I hope you enjoy reading this blog post. If you want my team to just do your marketing for you, click here.
I hope you enjoy reading this blog post. If you want my team to just do your marketing for you, click here.
Author: Jeremy Haynes | founder of Megalodon Marketing.
Earnings Disclaimer: You have a .1% probability of hitting million dollar months according to the US Bureau of Labor Statistics. As stated by law, we can not and do not make any guarantees about your own ability to get results or earn any money with our ideas, information, programs or strategies. We don’t know you and, besides, your results in life are up to you. We’re here to help by giving you our greatest strategies to move you forward, faster. However, nothing on this page or any of our websites or emails is a promise or guarantee of future earnings. Any financial numbers referenced here, or on any of our sites or emails, are simply estimates or projections or past results, and should not be considered exact, actual or as a promise of potential earnings – all numbers are illustrative only.
Watch the full video breakdown on this topic here.
Every day, I see businesses that do a few hundred thousand a month—sometimes even a million a month—and they’re still leaking revenue simply because they haven’t crafted a context-based follow-up system. They rely on a bland approach: a basic email sequence, a few scattered text messages, or a retargeting ad that says, “Hey, we noticed you left your cart.” But big dogs at the top 0.1%? They’re pulling levels of detail that would make your head spin. It’s in that detail that you discover the difference between an okay pipeline and a pipeline that prints money at scale.
When you can bump your show-up rate by 5%, or your close rate by 5%, or your average order value (AOV) by 5%, you unlock insane extra revenue. At the multi-seven or eight-figure level, 5% lifts can translate into hundreds of thousands, even millions, of dollars. That’s the level of seriousness we’re dealing with here.
But to make these incremental gains happen, you have to address the root cause of why your leads bail out or arrive half-baked to your sales calls. Most times, it’s simply because they didn’t receive the right follow-up at the right moment. Maybe they needed more clarity on your offer. Maybe they questioned the ROI. Maybe they were “too early” in their awareness. Without a robust, contextual approach, you’ll never systematically fix those problems.
So listen up: if you want a shot at million-dollar months—and if you want to see your sales team brag about how well-framed every lead is—this is what you’ve got to implement. This, my friend, is the cheat code to scaling.
The first critical step is understanding your entire sales cycle from A to Z. I define A as “Awareness” because that’s where a lead originates in most cases—maybe from a social media post, a paid ad, a referral, or some piece of content that piques their interest.
Z is the “Close,” or even beyond that if you want to consider upsells and recurring relationships. Between those two letters, you’ve got a series of mini-stages. We’re talking about the lead becoming curious, opting into something, seeing a series of marketing touches, booking a call, having that call, hearing a pitch, and ultimately deciding if they’ll buy this week or next year. The problem is that too many entrepreneurs lump all of these into one big black box labeled “Our Funnel.” They run some ads, people schedule calls, and the rest is left to guesswork.
Not in the top 0.1%. Those folks treat each micro-stage like a crucial checkpoint. The moment a lead moves from “just browsed an ad” to “actually gave their email and phone number,” that’s a shift in the funnel stage. The second they raise their hand for more detail or schedule a call, that’s another shift. Each shift demands a specifically tailored set of follow-up messages. The more you dial in these stages, the better you can shape your follow-up approach so it resonates with exactly where they’re at.
Let’s be real: your salespeople hate it when they have to talk to leads who are obviously in the dark. Imagine you’re a closer, fired up for big commissions and big paydays, but you get on the phone and find that the other person barely knows what your offer is. They’re asking, “Wait, who are you guys, again?” or “How does this even work?” Then they say, “Let me think about it,” or just vanish.
From your closer’s perspective, that conversation is a waste of time. The rep will say, “These leads are worthless. We’re getting junk from the funnel.” However, most of those folks are not genuinely worthless. They just arrived too soon. They hit “book call” without receiving enough content, or they hopped on the phone for a quick chat before exploring your challenge funnel, your webinar, or your DM-based ads. That’s not a worthless lead; it’s a lead who’s “under-framed.”
Big difference, right?
If you don’t handle that lead carefully, your sales team will toss them aside. But if your CRM has a slick drop-down for “Too Early,” your salespeople can mark that reason. Next, you automatically deploy a follow-up sequence that re-educates them, re-frames their mindset, and re-introduces them to your offer. A few days or weeks later, you circle back—and guess what? They’re no longer “unqualified”; they’re ready to buy. That’s how million-dollar months are born.
If you want to step into top-tier territory, you need a follow-up machine that acts like one of those rocket launch control panels—complete with dozens of toggles, switches, and color-coded signals. This might sound overkill, but trust me, the money is in the details.
When I say “follow-up machine,” I’m referring to a collection of automation sequences and manual triggers that get deployed based on the lead’s exact status or reason for not purchasing. It’s one thing to have a bland “Thank you for your call. Book again if you have questions” email. It’s quite another to have:
The difference is night and day. With the second approach, you’re not just letting them drift away; you’re pulling them back into your world with a purpose. Now, your sales team knows they have a robust safety net for leads that come in too early or have a key objection. Sales stops complaining, your lead quality effectively goes up, and your conversions see a lift.
