Are you making these major discovery call mistakes? PLUS a PDF

I used to hate discovery calls!

Okay - hate is a strong word.

The reason why I had such strong emotions towards discovery calls was because I felt like I was working too damn hard towards getting the sales. 

There was something about them that made me feel super uncomfortable.

Maybe it was because I used to give away the farm (This is not Fabiola Fix my life!) or the fact that I was terrified to ask for the sale or I just didn't know what the heck I was doing at the time. 

Eitherway, it wasn't my fave part about being a coach. But as a coach who sell high ticket items, discovery calls are needed for two main reasons. 

  1. You want to talk to people when you are selling a high ticket item because they need to understand the level of commitment.

  2.  You want to make sure they are a good fit for your program. The last thing you want is to work with someone who has no intention to do the work or follow through to get results. 

The truth is discovery calls are beneficial for you and the clients you work with because you want to make sure you can actually help them and that they won't turn out to be crazy pants and drain your energy.

Your job is to help those in NEED and those who want real results that thrive. The last thing you want is to work with people who are not ready. 

Ok, so you're probably wondering why should I listen to a woman who hates discovery calls?

Well, the truth is I don't hate them anymore because I've mastered the sales conversation.

Last year I decided that I was going to limit my discovery call availability to once or twice a year.

So I crafted this amazing discovery call enrollment system that I teach inside of my mastermind  Passport to Profits.

Implementing discovery call enrollment system allowed me to book 500 discovery calls with amazing women from all around the globe. I spoke with 200 of those 500 (It was too much to handle in 3 weeks) and I learned A LOT about how to conduct a successful sales call.  With each call my confidence grew, the flow of my conversations got better and I closed calls 10 times better.

 

Here are 5 costly mistakes you're probably making during your discovery calls that are not resulting in sales.

 

1) Lack of preparation.

 

The first step to a great sales call is preparation.

You have to ask questions from your potential client prior to the call in order for you to understand the following: What are their needs? What are the results they desire when they work with you?

Lastly you need to know if they are worthy of getting on the phone with you. Yep, you read that last sentence correctly.

Time is precious and you can never get it back. Why would you get on the phone with someone who says they have no money and they are slightly motivated to get results? It's a waste of time. Create a simple pre-discovery call form asking questions that will weed out the serious candidates from the time wasters. You'll thank me later.

 

2) You're not leading the conversation.

 

Make your sales call a heartfelt collaborative conversation.

It's okay to lead the way and create an experience where your potential client is guided and heard. I often hear clients tell me that they are afraid to sound sales-ly or like they are too eager so they let the client take over the call. In fact, in sales 101 you learn that you should always lead the conversation. It will help you stay on track and have a fruitful conversation. Plus it helps you avoid a possible free pick-my-brain session.

 

3) You're talking too damn much!

 

I get it. You're nervous and sometimes it may cause us to take over the conversation without even realizing it. 

Stop for a minute and just breathe.  In fact, I would take time to meditate for a few before your calls to help you get relaxed.    

Your job is to listen to them. Don't worry about you're going to say next just focus on them. The best sale calls happen when you allow the conversation to flow with well-timed and thought-provoking questions. Your prospect will just give you the insights and clarity that you may need to help provide them with the best solution for them.

 

4) You're too focused on yourself.

 

I've been there- where I was so nervous that all I could do was focus on my nervousness or whether or not my pitch was going to be on point. While it happens to the best of us, you're not to give the conversation your all. Trust in the process, trust in your ability and in your skills.

You are amazing at what you do and any client would be lucky to have you. But if you spend the bulk of the conversation freaking out instead of exuding confidence and focusing on their needs then it's going to be waste of time.

 

Prior to all of your calls you need to get centered. Take a few minutes to sit in silence. Meditate, pray or whatever you need to calm down. 

 

Write on sticky notes what are your favorite parts about coaching and why do you want to continue to serve others. That will help you forget about how you feel and focus more on how you can help the person on the other side of the phone or skype. 😃

 

5) You don't ask for the sale.

 

This is where most of us struggle. We ask the questions and get the problem and then nothing. Remember the purpose of this call is to DISCOVER if this person is a good fit to WORK with you. That means you need to ask them if they want to get the help they seek.

