. Soon as you submit payment

and fill out the form, we'll kick off your first batch.

Timeline: You submit the brief, we'll have first drafts back to you by [specific date].

Sound good?"

[Wait for confirmation]

Why This Works:

"Assumptive close means you assume the sale and start talking logistics. Most people will just go with it because you've framed it as the logical next step. If they have objections, they'll surface now—which is fine, you handle them. But often, they just say yes."

The Alternative Close (if assumptive doesn't work)

"Okay, so let me ask you straight up: Does this make sense for you, or are we

not the right fit?"

[Wait for response]

If YES:

"Great. So what's the next step on your end? Are you ready to move forward today,

or do you need to [specific action]?"

If NO:

"No problem—appreciate you being straight with me. Just curious: What would have

made this a yes? Price, timeline, deliverables, or something else?"

[Listen—this is feedback for your process]

"Got it. Well, if things change or your current setup stops working, you know

where to find us. Cool?"

Why This Works:

"If assumptive doesn't work, go direct. Binary question forces a decision. If they say yes, you close. If they say no, you get valuable feedback and remain professional. Never beg or push past a clear no."

The Summary Close (for complex deals)

"Alright, let me make sure I've got this right:

You need: [X videos/month]

You want: [Y day turnaround]

Your budget is: [Z/month]

Your biggest concern is: [pain point]

We're proposing: [package name] at $[price], which gives you [deliverables] with

[benefit that addresses their pain].

And we're backing it with [guarantee/offer].

If that all checks out, we can start as soon as [timeline].

Am I missing anything, or should I send the invoice?

Why This Works:

"Summary close ensures alignment before asking for commitment. By recapping everything, you confirm mutual understanding and prevent post-sale surprises. The 'am I missing anything' invites final objections to surface."

POST-CALL PROTOCOL

Immediately After Call (Within 1 Hour)

If They Said YES:

Send this email

Subject: Invoice + Onboarding Form

Subject: Invoice + Onboarding Form

Hey [Name],

Great talking to you. Here's what's next:

1. Invoice: [Link] — $[amount] due

2. Onboarding Form: [Link] — Fill this out with your first batch details

Timeline:

• Today: You submit payment + form

• [Date]: We deliver first drafts

• [Date]: Revisions if needed

• [Date]: Finals delivered

Payment methods: Payoneer, bank transfer, or Fiverr (let me know if you need a different option).

Questions? Just reply.

Let's do this.

[Your Name]

If They Said Maybe / Need to Think:

Send this email

Subject: Quick recap + next steps

Hey [Name],

Thanks for the time today. Quick recap of what we discussed:

Your Needs:

• [X videos/month]

• [Y turnaround]

• Main concern: [their pain point]

Our Proposal:

• [Proposal]

• [Deliverables]

• [Guarantee/offer]

Next Steps: You mentioned [specific action they said they'd take]. Let me know if you need anything from me to help that process.

I'll check back in on [specific day] to see where you landed.

[Your Name]

If They Said NO:

Send this email

Subject: Thanks for your time

Hey [Name],

Appreciate you being straight with me that this isn't the right fit right now.

If things change or your current setup stops working, just reach out.

We wish you the best with [their project/campaign/whatever].

[Your Name]

Then:

• Add to CRM as "Not Now"

• Set reminder for 3-month follow-up

• Add to monthly newsletter list

SALES SCRIPT VARIABLES

Dynamic Variables to Customize

By ICP:

SaaS Companies:

• Focus: Testing, iteration, campaign volume

• Pain: Slow agencies, expensive per-video costs

• Offer positioning: A/B testing packs, volume efficiency

Creators:

• Focus: Consistency, platform-native formats, volume

• Pain: Time spent editing vs creating

• Offer positioning: Free up creation time, multi-platform optimization

Agencies:

• Focus: White-label quality, overflow capacity, client SLA

• Pain: Capacity constraints, inconsistent freelancers

• Offer positioning: Extension of their team, client-facing quality

Performance Marketers:

• Focus: Testing velocity, cost per creative, performance

• Pain: Slow iteration, can't test enough angles

• Offer positioning: Testing ammunition, speed to insight

SMBs:

• Focus: Simple, effective, affordable

• Pain: Video feels complicated and expensive

• Offer positioning: Easy process, clear pricing, quick wins

By Budget Range:

Under $500/month:

• Position: Starter packages, one-off batches

• Offer: Payment plans, small batch test

• Close: Low-risk entry point

$500-$1,200/month:

