The agencies that get the most out of this program are not necessarily the ones with the best prospects. They are the ones who prepare the best. Here is what the best performers do differently.
Before the Call
Fill out the intake form with as much specific detail as possible. The more our team knows about your prospect's industry, their main concern, and what has already been discussed, the better the demo will be. A vague intake form leads to a generic demo.
If you have a recording of a previous conversation with this prospect, share the link. Our team will watch it before the call and come prepared with specific language and examples tailored to that person.
Tell your prospect the day before to have their top 2-3 questions ready. Prospects who come prepared close faster because the call becomes a Q&A; they are already invested in, not a demo they sit through passively.
Confirm the deal size and your pricing with the prospect before the call. A prospect who does not know what they are about to commit to cannot make a decision on the call.
During the Call
Let the prospect talk first. Before our team demos anything, ask your prospect: 'What is the number one thing you are hoping to get clarity on today?' This focuses the entire call on what they care about most.
Do not interrupt the demo. When our Solutions Engineer is walking the prospect through the software, stay quiet and let them work. Your job during that phase is to be present and supportive — not to add commentary.
Watch for buying signals. When the prospect starts asking questions like 'can it do this for my specific situation?' or 'how long would it take to set this up?' — they are visualizing themselves using it. That is your cue to start moving toward the close.
Stay on time. Our team will flag you if the call is running long. When you get that signal, start steering the conversation toward a decision. Calls that go over 45 minutes without a close rarely close on a follow-up call.
After the Demo — How to Close
Once our Solutions Engineer has addressed the technical questions and completed the demo, the floor is yours. Here is a simple approach that works well:
Summarize what you heard from the prospect — 'So what I am hearing is you need X and Y — and we just showed you how the platform handles both of those. Does that feel right?'
Ask for the decision directly — 'Based on what you have seen today, does this feel like the right fit for your business?'
Handle any remaining hesitation — if they need to think about it, ask specifically what would make them more confident. Our team can address any remaining technical concerns right then.
Confirm the next step — whether that is signing up today, scheduling a follow-up, or something else- always leave the call with a clearly agreed next step.
What to Do When the Prospect Goes Off Topic
Sometimes a prospect will go down a rabbit hole that is not relevant to the close — asking about features they may never use, comparing to software you have never heard of, or getting into the weeds on technical details that do not affect their decision. Here is what to do:
Let our Solutions Engineer answer briefly and then redirect — 'That is a great point. For where you are right now, the most relevant thing we want to make sure you are clear on is...'
Use the intake form as your anchor — if the call drifts, come back to the main concern the prospect mentioned originally. That is what brought them to this call.
It is okay to say 'let us park that for the follow-up' — not every question needs to be answered on the call. Focus on what moves them toward a decision.
After the Call — Follow Up Fast
Follow up with your prospect within 24 hours of the call — while the demo is still fresh in their mind. The longer you wait, the more doubt creeps in.
In your follow-up, reference something specific from the call — 'I know you mentioned [specific concern] — I wanted to send you [specific resource or example] that addresses exactly that.'
If the deal did not close on the call, self-report in Slack within 7 days. If the prospect is still considering, select Extend. Do not let the window expire without reporting.