Have you been struggling to convert discovery calls into high-paying clients? Follow these 3 steps to crush your next discovery call with your dream client.
1). Listen more than you speak
This allows you to fully understand your dream customers’ pains. Let them rant and take A LOT of notes. I can’t stress the notes part enough.
Even if this person isn’t ready to work with you, you just got yourself a ton of market research. This is a massive win! Use this market research to your advantage and create content that answers their questions.
Listen to exactly how your dream customer talks about their pains so you can use that language in your sales copy/content. You want your dream customer to land on your page and say, “yup! That’s what I’m struggling with. She understands me.” Make them feel seen and heard.
2). Summarize the result you’re going to give them and get them to say yes BEFORE talking about your solution.
If they keep saying, “I want to lose this mom pooch, it’s driving me crazy and I can’t get rid of it!” and you are a weight loss coach for new moms who specializes in getting rid of their mom pooch, say “so what I’m hearing is that you are dying to lose that mom pooch, it’s making you feel insecure, etc.”
Get them to say YES to that, then talk about how your program gets rid of that pesky mom pooch. Sell the transformation!
Women especially buy off of emotion. They want to know the end result. They want to be sold on the transformation and what their life would look like if they worked with you.
3). Repeat their words back to them when offering your solution
When you talk about your program, talk about the solution the same way they talked about their problem.
This is why listening is so important.
Back to the mom pooch example, if you hear her saying how insecure it’s making her feel, how she feels helpless and doesn’t know where to start, talk about how your program teaches women who feel as helpless start and feel confident again.
Remember – sales is simply a conversation with someone who is struggling and needs a solution. YOU have the solution. There’s no pressure, the conversation is approached with integrity, and you provide value, value, value.
You got this! Don’t overcomplicate it. If the opportunity feels aligned, then suggest how you can help them in their own language.