• Position: Growth packages, monthly subscriptions

• Offer: Volume bonuses, prepay discounts

• Close: Economic efficiency vs one-offs

$1,200-$2,000/month:

• Position: Scale packages, dedicated support

• Offer: Premium features, priority turnaround

• Close: Premium service justification

$2,000+/month:

• Position: Enterprise partnership, dedicated resources

• Offer: Custom solutions, strategic support

• Close: Long-term partnership framing

By Urgency Level:

Urgent (Need this week):

• Offer: Rush turnaround (premium pricing)

• Timeline: Immediate start, compressed delivery

• Close: "We can start tomorrow if you confirm today"

Soon (Within 2 weeks):

• Offer: Standard packages with slight priority

• Timeline: Normal onboarding, standard delivery

• Close: "Lock it in now to hit your timeline"

Exploring (Just looking):

• Offer: Lower-commitment options, free trial

• Timeline: Flexible start

• Close: "Start when ready, but guarantee applies to first video only"

TONALITY GUIDE

Overall Voice

What Leafcut Sounds Like:

• Calm and confident (not excited or salesy)

• Direct and clear (not flowery or corporate)

• Helpful but not desperate (advisor, not beggar)

• Professional but casual (respect, not stiffness)

What Leafcut Does NOT Sound Like:

• Overly friendly ("Hey buddy! So pumped to chat!")

• Corporate jargon ("Let's leverage synergies!")

• Desperate ("Please give us a chance!")

• Aggressive ("You need to decide today!")

Specific Tonality Adjustments

When Discussing Price:

Tone: Matter-of-fact, no apology
Example: "It's $1,999 a month for 25 videos. That's $80 per video."
NOT: "It's, um, $1,999... I know that might seem like a lot, but..."

When Handling Objections:

Tone: Curious and clarifying, not defensive
Example: "Too expensive compared to what?"
NOT: "Well, you get what you pay for, and our quality is worth it because..."

When Presenting Guarantee:

Tone: Confident, not selling
Example: "If we don't nail your brief, we'll refund it. Simple as that."
NOT: "We have this amazing guarantee where we'll totally refund everything if..."

When Closing:

Tone: Assumptive, not pushy
Example: "I'll send the invoice today. Soon as you pay, we'll start."
NOT: "So, um, would you maybe want to move forward, or...?"

Pace & Rhythm

Pacing Rules:

• Slow down when discussing price (lets it sink in)

• Speed up when recapping their pain (builds urgency)

• Pause after questions (let them think)

• Never rush the close (confidence, not pressure)

Strategic Silence:

• After asking budget question → Wait 5 seconds

• After presenting price → Wait 8 seconds

• After asking for the close → Wait 10 seconds

• Whoever speaks first after these questions loses leverage

KEY QUESTIONS MASTER LIST

Pre-Qualification Questions (Booking Form)

1. What type of videos do you need?

2. How many videos per month?

3. What's your typical turnaround expectation?

4. What's your monthly budget?

5. What's your biggest frustration with video production?

6. When are you looking to get started?

Discovery Questions (Sales Call)

7. Are you creating video content right now, or is this new?

8. Who's handling that currently?

9. Why video, why now?

10. How often are you posting?

11. What's the breakdown of video types you need?

12. What's your real turnaround deadline?

13. Is your budget flexible if we show more value?

14. Is this your call to make, or are others involved?

15. If others are involved, what do they care about?

16. What's the timeline to get everyone aligned?

Problem Clarification Questions

17. What's been your biggest frustration with video production?

18. What's not working about your current setup?

19. When [pain point] happens, what's the consequence?

20. If nothing changes for 6 months, what does that cost you?

21. How much time do you waste per week on this?

Solution Validation Questions

22. Does that match what you're looking for?

23. Make sense so far?

24. Questions on that?

25. Clear?

26. Which range makes sense for you?

Objection Clarification Questions

27. Too expensive compared to what?

28. What specifically do you need to think about?

29. Who specifically needs to weigh in?

30. What made you take this call if you're already set up?

31. Does that make sense, or am I off?

Closing Questions

32. Sound good?

33. Fair?

34. Does this make sense for you, or are we not the right fit?

35. Are you ready to move forward today?

36. Am I missing anything, or should I send the invoice?

FRAMEWORK REFERENCES & WHY THEY WORK

The Qualification Framework

Core Principle:

"The goal of sales is not to convince people who don't want what you sell. It's to find people who already want it and remove obstacles to buying. Pre-qualification filters out non-buyers so you only spend time with high-intent prospects."

Application: Pre-call booking form + discovery questions filter for:

• Budget fit (can they afford it?)