Never be afraid to ask for the sale. A closed mouth does not get fed.

Offer a recap of the conversation. If you were listening and taking notes they've already told you everything you need to make your sales pitch. As you recap, outline their main concerns and couple it with something you offer. Let them know that you are the one to help them execute the change that they desire in their life, business or career.

I want to help you rock your next sales call so... I'm gifting you my Successful Sales call script. You can edit it to fit your business. It includes how to overcome objections and how to ease into the sales pitch.

Drop me a note below and share with me - What are your struggles with booking clients on your discovery calls? What are some of the changes you're going to make on your next discovery call?

xx

Fabiola

Need Clients? 10 things you can do today to gain new clients

“I can’t believe she signed a new client again!” Does that sound familiar? 

Do you feel like business is slow and clients are drying up?  Don’t freak out! The last thing you want is to let fear and self-doubt to creep in.  

Panicking and freaking out only leads to inaction. 

You know… when you spend the entire day in your pajamas binge watching your fave tv show on Netflix, scrolling through other popular coaches Facebook newsfeed wondering how they get clients so effortlessly, or sitting in front of your laptop all day surfing the internet looking for “ inspiration” and calling it working. 

Can you relate?

Trust me, you are not alone. I think we’ve all been there. But in order for you to be a coach, you need actual clients. 

During the “slow” times in your business you have to stay calm and take big actions towards creating the momentum that you want in order to get booked solid. 

Want to gain momentum and book clients? Here are few things you can do to get started.

1. Do the work and get to know your ideal clients.

Most of us start our business and assume that our community really wants what we are offering. It’s your job to know exactly what they want. Do the research and find out what their struggles are, what’s keeping them up at night and what kind of solutions they are looking for. You want to create something that will feel like it was tailor-made just for them.

2. Make sure that your marketing is aligned with your goals.

Are you only posting motivational posts all over social media? Is it hard for people to understand how you can help them? Clarify your marketing message. Who are you? Who do you help? How do you help them? What results do you help them get? Update your social media platforms and copy on your site to showcase that. Also, create content that is on brand and on message. Stay focused.

3. Focus on growing your list with quality leads.

Create an automated email sequence to welcome people to your list and offer them a complimentary call with you. During that call use it to listen, help and if they are a good fit then make them an offer to work with you.

4. Follow-up with past clients.

If you learn anything from this series, please remember this: 

The money is in the follow-up. 

So many of us miss this when it comes to building our business. Following up with past clients is an easy way to stay connected but also sell an offer. Why? Because they’ve already worked with you and the trust is already there. It can be a student who bought a course and you feel like they would be a great fit for one on one work, send them an email.

  5. Share value & Teach Something.

Offer a helpful webinar or a live training. If you want to be a coach who is booked solid then you must give back to your community. You must also increase your influence and showcase your expertise. That means building credibility - like a trust factor with your ideal clients. Webinars are one of the best ways to sell your products and services. Check out my live stream here on getting clients via webinars

 

6. Create a no-brainer offer.

Before I launched my business, I wanted to make sure that I was on the right track. So I offered a no-brainer offer. I made it easy for people to say and yes buy from me. Whether you are new or seasoned, a no-brainer offer works if you need clients and want to get money. This is something that is offered once and for a limited time. In order for it to be effective, it can’t be something you offer every week to everyone. An example of that would be an hour session with you, with an action plan for $197 and it is limited to the first 10 people. (You don’t need to offer a discovery call to book this) The price is up to you but you get the idea.

 

7. Follow-up with past leads.

Booking clients for private coaching work require that you speak with people on the phone/skype. That means you get to hear whether or not they are a good fit to work with you. Are you following up with your past leads? Sometimes, people are just not ready to work with you now but maybe something has changed or you may have an offer that fits their needs. Send them a private email inviting them into this awesome cool opportunity.

