Everyone tells you to put a booking calendar at the end of your funnel. What if that's exactly where you're losing half your leads? For businesses that rely on a sales team to close high-ticket offers, generating the lead is not the end of the process. The handoff is where businesses lose or win the opportunity.
Thomas Mcnaught is back to break down a client case study that flips conventional wisdom. Most of their spend goes to Meta lead forms, the format everyone calls low quality. Yet show rates jumped roughly 20% once setters started calling every lead. Plus, they're turning six-figure ad spend into seven-figure monthly revenue at roughly a 7X MER.
We discuss the impact of speed to lead on conversion rates, why we let Meta run through the weekend, and the capacity problem that comes with scaling this well. If you fix the human part of your funnel, running winning ads gets easier.
In This Episode:
- How Meta lead forms work for high-ticket lead generation
- Choosing between setter phone calls and calendar bookings
- The difference between MQLs and SQLs in a sales-assisted business
- Why the call booking calendar at the end of your funnel can kill show rate
- How speed to lead affects conversion rates
- The best times to schedule Meta and Google ads
- How to manage sales team capacity and double-booked calls
Mentioned in the Episode:
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Creative Diversification Playbook: https://perpetualtraffic.com/wp-content/uploads/2025/10/Creative-Diversification-Playbook-Practitioner-Guidance.pdf
Tier 11’s Data Suite: https://www.tiereleven.com/what-we-do/data-suite
Previous Episodes with Thomas Mcnaught:
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Mentioned in this episode: