The Sales Framework That Engages, Qualifies and Books Appointments

In this video, I walk through the exact framework our sales agent uses for every interaction with incoming or old leads. This 5-step process—discovery, follow-up, qualification, value-add, and invitation—is responsible for generating 60% more appointments.

Step 1: Discovery Question

We start with a discovery question that elicits a response opportunity. For example, with a solar client: "Hey Bob, hope you're well. I've got a note that you reached out about solar options a little while back. Are you still interested in solar batteries and rebates? The government's July rebate is the biggest ever and expires at the end of this year—can mean thousands off up front before factoring monthly bill savings."

This gives them a compelling reason to respond and opens the conversation.

Step 2: Value-Added Follow-Up

If they don't respond, our AI follows up exactly 48 hours after the initial message. This has been responsible for 60% of the appointments we've booked for one client alone. Without it, we would have booked half as many.

The follow-up is personalised and value-additive, creating urgency without being pushy.

Step 3: Qualification

This step is crucial—it gets them to tell us why they reached out in the first place. We elicit their pain points, which allows us to tie our product as a solution.

Our AI acknowledges their response, then asks: "Just so I can check your options properly, what had you most interested in solar or batteries in the first place? Was it to save on bills, for the environment, or maybe the zero interest payment plans?"

Giving them options reduces friction—they can choose rather than having to think deeply. We add minimal friction at each step while building investment.

Step 4: Value-Add

We tie the solution to their specific pain point. If they said "bills have been really rough lately," we respond: "If I could help you cut those costs with solar or a battery, would it make sense to chat a bit further about your options?"

I call this a "dumb question"—of course it would make sense. We've identified their pain point and offered a solution. The answer is almost always yes.

Step 5: Invitation

We always ask: "Do mornings or afternoons usually work best for you?" This gives the lead two simple options, reducing decision paralysis at the close.

Our AI then pulls available slots from the calendar and suggests them in natural English, making booking seamless.

Why This Framework Works

The reason this framework is so effective is that we want to elicit high-quality leads and ensure people are invested so they actually show up at the predetermined time. Every step builds engagement while keeping friction minimal.

Questions about how to apply this framework to your inbound or old lead outreach? Reach out and we'll walk through it together.

Cheers,

Alex