2 Words To Convert More Clients In Discovery Calls

When it comes to handling discovery calls, there's a trap that many practitioners fall into - no selling.

But when it comes to 'selling' nobody wants to be the pushy car sales-man, and nobody wants to be on the receiving end of it either..

In this article I'm going to share with you a simple strategy for getting more clients on your discovery calls, without any pushy sales vibes.

But first lets look at the structure of the call and how it should flow:

Intro -  A quick hello and introduction is all that's required

Quick Overview -  Ask the client what's prompted them to contact you, or to tell you more about why they booked a call. 

Empathy and Understanding - Showing empathy will make the caller feel heard and at ease and it's your chance to let them know you understand what their pain and problem is causing them to feel.

Solution - They've shared their problem, now share your solution. Which of your services do you recommend?

Why - Why do you recommend this solution? What's the value to the client?

Expectations - What can the client expect when working with you?  What will it look and feel like?

Seal the Deal - ask them if that's the level of support they're looking for

Next Steps - communicate clearly what happens next

Sounds easy right?? 😉

And in most situations this simple approach will be enough to convert without much selling at all.

But what about the 'fence sitters'? 

You will have some discovery calls that you instinctively know are not quite over the finish line and ready to buy.  They're not quite convinced that it is worth the investment, yet.

This is because the value of what they are entering into isn't quite hitting the spot.

Value Perception

The perceived value is so important, but almost always overlooked in discovery calls.

Value perception is what triggers the client into wanting to work with you.

It's the 'what's in it for them' part of the call

It's when you share the benefits of working with you to the client 

It's the price justification

It's the 'this is a no brainer' decision making catalyst for getting the outcomes they want

And it can be handled with just 2 words... 

'So that'

For example.. if you were to write down everything included in your package (assuming you have packages!), then it might look something like this 👇🏼

And if you add 'so that' to the end of each of those, you will end up with a list of benefits that might look something like this 👇🏼

The green text in the example above, highlights the value and the benefits.

Your potential client needs to know why they should work with you and what makes your services so special!

Activity:

Write down everything that is included in your packages

Add the words 'so that' to each of the lines and finish the sentence.

Use this 'benefit selling' strategy in your next call and see what happens 😎