--- title: 'Video -GC8CjhAfi0' source: 'https://youtube.com/watch?v=-GC8CjhAfi0' video_id: '-GC8CjhAfi0' date: 2026-07-14 duration_sec: 0 --- # Video -GC8CjhAfi0 > Source: [Video -GC8CjhAfi0](https://youtube.com/watch?v=-GC8CjhAfi0) ## Summary ## Transcript If your home page still has a book a discovery call button at the top, I want you to open a new tab and rip it off right now. I'm going to show you what I replace it with on every site I've ever built and why the rip converts a bigger chunk of the same traffic you're already paying for. All right, that's enough talking. Let me show you. Before you ask anyone to book a call or buy your service, you give them something small that solves a smaller version of the problem your full offer solves. I call it a stepping stone offer. It grabs their contact info, which is all you need from that first visit. It delivers enough value that they trust you before money changes hands and it points to a bigger connected problem that only your core service can fix. The people who grab it already know they need more. That alone should change how you approach this. Say you run an SEO agency charging 2,500 a month. Your stepping stone is a free five-point technical SEO audit sent by email within 24 hours. The visitor types in their domain and email and inside that delivery email you add one line. I ran the crawl and found three issues on your site. We fix all three in the first week for retainer clients. Want me to show you what that looks like for yours? So they opted in, got something useful and you spotted three crawl issues on their specific site. They already trust you with their domain, which means asking for the call is easy. Three rules make or break the stepping stone. First, it solves a specific sub problem your buyer already feels. Find out why your site isn't ranking works, but learn more about SEO doesn't. Second, the problem it solves has to reveal a bigger problem. The audit shows crawl errors and now the prospect realizes fixing those takes ongoing work they don't have time for. So the audit just created demand for the retainer. Third, the contact capture has to signal buying intent. Cuz if you're giving away a beginner's guide to how Google works, you're pulling in beginners, not business owners with a budget. Those three rules work together and they compound. Okay, so building on that, the same play works in cold outbound. Instead of pitching your service in the first email, pitch the stepping stone. Hey, I put together a short breakdown of the three pricing mistakes SaaS companies make when they pitch enterprise accounts. Want me to send it over? It's a PDF. You're asking for a tiny yes and people reply because there's barely anything to say no to. And when you need a list of the right people to send that email to, Scraper City lets you filter by job title, industry, company size and location so you're not wasting a great offer on the wrong audience. After they grab the stepping stone, run a three email sequence. Email one deliver exactly what you promised, no upsell. Email two, 24 to 48 hours later, point out the bigger problem and reference something specific from the audit. Email three, ask for a 20-minute call tied to one specific thing you found. I rewrote that third email six times before it started converting. This is where 90% of people fail. Operators inside Galadon Gold keep building a stepping stone that's too broad. A free marketing strategy session is still just a sales call with a friendlier name and prospects can tell. The other killer is offering something with no tie to your course service. Like a social media agency giving away a free ebook on morning routines, which just pulls in curious readers, not buyers. So, make the stepping stone a sample of the paid work. If you need leads, check out Scraper City. For cold email coaching, check out Galadon Gold. And if you want to see my favorite tools to grow your business, go to alexberman.com/tools. The next video is coming up now.