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Today, we are going to talk all about sales: my sales process and my personal script to close clients.
Sales is so important in entrepreneurship, and it's one of those things not everyone is good at it.
But without sales, you don't have a business. Without sales, it's going to be really hard for you to reinvest and keep your business running.
The good news is sales can be learned. Sales can be practiced.
And with the right practice, you will become an expert at sales.
Nowadays, it is so easy for me to get on the phone with a potential client and close them within 15, 20 minutes on a discovery call.
What is a Discovery Call?
A Discovery Call is an online or in person meeting with a potential client that you offer for free. It is a chance for them to ask you any questions they may have about the program, and for you both to see whether working together would be a good fit.
Having discovery calls lowers the risk of the client signing up for something they didn't expect, and it gives you a chance to filter out your clients if they don't seem committed enough.
My Sales Process
Create a discovery call booking link for 20-30 minutes and start sharing it with your audience.
If you're not getting as many sales as you would like in your business, there is probably more opportunity for you to book more people on your calendar.
On Calendly, which is what I use and recommend, you can set up automatic reminders before your calls. I have mine go out 24 hours before the call and 30 minutes before.
Calendly integrates easily with Zoom, which is where I host discovery calls.
After they book, I send an automated email asking them a few questions about themselves, where they're from, what stage they're at in their business, what they're struggling with, and why they are looking for private coaching with me.
How do you structure a discovery call?
Discovery calls can be scary at first, but like with getting interviewed, you’ll find your style, voice, and confidence the more you do them.
The first few are always the hardest!
Use this template as a guide, but ultimately you will find your own way to close discovery calls with ease.
In the beginning, you may find the pressure to really “sell” your service by highlighting the number of calls, the technicalities.
There is no need for this.
Simply LISTEN to what your client needs, and come from a place of service, knowing they came to YOU for a reason (they already believe you have what it takes to help them, you don’t need to prove yourself).
Discovery calls are nothing to be afraid of, just a means of communicating how you can genuinely and authentically help a client with what they’re struggling with, with the packages you’ve created 🙂
First celebrate that you were able to secure one in the first place. If you can get one, you can get one hundred.
Discovery Call Script
"Hey {NAME},
Thank you so much for joining this discovery call to discuss {PROGRAM/SERVICE}!
My intention for this call is to learn more about you and where you’re at with business, and see how {PROGRAM/SERVICE} can help you. By the end, we’ll both be able to make a clear decision on whether this will be the right fit for you!
Would you like to tell me more about yourself/your business and what you’re struggling with?
Here’s how my program can help:
*talk about transformation and support, focus on the ETHOS/RESULTS of the program/service*
What questions do you have for me about this program/service?
*this is where you can specify logistics - # calls, bonuses, support etc.*
Here are the details of the program to recap – and list your bullet points here.
*Usually here is where they will ask about pricing. State your full price and DO NOT SAY ANYTHING AFTER. If they ask for a payment plan, give it to them, but do not feel the need to justify your pricing after saying it out loud*
Awesome! I’ll send you a contract to read and sign, and you will get a separate email with your payment link to secure your spot.
Any questions, just let me know. Supporting you always and I’m so excited to get started!
*Close call, send contract and payment link immediately*
What makes a good discovery call?
A discovery call isn't always going to end with clients signing up. Sometimes, you'll find they are not a right fit, or the timing isn't right.
Whatever the reason may be, a good discovery call is one where you establish trust between you as a coach and a random internet stranger.
Once trust is established, they will come back to you whenever your services are needed.
If you have any more questions about sales, about how I was able to transform my mindset around selling, let me know.
My DMs are always open!
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