---
title: "The seesaw technique"
description: "How an appointment setter opens a call on a scorecard lead."
canonical: https://tomsharman.com/bookshelf/scorecard-marketing/the-seesaw-technique/
updated: 2026-11-03
---

# The seesaw technique

> How an appointment setter opens a call on a scorecard lead.

Daniel Priestley and Glen Carlson's framework, from Scorecard Marketing, pp. 47 to 128.

Framework 6 of 7 from [Scorecard Marketing](https://tomsharman.com/bookshelf/scorecard-marketing/index.md) by Daniel Priestley and Glen Carlson. Category: Lead generation.

## The steps

1. **Name the overall score.** Open by referring to the score they got and that you saw it.
2. **Praise the best category.** Give positive vibes for what they do well.
3. **Name the weakest category.** Show the area with the biggest room to improve and check it is fair.
4. **Offer a next step.** Send a book or a workshop pass aimed at the weak area and take their details.

## Where it comes from

From chapter: PART TWO SETTING UP A SCORECARD, pp. 47–128

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/the-seesaw-technique.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/the-seesaw-technique-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/the-seesaw-technique.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/scorecard-marketing/the-seesaw-technique-dark.png