I booked 119 calls in a single month · DM Sales For Service Providers

Jason Fox

Dec '25 • DMs

I booked 119 calls in a single month

Which resulted in $120k in sales, but it was a massive mistake

Once we fixed it we hit the same sales numbers with a quarter of the call volume and triple the profit

If you great lead flow this will help

If you have average lead flow this will also help (but in a different way)

I was in the great lead flow camp, which means in this particular month my sales process should have changed

We were running a 2-step close process. Step 1 was a triage/discovery call, then if qualified we'd book a longer sales call.

We were booking 8-12 triage calls a day, resulting in 4-6 sales calls and eventually 1-3 sales a day, for a whole month... even Saturdays

We got far to caught up in the numbers in Stripe, instead of focusing on how inefficient, ineffective and unprofitable this process was

We'd waste several hours a day on calls with complete time wasters, and what was worse we'd sometimes enroll those time wasters to.

If you are camp "lack of lead flow" then I always suggest utilizing a 2-step call process, this will ease the pressure of booking "sales calls" and it'll get your feet wet with booking calls.

It allows you to book more calls, even if the leads aren't qualified. Then on the triage you can qualify/disqualify quickly

However, if you're in camp "good lead flow" then you should do what we do now

Triage is still necessary, there's only so much info you can get in a DM chat. So now we focus only on booking sales calls, but we add in a pre-booking triage or a post-booking triage

If the prospect is a little more difficult, we don't add more friction by trying to triage pre-booking, we get the call booked and then triage. We then either cancel the call and give them other options, or we use the info they gave us to start the sales call on the right foot.

If the prospect is a little easier we add tactical friction and triage before booking the call, this slows the booking process down, but it ensures we're not booking with time wasters, and if they are already 'mostly sold' this gets them completely sold, and we have all the info we need.

If we did the DM triage process in a crazy lead flow month like this one, we would likely have had 25-30 calls, 15-20 higher ticket sales 5-10 medium ticket sales, and a lot higher quality clients

So less clients, more cash collected, less calls and higher quality clients... oh and much more profit because there's less need for 2 setters and 1 or more closers

To wrap it up, I believe to maximize efficiency in a sales process you should follow these rules:

High lead flow = DM Triage

Low Lead flow = 2-Call Close

Simple, efficient and profitable...

0 comments