Why Your Closers Are Losing Ready-to-Buy Prospects

Hey Agency World fam 👋

Your setters are crushing it, calendars are packed, but your closers are sitting on calls with prospects who've gone from "when do we start?" to "let me think about it" in 24-48 hours.

Here's the brutal truth: You're bleeding money in the handoff between setters and closers. Not because your offer sucks or your closers can't close. You're losing deals in those critical hours between "yes, I'll take the call" and actually getting on the phone.

That Critical Handoff Moment

Prospect gets off the call with your setter excited, says yes to the meeting. Then... crickets.

Maybe they get a generic calendar invite. Maybe nothing until 30 minutes before the call.

In that dead space, excitement fades (half-life of about 4 hours), doubt creeps in, and life happens. By the time they hop on that closer call, they're not the same person who said yes.

The 3-Touch Sequence That Changes Everything

Touch 1: Immediate Confirmation (Within 5 minutes) "Just locked in your strategy session for Thursday at 2pm. Based on what you shared with [setter's name], I'm already thinking about 2-3 specific approaches that could work for your situation."

Touch 2: Value-Add Check-in (24 hours before) "Quick thought before we chat tomorrow - remembered you mentioned struggling with [specific issue]. Just wrapped up something similar with another client, and there's one thing that made all the difference..."

Touch 3: Momentum Builder (2 hours before) "Looking forward to our call in 2 hours. I've got some ideas mapped out based on your [specific situation]. This should be good."