The One Thing Your Discovery Calls Are Missing (That’s Costing You Clients)

When it comes to sales, conversion rates, and how long it takes to turn prospects into paying clients, it can make a big difference in your business. Many freelancers and business owners struggle with potential clients getting stuck in indecision. If that sounds familiar, you’re not alone! This week, I’m sharing a simple yet powerful strategy that completely changed my sales calls and boosted my client conversion rate. I truly believe this small tweak to your discovery calls can make a big impact for you too!

Topics Covered In This Episode:

1. If a client needs time to think after a discovery call, schedule a follow-up call within the next two days to maintain momentum
2. The follow-up call strategy can drastically improve your close rate and reduce the time between initial contact and signing the contract.
3. This method weeds out those who aren't immediately serious about your service, allowing you to focus on potential clients who have more urgency and also positions you as an expert with a professional process, showcasing confidence in your service offerings.
4. Keeping a structured approach reduces the feeling of being salesy, as it's more about assisting in the decision-making process. Don’t forget to reiterate the client's goals to remind them of the reasons they wanted to work with you.
5. By organizing follow-up calls rather than relying on emails, you're likely to get a quicker response, as emails tend to be neglected. It can help cut down instances of ghosting and give you more confidence during sales calls!
6. The final step of getting a contract signed and an invoice paid during the follow-up call ensures there’s no lingering wait, which helps secure the client's commitment.

Find the full show notes at:  https://brandimowles.com/250

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CLICK HERE TO HOW TO HAVE A 15 MINUTE DISCOVERY CALL THAT CONVERTS LIKE CRAZY

Additional Resources:

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Transcript

Ep 250: The One Thing Your Discovery Calls Are Missing (That’s Costing You Clients)

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Brandi: [00:00:00] Have you ever got to the end of a sales call, discovery call, and they said they need a day or two to think about it, and you're like, great. You don't wanna pressure them. You don't wanna be salesy, so you're like, Hey, great. That's perfectly fine. Just let me know when you're ready to get started.

Or maybe you're like, okay, great, I'll follow up with you in two days. If you have any questions, let me know. And then you never hear from them again. They completely ghost you, or it takes two to three weeks from when you finally hear back from 'em and through follow up and follow up and a lot of wasted time, you find that they're actually not interested.

I've been there. I've done it. I understand. So in the last three months, I made one change to my sales call process that drastically changed my close rate and the length between the call and when they signed their contract. And I wanna share with you. That one thing that I added to my process that completely changed the game for my [00:01:00] business.

So if you're ready to hear that one tip and close more clients, then let's jump on into this week's episode of the Serve Scale SOAR podcast.

Welcome. Welcome back to another episode of the Serve Scale SOAR podcast. My name is Brandi Mowles. I'm your host and I am. Super sink in. Excited about today's topic because I love when I can share what I'm doing in my business. That has made a significant impact, and it's something that you can apply to your business, whether you're an ad manager, a launch manager, a consultant, an OBM.

If you are doing sales, call this one, change to your process could take you from 30% conversion to 50 to 60, or it can shorten the time from when the call is held to when you actually land. The client. And so if you're brand [00:02:00] new, welcome, you're gonna love this episode. It's super actionable, tangible, and you can implement it in your business today if you're a returning listener.

I so appreciate you being here, and no matter if you're returning or first time listening, if you're getting any value out of this podcast, I would love if you could go, gimme an honest review on Apple Podcasts, or if you're listening to this on Spotify, they actually have. Stars. So if you could drop some stars, preferably five, that would be amazing.

And that just helps our podcast get seen by more people, heard by more people, and it helps other people grow their business as they're listening to the podcast. So I always so appreciate when you can take the time to do that and for any podcast that you listen to, that is the number one thing thing you can do to thank them for recording their podcast because this is literally, it feels like a job in, in itself, and we do it completely ad free.

And for free. So let's jump into this week's episode talking all [00:03:00] about our sales call process and how we can actually make it better optimize and close clients quicker. So I used to jump on our sales calls for Strategist Society. I do all of our own calls for Strategist Society, also do my sales calls for my one-on-one consulting clients.

I will say for one-on-one consulting. We have a super, super high success rate. It's close to 100% and that's only because it takes a lot to get me on a call for those. They're highly qualified through the application process before they even come into my world. They also already know the price that's.