Early-stage leads can be gold. Some of the biggest whales you’ll ever land are the folks who have a vague interest but need deeper indoctrination. Yet too many entrepreneurs do the same thing: if they aren’t ready right now, well, “Let’s move on to the next one.”
That’s a tragedy. There’s almost always a point when a so-called “unqualified” lead transforms into a serious buyer, but it only happens if you nurture them. Think about it: most of us, when we make big purchases, do some homework. We want more proof, more understanding, or more trust. If your competitor invests the time to do that nurturing while you don’t, guess who’s getting the sale?
So, your system has to incorporate a series of “educate and re-engage” steps. Maybe that means a dedicated video sequence, or a PDF “mini-course” that clarifies your entire method, or case study drip emails. The entire purpose is to keep them in your orbit until they feel confident enough to buy.
Let’s talk about the difference between an amateur team and an elite one. In the amateur scenario, a salesperson gets on a call, hears hesitation, and labels it “bad lead.” They hang up, maybe type some random notes. The lead then gets shoved into a static “unqualified” list. End of story.
An elite sales team, however, has a standard operating procedure that goes like this:
With that procedure, your sales team never abandons a lead without directing them to deeper content that can turn them into an ideal buyer. That’s precisely how large organizations maintain a constant pipeline of well-informed prospects.
When I say “dissertation reasons,” I’m talking about the exact line in the sand where your sales rep says, “The reason they didn’t buy is X.” It’s basically a short phrase that sums up their primary hesitation or confusion. This single phrase dictates which follow-up path they’ll experience.
Here’s a quick sampling of dissertation reasons I’ve seen top 0.1% businesses deploy:
By labeling the reason, you know exactly what unique content to send them. No more guesswork. No more multi-paragraph emails that try to address every possible objection in one breath. Instead, you highlight the single cause that blocked the sale and fix that.
When you fix that cause, you get sales. Simple as that. This is the brilliance of building out robust “dissertation reasons” that your CRM can track.
Now that you know the reason someone isn’t buying, you can’t just feed them a random email saying “Hey, let’s chat again in a few days.” You need actual assets, or “consumables,” that speak directly to their hesitation. I call them consumables because they’re meant to be consumed—watched, read, listened to, or interacted with—to supply the needed clarity or proof.
Here’s the thing: consumables can be short or long, text-based or video-based, or even involve real human interaction from your sales reps. You’re essentially diagnosing the gap in a lead’s understanding or confidence, then prescribing the correct type of content to remedy it. That’s the entire essence of how top earners keep their funnels extremely efficient.
Short videos (3-5 minutes) are fantastic for tackling surface-level objections. Let’s say your prospect grasped 80% of your offer and only missed that final 20%. A quick, punchy video where you say, “Hey, I get this question all the time—here’s the answer, and here’s why it matters,” can work wonders. The lead watches it, gets enlightened, and is suddenly open-minded.
Long videos (10-30+ minutes) come into play for more complex or deeply ingrained doubts. If a lead is skeptical of your entire industry or can’t see how your methodology works, you might direct them to a robust, deep-dive training. Imagine a 25-minute breakdown showing how your process has transformed actual businesses or individuals. You can present detailed case studies, walk them through your frameworks, or share a behind-the-scenes look at how you deliver results. Suddenly, that skepticism starts to melt away.
Then you can have written PDFs or blog-style resources if they prefer reading. Some folks digest written content better. Others want that interactive video experience. The key is not to assume all leads learn the same way. A top-tier approach offers multiple ways for them to get the same info, so no matter how they like to learn, you’ve got them covered.
Here’s another layer for your arsenal: Gamma docs. These are interactive documents or slides that turn your existing text, videos, and images into a more engaging presentation. Think of it like a mini digital book or deck that the lead can flip through at their own pace.
Why does this matter? Because sometimes your leads want a highlight reel of your offer. They don’t want to watch a 30-minute video or read a 10-page PDF. A Gamma doc can quickly deliver multiple slides, each dealing with a key piece of your offer, your process, or your success stories. It breaks things down visually and in bite-sized text chunks, letting them skip ahead to the parts they care about most.
Remember: the big idea is to present your valuable info in ways that drastically increase the odds they’ll consume it. If they consume it, they see how your service or product solves their pain. If they see that solution, guess what? They buy. That’s why an innovative approach—like mixing standard videos, PDF guides, and Gamma docs—can pay off in a major way.
Don’t forget that your sales team itself can be a “consumable.” When your CRM flags that a lead read your PDF but still has a question, it might be time for a direct phone call or a quick Zoom chat with a well-informed rep. In that conversation, the lead can ask real-time follow-up questions that they can’t get answered just from reading or watching.
But you want to use that phone time wisely. This is where you must ensure the lead consumed enough context before talking to a salesperson again. Otherwise, your rep is just repeating themselves. So the interplay between your marketing automation and your sales team is crucial. Once you see, “Okay, they opened the trust-building email, clicked through the case study links, and watched the short video,” then it’s prime time to invite them back to a call. They arrive well-informed, and your rep can close them faster.
