Whether you call them discovery or consultation calls… they can be tricky.
It’s super exhilarating when someone books a call with you.
If you’re like me, your first thought is “Woohoo!”
But that excitement can quickly be squashed with feelings of hesitation and doubt around your skillset to run the discovery call.
More often than not, the call turns into a mini coaching session as you try to show how knowledgeable you are in hopes that your potential client will find so much value in what you’re saying they are opening their checkbook before you even ask for the sale.
Unfortunately most of those calls don’t turn into paying clients.
How do I know that’s how it goes?
Uhhhh, because that’s exactly how I used to run my discovery calls.
How often did I sign the client, you ask?
I’m sad to say that it was only about 25% of the time, <insert hanging head here>
The good news is that I turned it around and in the last 2 years I’ve signed about 90% of the discovery calls that I’ve had.
Want to know my secret?
It’s a 7-step process on how to lead 1-on-1 discovery call that results in the client saying “YES” and I’m sharing it with you on this week’s episode of The Wellness Business Podcast.
In this episode you’ll learn key strategies to use during your calls including:
- What to talk about during this important call
- What to focus on at the end of the call (and what to avoid)
- How to easily gauge their commitment level, and readiness to work with you
- Whether or not to offer payment options
- How to practice if you haven’t had any clients yet
- And the most important of all… how to ask for the sale with confidence
This 7-step process isn’t about some magical wand or incantation that ends in you saying the word, “abracadabra”.
Rather it’s a system that can be implemented into any style of coaching business that teaches you to run your call in a way that defines your caller’s biggest problems and spotlights exactly how you’re programs and services will help them get the transformation they’re looking for.
We’ve also put together a guide that will keep you on track during your next discovery conversation called, The 7-Step Sales Conversation Worksheet.
Ready to dive in?