1.Stalk.

There are 2 forms of stalking, lets call them A & B.

A is stalk your p犀利士 rocess. So have you ever stalked? Have you ever booked a session in with yourself and watch the automation and read the emails as they’ve come through? Pretend you are a stranger and stalk yourself and your discovery call process. Because when you set up that automation before and after, we have found errors in so many businesses where those errors potentially could result in a client not showing up, which we don’t want. This includes making sure your T’s and C’s Are there as well as any cancellation policies and make it super clear.

B is stalking your potential client who has booked before they come onto the call.  Go and stalk them, look at their social media accounts. The reason we’re stalking is so that we can come to the call being in the know.  Showing our interest and showing our professionalism.

2 Going to the call with intention.

Meaning you lead the call. Always lead the conversation. Go on and you say the purpose of this call is, if you don’t mind, let’s outline how this call is going to go today. And just let them know, this is what we’re going to do. Outline the call.

3 All the administrative stuff that goes with it.

So have a checklist. I have a sales process checklist on a clipboard. Make sure that your checklist is next to you so that you stay on track. You can even say to them, “I have this checklist to make sure that we stay on track so that I can help you in the best possible way today.” What that does is show that you are organized and that you are prepared.

4It’s all about listening.

Hearing what they’re saying. I actually write it down because that way I’m listening and I’m hearing what they say. Remember, the call is not about you. The call is about them. It’s about what they have been doing up until now. It’s about where they need to be.  What their goals are. Repeating what they have said is also a good form of acknowledging what they have said, and reinforces the pain point.

5 The problem.

The aim is to solve their problem by showing your expertise. Focus on their individual problem and how you can help them overcome it.

6 Shift the conversation and silent close.

You tell them what they need and then you keep quiet.  Wait for them to speak, then you give the price.  You need to believe in the value of what you are selling because that will come across in what you say after that.  Confidence is key.

7 Take their money on the phone.

This is super important.  This must be done before doubt sets in and then it is even more difficult to get them back. 

8 Follow up.  

Either they have become a client and you are going to start the process or they have not become a client and you need to nurture them.  Either way, you need to follow up.