The Saga Continues: Learning from Chiro #2 – Part 2

A Lesson in Sales Mastery

In my last post, I shared the stark differences between two chiropractic experiences, emphasizing the importance of delivering exceptional customer experiences. Today, I’m back with an update on my journey, highlighting the invaluable lessons learned from Chiro #2.

The Discovery Call: Setting the Stage for Success

Yesterday, I visited Chiro #2 for preliminary questions and x-rays, akin to a “discovery call” in the business world. What stood out was their commitment to scheduling a follow-up discussion promptly. This proactive approach ensures that clients receive the help they need when they need it most, setting the stage for a seamless transition into the next steps.

The Sales Process Unveiled

Upon my return, Chiro #2 wasted no time in diving into the heart of the matter. He revisited our previous conversation, subtly probing for any additional insights that could inform the recommended treatment plan. This clever approach empowered me to feel involved in the decision-making process while subtly guiding me towards a solution.

The Power of Why: A Personalized Approach

Using my x-rays and previous discussions as reference points, Chiro #2 painted a clear picture of why my pain was occurring and how their proposed treatment plan would address it. Visual aids, tailored to my specific condition, reinforced his explanations, instilling confidence in the proposed approach. Remarkably, cost was tactfully deferred until the end, a strategic move to maintain focus on the value of the service.

The Seamless Transition: From Presentation to Action

As the presentation concluded, Chiro #2 seamlessly transitioned to the adjustment table, allowing me to experience firsthand the expertise behind the recommendation. Only after this immersive experience did the topic of pricing surface, and by then, I was already sold. The longer-term and more involved treatment plan didn’t deter me; instead, it aligned with my newfound trust and confidence in their approach.

The Lesson Learned: Elevating Lead Quality Through Sales Mastery

This experience reaffirmed a crucial truth: the quality of leads is not solely determined by their origin. Rather, it’s the manner in which you navigate the sales process that can transform a $99 client into a long-term advocate. Chiro #2’s mastery of the sales process exemplifies how a strategic approach can turn leads into loyal customers, regardless of their initial skepticism.

Empower Your Sales Team, Elevate Your Results

So, entrepreneurs, coaches, and business owners, take heed of this tale from the chiropractic world. Empower your sales team with the tools and techniques needed to guide leads through a seamless journey. Whether you’re dealing with Groupon leads or referrals, the way you run your sales process can make all the difference in converting prospects into loyal patrons.

Ready to elevate your sales process and turn leads into loyal customers? Book a call with Mayhem Digital today and let us show you how to maximize your business’s potential.

Author

Wayne Ledoux

Wayne Ledoux is the founder of Team Mayhem, a digital marketing and systems consultancy specializing in growth for ADU and tiny home builders across the United States. With more than 15 years of experience in digital marketing, Wayne has helped construction and development businesses move from referral-dependent operations to predictable, scalable client acquisition systems.

Wayne’s work sits at the intersection of performance marketing, sales systems, and operational leverage. His team designs and manages end-to-end growth infrastructure including paid media, lead qualification, CRM automation, sales process optimization, and AI-powered tools tailored specifically to the ADU and residential construction markets.

Under Wayne’s leadership, Team Mayhem has delivered measurable outcomes for builders, including clients generating $500,000 in revenue within 24 hours, $1.7 million in 30 days, $3.5 million in 90 days, and multiple builders closing five or more ADU or tiny home projects in a single month. These results are driven not by volume tactics, but by systems that align marketing, sales, and follow-up into a single, repeatable machine.

Wayne is also the creator of Up to Code: The Complete AI Home Customizer, an AI-driven platform designed to help homeowners and builders visualize, customize, and scope ADU projects more effectively, bridging the gap between early interest and qualified demand.

Known for his direct, no-fluff approach, Wayne focuses on helping builders think beyond short-term lead generation and instead build durable pipelines that support long-term growth, team stability, and personal freedom. His perspective is shaped by a background in military service, formal marketing education, and years of hands-on experience building and scaling service-based businesses.

Wayne regularly shares insights on digital marketing, systems thinking, and the future of housing, and is a sought-after advisor for builders looking to scale with clarity rather than chaos.