8. Show social proof.

No matter what we buy we are looking for results. People love to see what your past clients have to say. We want to know that your work can help them and it’s proven. Share your client success stories as a part of your marketing

9. Tell people you have coaching spots open.

I hate it when people send one email or post one time on social media and get mad when they are not getting clients. Umm… one email? Seriously. You need to let the world know that you are open for coaching. That’s why launches are so popular because we can bring our services to others. Share stories that will grab your audience attention. It can be your story about past struggles, a client’s success story, maybe something they are struggling with. Either way, connect with them and let them know you are here to help them.

10. Lastly, challenge yourself to share your message and make an offer every day. 

The only way to get clients is to take daily action and ask for the sales. 

I hope this post inspires you to get into action and gain momentum in your coaching business. I’d love to hear from you below which one of the steps above will you implement today?

xx

Fabiola 

 
faby box image.jpeg

Hello Gorgeous! I'm Fabiola an online Business Coach and Marketing Strategist and the founder of Booked Out Marketing Camp. I love working with women entrepreneurs to help them grow their business and increase their influence & income online to create ultimate freedom. I work with total badass women entrepreneurs who want to get booked out with High End clients, sold out launches, explode their sales to multiple 5- figure months and reach the six figure mark and beyond in their business. 

f that's you then welcome to the party!
Let's create your profitable online empire!

Still struggling to book high end clients? do this...

Hey, Girl Hey!

Do you feel like no matter how many times you've tweaked your website, how often you post on social media or how many strategies you've tried that you're still not getting the level of business growth, sustainability and the freedom you really desire?

When I first started out as a coach I was told that I had to do a million things to fill up my calendar and get booked out with high-end clients.

The truth is that you just need to simplify your marketing and just do a few things to stand out and get clients.

#1 Your marketing content needs to speak to the needs of your future clients. The best way to book incredible high-end clients is to provide great content that will attract them. Your content should address their struggles, their desires and the goals that they want to achieve. Most importantly your content should showcase your expertise.

If it's not doing that then you need to go back to the drawing board.

Want high end leads now? Do this...

-Share a client result based success story + a call to action. Share the story, not just the testimonial. Take them through a journey and paint the picture. They want to know that these result can happen for them too. (Btw people love interviews I would doa FB live to share their story. Try it)

#2 It's a numbers game. If you want clients you need to know your numbers! I can't stress enough how important it is for you to understand your conversion rate and how many discovery calls you need to book each month to reach your goals.

The key to booking high-end clients is to get on the phone. Once you've put out great content and attracted the right leads, they need the next step to help them gain momentum. 

That is a discovery call!

Here are three questions you need to consider when it comes to your numbers.

1. Are you booking enough discovery calls? If your goal is 5 new clients a month then you have to 3X the number of discovery calls that you have on your calendar. Why? Because I can guarantee you that not everyone will say "HECK YES" on every call.

2. Do you know your discovery call conversion rate? If you have a 50% conversion rate then you only need 2X the calls a month to reach your goals. But... if you have a lower percentage rate of closing on discovery calls then you definitely need more prospects on your calendar.

3. Are you a follow up badass? Yes, you read that correctly. The money is in the follow-up. Just because someone said they want to "think about it" doesn't mean they don't want to work with you.

I don't believe in high-pressure tactics to get clients. If you're not ready to move forward I ain't mad at ya!

But the majority of the time people automatically assume that if someone wants to think about it that they aren't ready.

We're human and we need time to make decisions at least 24 hours.  You need a follow-up process in place as a part of your strategy.

You're probably thinking "well I get discovery calls but none of them are converting Fabiola."

That brings me to Glorious lesson #3. You have to master the sales conversation! No one is born with sales gene, we have to learn how to sell.

Want to know how to do it? Join me tomorrow as I share with you how to crush your next sales conversation, plus I will have an epic gift for you too.

Can't wait to share.

xx

Fabiola

 

Hello Gorgeous! I'm Fabiola an online Business Coach and Marketing Strategist and the founder of Booked Out Marketing Camp. I love working with women entrepreneurs to help them grow their business and increase their influence & income online to create ultimate freedom. I work with total badass women entrepreneurs who want to get booked out with High End clients, sold out launches, explode their sales to multiple 5- figure months and reach the six figure mark and beyond in their business. 

f that's you then welcome to the party!
Let's create your profitable online empire!