• Volume fit (do they need enough to justify our minimums?)

• Timeline fit (are they ready to buy now?)

• Authority fit (can they actually decide?)

Result: Sales calls with qualified leads convert at 40-50% vs 10-15% with unqualified leads.

The Pain Amplification Framework

Core Principle:

"People don't buy solutions—they buy relief from pain. The more acute the pain, the more valuable the solution. Your job is to make them feel the current pain intensely enough that your solution feels like obvious relief."

Application: Problem clarification questions force prospects to articulate:

• Specific pain (not abstract frustration)

• Consequences of pain (what it costs them)

• Cost of inaction (what happens if nothing changes)

Result: When prospects feel the pain acutely, price becomes secondary to relief.

The Contrast Frame

Core Principle:

"Value is relative. A $2,000 offer seems expensive in isolation, but cheap when compared to a $5,000 alternative or the cost of the problem it solves. Control the comparison, control the perceived value."

Application: Throughout the script, we create contrast:

• "Agencies charge $2-5k per video... We charge $150-600"

• "Your current setup costs you 5 hours/week... That's 20 hours/month = $X opportunity cost"

• "Single video: $199... 4-video pack: $549 ($137/video)"

Result: Our pricing feels reasonable because we've anchored against expensive alternatives.

The Assumed Sale

Core Principle:

"When you assume the sale and start discussing logistics ('When we start...'), the prospect's brain shifts from 'Should I buy?' to 'How will this work?' This subtle reframe closes deals because you've moved past the decision point."

Application:

• "Here's what makes sense..." (not "Would you like to...")

• "I'll send the invoice today..." (not "Should I send the invoice?")

• "Timeline: You submit brief, we deliver by Friday..." (assumes they're buying)

Result: Prospects follow your lead into logistics because you've framed it as inevitable.

The Binary Close

Core Principle:

"Open-ended questions create analysis paralysis. Binary questions force decision. 'Does this make sense for you, or are we not the right fit?' eliminates 'maybe' and drives to yes or no."

Application: Alternative close uses binary framing when assumptive doesn't work.

Result: Prospects either commit or disqualify themselves—no wasted follow-up on fence-sitters.

The Risk Reversal

Core Principle:

"Buyers fear loss more than they value gain. Remove the risk of loss (money-back guarantee) and the psychological barrier to purchase collapses. You're no longer asking them to risk money—you're asking them to risk nothing."

Application: Money-back guarantee on first video positions purchase as risk-free test.

Result: Conversion increases 20-30% because "try it risk-free" removes final objection.

The Decoy Effect

Core Principle:

"Introduce an obviously inferior option (decoy) to make your target option appear more attractive. Pricing isn't absolute—it's relative to alternatives presented."

Application:

• Single video at poor value = decoy

• 4-video batch at better value = target

• 10-video bundle at best value = aspirational anchor

Result: 70-80% choose target option because it's positioned as the "smart choice."

The Clarification Close

Core Principle:

"Objections are rarely what they seem. 'I need to think about it' isn't about thinking—it's about an unresolved concern. Clarify the real objection, address it directly, and the deal closes."

Application: When prospect objects, ask "What specifically?" to uncover real concern.

Result: You solve the actual problem instead of shadowboxing with fake objections.

FINAL IMPLEMENTATION NOTES

Training Requirements

Before any sales rep uses this script:

1. Complete 5 mock calls (recorded and reviewed)

2. Shadow 3 live calls with experienced rep

3. Deliver script with correct tonality (calm, confident, clear)

4. Demonstrate objection handling for all 5 common objections

5. Pass pricing quiz (can present all packages accurately)

Success Metrics to Track

Per Rep:

• Calls booked from booking form (target: 60%+ of qualified submissions)

• Show rate for booked calls (target: 80%+)

• Call-to-close rate (target: 35-45%)

• Average deal size (target: $899-1,999 first order)

• Objection-to-close rate (target: 30-40%)

By Offer Type:

• Guarantee acceptance rate

• Upsell attach rate

• Downsell save rate

• Subscription vs one-off split

Continuous Improvement

Weekly:

• Review recorded calls for script adherence

• Identify common new objections

• Update script based on patterns

Monthly:

• Analyze conversion rates by ICP

• A/B test offer positioning

• Refine pricing based on close rates

Quarterly:

• Full script review and update

• Competitive positioning refresh

• Sales training refresh

The goal of this system is to make sales predictable, scalable, and profitable—not dependent on "natural talent" or charisma. Follow the framework, ask the questions, present the offers, and close with confidence.