If hopping on a discovery call scares the crap out of you, you’re not alone.
One of the biggest issues many coaches face is the dreaded discovery call (or clarity call, sales call – whatever you want to call them). Why? Because chances are, every call you’ve ever had has resulted in either a low-paying client or no client at all.
The good news? Discovery calls that actually convert are not only possible – they’re easy, and today I’m going to share 3 tips to turn discovery calls into paying clients every time.
Sound good? Let’s go.
Tip #1 – Get the right people on the call
I can’t tell you how many times people come to me and tell me that their call didn’t result in a paying client because the person on the phone with them was not actually who they can help.
This is usually because of poor marketing and of not weeding out the non-ideal clients.
The first thing you want to do is create an application form that people have to fill out before they can book a call with you. Having this form eliminates those hunting for a free coaching session. A few questions to consider asking:
– Are you ready, both emotionally and financially, to invest in yourself?
– On a scale of 1-10, with 10 being incredibly important, how important is it for you to make this dream of yours a reality?
Those two questions alone are a great way to make sure the people you get on the phone with are actually people that are committed and ready to take action.
Tip #2 – Don’t be scared to get out there
So many people are afraid to put themselves out there and promote their discovery calls because they’re worried about what other people will think. Whether they’re afraid of being told they’re annoying or that they’re a spammer, they aren’t posting about their calls nearly enough.
Hiding will in no way serve you or your business. If you want to get clients, you have to do discovery calls. If you want to do discovery calls, you have to put yourself out there.
I always recommend posting about your discovery calls every other day (at minimum) in Facebook groups. When you write these posts, write them as mini sales pages – start with the pain points of your ideal client, then paint a picture of how their life will be after working with you. Finally, end with the benefits of working with you and a strong call-to-action (which is to book a discovery call).
The more you do it, the more comfortable you’ll get, so get out there and start posting.
Tip #3 – Take detailed notes
Let your potential client lead the discovery call and take notes on everything they say (you will, of course, need to ask questions, but let them do the majority of the talking). What are they struggling with, what keeps them up at night, what can they not stop worrying about?
Where do they want to be in a month? Two months? Six months? Why is NOW the right time to invest in coaching?
How is not having what they want affecting them (both financially and emotionally)?
Everything they say – take notes, and make sure to use their exact language.
At the end of the call, relay back to them what they told you (using their language). Ask them if you’ve understood them correctly. If they say no, ask them a few more questions. If they say yes, ask them if you can share a bit about your program and how it can help them.
If you’ve taken your notes properly, and the person knows that you understand them and their problems, you should have no issue getting them to say yes (and then ultimately YES to your program, too!).
Discovery calls are just one of the many things I talk about it Babes in Biz Bootcamp – an 8-week program that takes you from worrying about when the next client will come to mega financial abundance. Doors open for enrollment on August 3rd, and if you sign up to the VIP list, you’ll get discounts and bonuses that no one else will.
You can sign up for the VIP list here: http://www.cassiehoward.com/vip-list