Title Advisory Incubator™ | Complimentary | Bottom-of-Funnel Mastery ✅

2. Module Overview: Bottom-of-Funnel Conversion At this stage, discovery is complete and the Scope of Work (SoW) has been sent. The client has either received or requested an Engagement Letter. You’re now in the final stretch of the sales cycle — the moment where most deals are either won or lost. Your primary objective here is to push the deal across the finish line. That requires a shift: ● Away from explaining or convincing ● Toward anchoring on results, handling mechanism questions smartly, and creating momentum to signature. Think of this as the “8th inning” of the sales process. If you keep playing tennis with the client (back-and-forth on small details), you risk dragging out the close until it dies. But if you lock on results, use strong CTAs, and maintain control, you can carry them into signature. 2.1. Handling Mechanism-Based Objections Without Losing Control Late-stage prospects will almost always try to pull you into “MechanismVille.” They’ll ask: ● “How many mailboxes?” ● “How many leads per rep?” ● “How many personalized LinkedIn messages?” ● “What about deliverability?” 2.2. Handling Mechanism at the 8th Inning By the time you’re in the late stage (SoW drafted, Engagement Letter pending), prospects usually circle back with mechanism-heavy questions. They’ve already heard your answers, but now they’re: ● Trying to compare you to cheaper vendors, ● Trying to commoditize you into a “lead gen” bucket, or ● Just looking for a last shot of reassurance before committing. This is where nuance matters. The right response depends on the anchor you’ve established, the market you’re dealing with, and the maturity of the client’s sales model. © Advisory Incubator, Inc. – All rights reserved. No part of this document may be copied, shared, reproduced, or sold without the express written consent of Advisory Incubator, Inc.. Any unauthorized use, duplication, or distribution will be subject to legal action. This material is provided under a limited End User License for educational and informational purposes only. It may not be used for any commercial purpose outside of your direct participation in Advisory Incubator, Inc. programs.