Pragmatic Tech · Training 4 of 4

Working the Board

Your HubSpot daily rhythm — where every call, text, and follow-up lives.

The board is your day

Open HubSpot → Sales → Deals. Every prospect is a card; every card sits in a column:

Column	Means
To call	Not contacted yet — your fuel
Pitched	You spoke to a human and delivered the pitch
Demo sent	They said yes to the text — demo link delivered
Follow-up	Waiting on them; a task exists with a date
Meeting	A sit-down or call is booked
Signed 🎉 / Not interested / Bad fit	Done — for now, or forever

Before every call: 60 seconds

Open the company card
Click the Google Maps URL — their listing opens
Grab: review count, rating, and one detail from a recent review or photo

"I was just looking at your page — 545 reviews, 4.9 stars, and someone raved about their kid's first haircut. That's exactly why I'm calling…"

Log every single touch

On the company or deal → Log activity → Call (or Note for walk-ins/texts)
One line is enough: "Spoke to owner Maria, interested, wants to see nails demo"
It's timestamped forever — six weeks from now you'll know exactly where you left off

The rule: if it isn't logged, it didn't happen. Untracked calls = double-calling people = looking unprofessional.

Demo sent? Two clicks, always

Text the demo (the Demo To Text link is on the company card) and log it
Create task → "Follow up [name]" → due in 2 days

HubSpot will remind you. This is how nothing ever falls through the cracks — the follow-up is the sale; the first call just plants it.

The daily rhythm

Tasks first — clear today's follow-ups before any new calls
Then 5 new calls. Five a day beats twenty-five once
Best windows: Tue–Thu, mid-morning or 2–4 PM
Never Saturdays (their rush); many shops are closed Mondays

"No" comes in two flavors

Not interested

= not right now. Stays in the system; we may re-approach in a few months with something new. Most "no"s are this.

Bad fit

= never. Closing the business, hostile, or genuinely doesn't need us. Use sparingly.

Leave every "no" warm: "No problem at all — I'll leave you my number. If the website thing ever comes up, text me."

When something goes right

Deal → Signed
→ Training 3 takes over

Move the card, run the three-link close, text Mauricio same day. And when the site goes live — ask them, in person if you can: "Know anyone else who needs this?" Referrals between neighboring shops are our best channel.