Why People Book Calls But Don't Buy

23 Oct 2026 · 1 min

Watch on YouTube

1:00

In this short YouTube segment, Paul Fernandez, founder of The Growth Guys, explains why many prospects schedule discovery calls but fail to become paying customers. The core problem identified is a lack of decisive action from the prospect. Paul currently demonstrates his value live during the call, but the interlocutor suggests a more effective approach: sending a brief, highly personalized pre‑call video (e.g., via Loom) that showcases research, identifies the prospect’s archetype, and outlines what will happen on the call. This “indoctrination sequence” aims to pre‑prepare the prospect, increase commitment, and reduce friction during the live conversation, ultimately improving conversion rates.

It was pretty much along those lines. It was like, hell yeah, I absolutely need this. I'm Paul Fernandez and I'm the owner of The Growth Guys. I help founders build their Founder Voice operating system, which helps you gain more traction through ads.
So what's falling through the gaps with all of the other clients who aren't getting it then?
It's just getting them to take action.
Do you ever share like a personal short video once they've sent that application in for the call? Do you actually get onto like Loom or something or record a personal video where you've done your research for that individual and really broken it down personally for them?
Well, at the moment I'm doing that live with them on a call.
I think you should do it before that so that when they get on the call, they're already pre-prepped. It's like that indoctrination sequence of like, hey, look, we've already spotted that you've got this archetype and this archetype. Kind of, if you agree with that, then here's what's gonna happen on the call so that you don't even have to worry about that conversation. It's just that you're already into it by the time they get on the call.
Touching on something quite real there actually, because my outreach to her was a 30-second video. It was pretty much along those lines. It was like, hell yeah, I absolutely need this. So there you go.
You did it, right? Do that with everybody. Yeah, makes sense.