Secrets to a Perfect Discovery Call

Hey Champs,

If I say "The discovery call is not to close the client."

Will you agree with me?

Well, the purpose of it is to decide whether this client is a good fit for you and your lifestyle.

Just keep that in mind.

Here are my step-by-step secrets to land clients on the discovery call.

Step 1: Become a Stalker

Research your prospect on every social media platform.

Learn everything about them before hoping on a discovery call.

Read their About section. Find a commonality.

Check their stories and find out what they are struggling with.

Step 2: ?Create your call outline/Map

Before the call actually happens, create an outline,

write what questions to ask, and what you want to present during the call.?

Step 3: Rapport Building

Once you hop on a discovery call.

Don’t start to blah blah directly and start pitching your offers to clients.

But you have to build a rapport first.

Do some chit-chat and break the ice before you move on to present your deck to them.

Tell them about yourself. Know about them.

Step 4: Share your Agenda

Once the ice is broken and you have started to present your deck.

Start with the agenda so that they know what’s coming their way through this call beforehand.

And then tell them how at the end we’ll decide if we are a good fit or not.

Then we will end the call with our next steps.

This way they’ll feel at ease that they don’t have to do anything and that they are just a participant.

And you’ll seem like an expert to them. :)

Btw if you do Discovery calls, do you set the agenda?

Step 5: Ask questions and Listen to them?

After sharing the agenda, ask questions like:

? What their goals are and what they are passionate about, etc.

? why they started this business?

? what are their struggles during the business they faced.

? why they feel now to have say a personal brand strategist for them.

? Why do they feel this is the right time?

? what results they wanna see 6 months after in their say personal brand.

? How would you feel if your personal brand is completely managed and grown by a social media manager without you doing almost anything?

All you have to do is actively listen to them and write down their responses.

Learn about their pain points.

Before you paint the picture for them, let them do this by asking questions.

So, that you can come and support their dream from point A to point B.

Step 6: Solve their pain points now

Once you know the clear picture,

the next thing is you have to provide the solution to their points and

let them know what we are going to do step by step.

When you tell them that this is how I am gonna help you step by step,

this will give them more confidence in you as an expert.

Step 7: Talk about $$$

Yep, talk about the pricing on the call.

And this is the step where you’ll get the objections from your prospects.

I suggest this because before hopping on to sending proposals and stuff

it is important to gauge if the prospect can afford your prices or not.?

Tip:? If someone objects on your prices, don’t lower them. You can do some add on. But don’t lower your prices.

Step 8: Close on Call

This part is little scary but if you have done all the above steps correctly.

You can write the question:

Does this sound like the solution you’ve been looking for?

And then just shut up and wait.

And then there may be two situations.

1. A complete “YES”. Congrats, you have closed the deal. ??
2. There might be some objections. You have to work a little more now. And this leads to our last step.

Step 9: Handling Objections

Objection handling on the discovery call is a skill

and you’ll be able to learn it with time and experience.

But for now, If your client says:

“Well, I’ll look into it or Huh, I have to think about it”.?

Then I’d recommend asking them,

“What can make this an absolute yes for you today?”

Again, just be silent and listen to them.

There might be some objections from their side and once you resolve them.

Don’t say I am gonna send you the contract and invoice right now.

Schedule another “Follow-up Meeting” with them first and say that, I will send you the contract and invoice after our call ends.

And let’s have a follow-up call on this particular day (Mention the exact date and time according to their and your availability).

This is to solidify the conversion.?

So, what of these steps is going to be new for you? Let me know in the comments below!

Aqsa Chaudhary Signing off!