$30,000 for three months. So that is a different type of call. But strategist society, those sales calls are more like the calls that you're doing to get one-on-one clients, because at the end of the day, strategist Society is a one-on-one experience with me. It's a coaching experience. So how the sales calls work are very, very similar to what I teach in Conversions for clients through our 10 step discovery call process.

And we'll link up that [00:04:00] episode in the show notes as well. But one thing that was happening is I was having a lot of people say I need more time to think about it. I will get back to you, gimme a few days to talk to the husband. I was getting all these. Excuses. I don't even wanna call 'em excuses, but yes, excuses for why they weren't ready to join right there and then we were losing them.

Or it would take 7, 10, 15, 30 days for them to decide to join and that was fine when we first started. Strategist Society. Now we're getting at capacity where like this month as I'm recording March, we sold out all of our spots for March. And so we can't just have this lingering sales call process where you can come back whenever you want.

And I never am someone who's gonna pressure someone into making a decision because we only want people in strategist society who are a heck freaking Yeah. And you only want clients in your business who are a heck freaking. Yeah. So how do we get them to a heck freaking? [00:05:00] Yeah. And how do we close them quicker?

So our close rate was pretty good, 40%, but the average time of them jumping on the call. And then joining was like 12 days. And that was an average. And to me, that felt a little bit long for where we were with Strategist society. And so I implemented this one change to my sales call process and we went from that 12 day lag to now our average is 1.5 days from the time they jump on a call with me.

To the time that they assign 1.5 dayshaw and our conversion rate went up to 75%. So when we look at that, this works. It works, it works, it works. And so I'm gonna break down the one thing that I added to my sales call process. And I hope you go and implement this into your business today, this week, your next sales call, because it does work.

So first we have to talk about what does this traditional discovery call or sales call process [00:06:00] look like? It's usually the discovery call, and on that discovery call, you pitch them and then you send them a proposal, and then it's a waiting game. And you're probably anxious, awkward. You feel like you're chasing people.

You don't wanna be salesy or pressure, you're wondering are they ghosting me? And honestly, it's usually none of those things. It's usually that it's not a priority for them. And I tell this to my strategist society members all the time as they spiral after discovery calls, and I'm like. It's just that it's not a priority for them at the same level as it is a priority for you.

But we want them to make us a priority. They, we want them to make this decision a priority because the longer that it takes from the time that they were on the call with you to, the longer it goes, the less likely they are to sign up because they forgot their excitement. They forgot the big things that you told them, and the only thing that's lingering in their head is the price.

And so we have to overcome that quicker. We need to get that buying decision [00:07:00] quicker without being salesy or pushy. So when I was looking at this, I was like, how can I get them to make a decision one way or the other. I don't care what the decision is, but let's just get the decision done quicker so then we can move on quicker, both of us.

Whether that's a yes or a no, I just want this to be a quicker process. Now there are some people who they need more time and that's okay. But most people, they just, it slides to the wayside. It's like our to-do list. It just, things don't get done. So we need to make this a priority for them to get done.

So I was like, how can we shorten the sales call process? What needs to happen for them to get any questions answered? How can we just make this a better buying decision for them? And I was like, what can I do? And one of the things that I know. Is that I am more responsive to a call and it's more of a priority, like a Zoom call than an email.

If I have emails in my inbox and they're sent to me, oh [00:08:00] gosh, they're probably never getting answered. If they're sent to Janessa, they get answered within 24 hours. 'cause that's her job, that's her priority. Email's not a priority for me. The business owner that you're talking to, email's probably not a priority to them.

So when you send these follow up emails, they're probably just getting put to the wayside. But a scheduled in call does not get put to the wayside. So the idea that I wanted to try out was, I wanted to jump on another quick call. But here's the deal, y'all, if you've heard any of my calls, I do not like a calendar full of calls.

I didn't wanna another long call. So if someone gets to the end and they're like, Hey, I need to think about it. I need to talk to a spouse, I need to talk to a business partner, whatever it is, I say great. I know this is an important decision and I want you to be a heck yeah. If we wanna work together.

So I wanna give you the space to think about it, to go ask the husband whatever their excuse is that they have, I'm gonna repeat that back to 'em. Let's go ahead and schedule a quick 10 minute [00:09:00] call within the next two days to check in. I can answer any lingering questions that you have and we can make a decision there if you're ready to move forward.

If so, we can go on and get the contract signed, the invoice paid, and then we can set up your. Onboarding calls so we can start and then you always say , whatever the result is that they're looking for. So maybe with me it's so we can go on and start getting your SOPs created before you go on maternity leave or so we can get you on your path to landing your next one or two clients at $3,000 a month within the next 45 days.