One of the biggest advantages of labeling leads with specific dissertation reasons is that it allows you to laser-target your follow-up sequences. If your rep marks “Objection: ROI,” then the follow-up content must revolve around proving real-world returns. You might have a library of case studies, a breakdown of the process timeline, or statements from clients explaining the actual profit gains they witnessed.
When these sequences hit an ROI-skeptical prospect, it can completely eradicate their doubt. They see living proof of people just like them who made 2x, 5x, or 10x on their investment. Or maybe they see a behind-the-scenes walk-through of how your system systematically creates revenue. That’s so much more powerful than a generic mass email that says, “Hey, just wanted to follow up and see if you had any more questions.”
This approach applies to every typical objection: “No Budget,” “Time Commitment,” “Skeptical about the Industry,” or even “Don’t Trust the Company.” Each reason can prompt a unique follow-up sequence brimming with relevant consumables that attack the heart of that hesitancy.
Consider a high-level entrepreneur named Daniel (shout-out to my guy Daniel Faio, who nailed a million-dollar month). Picture Daniel with a VSSL—a long-form video sales letter that breaks down his entire offer. Daniel doesn’t just throw that video at every lead and call it a day. Instead, he zeroes in on which parts of his product or service are most commonly misunderstood. Then, he slices that big video into chunks or short clips.
If a lead is missing clarity on, say, the second major component of his offer, Daniel can automatically fire off a 7-minute chunk that explains exactly how that component works and why it’s the secret sauce behind the results. He might also provide a text-based summary or some slides, letting the prospect go directly to the meaty details. That’s the next level of personalization you want.
When you have this level of sophistication, you do two critical things:
Big dog companies have these toggles in the CRM that say, “Needs more clarity on Part 2 of the program.” The salesperson checks that, the system emails them the relevant content, and boom, the lead’s confusion evaporates. No confusion = more deals closed.
Now that you understand the moving parts, let’s walk through a process you can use to build this machine. Don’t just read this; take notes and get it done. It can mean the difference between your next month being average or explosive.
A lot of folks assume the money-making process ends once a lead converts. But guess what: if you’re truly aiming for million-dollar months, you should also be thinking about how your follow-up machine extends beyond the first purchase. Maybe you have an upsell or you run an advanced mastermind. You can use the same logic to identify why people don’t upgrade or aren’t ready for that next-level offer.
Your advanced follow-up machine can handle these “post-purchase” reasons just as well. A simple shift in your CRM—“Purchased Offer A” and “Not Purchasing Offer B Yet Because X”—can trigger additional content. By the time you invite them to that upsell conversation, they’ve already consumed the relevant materials. Now your second-tier offer lands with the perfect framing, leading to more expansions, repeat sales, and bigger profit margins.
This entire system—labeling leads with dissertation reasons, matching them with exactly the right educational content, and continuously refining your approach—is not optional if you truly want to play at the highest levels. I’ve personally helped 40 different companies build million-dollar months, and one consistent thread among them all is a robust follow-up machine. None of them haphazardly rely on “one-size-fits-all” post-call email blasts. Instead, they treat each lead’s doubts or confusion with precision, layering their marketing assets to move people from “maybe” to “absolutely.”
If you’re serious about scaling your revenue, it’s time to replicate what the top 0.1% do so well. Remember:
Ultimately, don’t fall into the trap of ignoring leads that don’t buy on the first pass. The people who say “no” today might say “yes” tomorrow—provided you arm them with the right follow-up assets. That’s the million-dollar difference.
Now, here’s the final push: Implement it. Don’t just read about it, nod, and carry on with the same old system. Create the custom fields in your CRM. Talk to your sales team about the top reasons for lost deals. Build out the content in short, potent videos or thorough behind-the-scenes breakdowns. Configure your automations so it all flows seamlessly. This is exactly how you transform “We could be making more” into “We just had our first million-dollar month!”
Join the ranks of the 0.1%. This is how you do it—by refusing to accept average follow-up and systematically turning early-stage or unconvinced leads into well-informed, buy-ready clients who can’t wait to hand you their credit cards.
Jeremy Haynes is the founder of Megalodon Marketing. He is considered one of the top digital marketers and has the results to back it up. Jeremy has consistently demonstrated his expertise whether it be through his content advertising “propaganda” strategies that are originated by him, as well as his funnel and direct response marketing strategies. He’s trusted by the biggest names in the industries his agency works in and by over 4,000+ paid students that learn how to become better digital marketers and agency owners through his education products.
Jeremy Haynes is the founder of Megalodon Marketing. He is considered one of the top digital marketers and has the results to back it up. Jeremy has consistently demonstrated his expertise whether it be through his content advertising “propaganda” strategies that are originated by him, as well as his funnel and direct response marketing strategies. He’s trusted by the biggest names in the industries his agency works in and by over 4,000+ paid students that learn how to become better digital marketers and agency owners through his education products.
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