Ahead of the Ask:

Most small businesses run on referrals because referrals are easy to close.

The trust is already built. The prospect already knows what you do, how you help, and what kind of results you deliver.

But the moment you start selling to people outside of your referral network, everything changes.

Now, you’re dealing with Problem-Aware Buyers.

They know they have a problem, but they don’t know the solution.

And if you don’t have the right assets in place before you ask for the sale, you’ll hear:

❌ “Let me think about it.”
❌ “Do you have case studies I can check out?”
❌ “I just need to do a bit more research first.”

This is why most businesses struggle to scale.

They think getting more leads will solve the problem, but it won’t.

What actually moves the needle?

Being Ahead of the Ask.

Ahead of their most common questions.
Ahead of their biggest objections.
Ahead of their Google searches and social media deep dives.
Ahead of their request for references.
Ahead of their hesitation before taking the next step.

Google says it takes 7 hours of face time, 11 touchpoints, and 4 separate channels to convince a buyer.

And a B2B buyer is already 57% of the way to a decision before they even reach out.

If you don’t control that journey, you lose the deal before you ever get a chance to sell.

When you get Ahead of the Ask, every objection is already handled.
Every hesitation is already addressed.
By the time they book a call, the decision is almost made.

This is how you stop chasing and start closing at 30% or higher.

-Kara

PS The businesses that scale fastest are the ones who build trust before they ever make the offer. If you want to install this system and start booking one appointment per day with Problem-Aware Buyers, we have 5 spots left in this Cash Architects intake. Reply “Cash Architect” and I’ll send you the details.