So I'm gonna. Reiterate whatever their goals were that they told me. So that looks like, I wanna say it again for you. I know this is an important decision and I want you to be a heck yes before making that decision. So I wanna give you a little space to think about it or ask a husband or whatever it is.

Let's go ahead and schedule a quick 10 minute follow up call in the next two days to check in and so I can answer any lingering questions. That way you can make the best [00:10:00] decision either way. Does Thursday or Friday work better for you? That's how you end the call. You don't say, okay, I'll follow up. And we're emphasizing that this isn't about pressure, but it's about supporting the decision making process and so it's not salesy.

And then you pull open your calendar and you say, okay, I have a 10 minute slot here or there, and it's only 10 to 15 minutes. It should not be longer than that, and I have yet to have a call with someone who joins me for that next call. Who doesn't join the program? Yeah, because that means they're serious.

Now I have had a few people say, oh, I can't do a call. I'm gonna need more time. And I'm like, great. So spots are pretty much full, so I can't guarantee you. But if you have any questions, send me a message and whenever you're ready, just message me. And if we have a spot available that's. We'll get you in, but I can't promise it's gonna be at that price or that we'll have a spot available.

This just happened two months ago. This, the girl messaged me 40 days later and I said, unfortunately, we're full, but I can put you on our wait [00:11:00] list and the next time we have a spot, I'll reach out. I. And so with that, you're like, those people aren't serious to begin with. It's not a right now type of problem for 'em.

It's a down the road type of problem. And we wanna work with people right now who are right now type of problem. The people who are down the road, we're not gonna schedule the calls with them. They're not gonna schedule the call with you. That we can always follow up. I'm not saying that that's not important, but we wanna focus our attention on the right now, people.

And so with that being said, we add that additional little phrase at the end and we get that call and then on the call we say, great, I'm so glad that you've had time to talk about and. Steph, so I wanna see what lingering questions came up for you. What are you still unsure about? Answer those questions and say, great.

Are you ready to move forward? If so, we can go on and get your contract signed, your invoice paid, and set up your onboarding call so we can, and then you, whatever their goals are. So [00:12:00] that's the one thing that I've added. And the reason this works is it gives potential clients a clear deadline, a decision making container, and as humans, we need decision making containers.

That's why there's deadlines for courses. That's why there's fast action bonuses. That's why sales end is because the brain needs a decision making container. And so you're giving them that. With this, it also removes the pressure from the first call, but still keeps the momentum going so you're not losing the momentum.

And we're still in a really tight deadline of 48 hours for them to make a decision, but we're removing some of that pressure. And like I just talked about, it helps weed out people who aren't serious about needing support right now. And it shows that you are the expert. You have a pro process, you're not desperate.

It's just Hey, I wanna support you in your decision making process. This is how we do that. And then you're going on. So it [00:13:00] shows that you are the expert and when you make these changes, you are gonna see a higher close rate. You're gonna see less ghosting, you're gonna be more confident on your calls because you know that there's gonna be the next step.

And it also takes the pressure off of you feeling like you have to be. Salesy and the greatest thing is you go on and get that contract and invoice signed on the call. So you're not waiting around and being like, oh my gosh, are they gonna sign it? Are they gonna sign it? Are they gonna sign it? You take care of that on the call and get their first call booked.

So I encourage you,

add this to your process, go back and listen to where I give you the exact script to use on your calls. Write it down, have it on a Post-it so you can say it word for word on your call and when you use it, I would love for you to DM me and tag me on Instagram because I promise this small change has a massive impact.

And if you're [00:14:00] ready to dig deeper into ways to optimize your sales calls, land clients at higher prices, move from doer to strategist to consultant, then I invite you to apply.

Apply for the Strategist Society. You can go in and book your call with me and if we feel like you're a perfect fit, we will get you in. Program and we only work with people we know we can help. Whether you're an ad manager, a launch manager, a funnel builder, an OBMA consultant, we would love to invite you in if you're the right fit, to get one-on-one support, community access, and take your business from five to 10 to 15 to 20 to $30,000 months while working less than 20 hours a week.

So we'll link up the. Link in the show notes so you can go in and apply and see our application process, and then I will chat with you on a call. So until next week, my friends go out, serve your clients, scale your [00:15:00] business, and soar into the success you deserve.