EP24: How To Lead a 1 on 1 Discovery Call that Results in the Client Saying Yes

The Wellness Business Podcast

On this episode of The Wellness Business Podcast, Karen and Kathleen discuss just how important 1 on 1 discovery calls are for your business. Learn the secrets behind hosting successful 1 on 1 discovery calls, and start seeing the positive results by your client saying yes, every single time. Karen and Kathleen break down the 7 sales steps you should be following when asking your clients for the sale.

Before listening further, make sure you grab this week’s amazing freebie, The 7 Step Sales Conversation Worksheet.

1. Strategy Session Questionnaire

This step should be more about listening to your potential client, listening for clues in their statements rather than a list of questions that feel like an interrogation. Sales come from an emotional connection, so really listening to your client during an initial call is extremely important. Ask your client where they think they are at and where they want to be. Ask what they’re looking for out of this experience and if they have a particular time frame in mind. Another good question is about their budget and what they can work with. Side note: if you can record these initial calls, going back and listening to them later will be a valuable training tool for you to learn and grow from.

2. Let the Client Talk

Let the client talk, listen to what they are telling you. Take notes about emotional keywords or statement that they are using so that you can reassure them of those feelings when you turn the conversation to sales. You’ll find that most clients will keep talking and venting to you if you give them the opportunity to. Let them talk through what they’re feeling about where they are at and really be listening to what they’re telling you.

3. Recap the Issues

Don’t just recite back the problems the client has shared with you. Continue the conversation, acknowledging that you understand where they are coming from and how you can help them with those issues. This shows the client that you were really listening to them talk, understand their concerns, that you have valuable knowledge to share with them AND reminds them that this will eventually turn to a sales conversation. You don’t have to recap every little thing that they said, but bringing up the biggest emotional topics to them and addressing those issues will help easily transition to a sales pitch for your program.

4. Introduce Your Program/Service

Your recap already sets the stage for your sales pitch. So, this should be a natural transition in the conversation from recapping their main concerns. If you complete step number 3 right then you’ll easily take the recap to your sales conversation. This conversation shouldn’t be about what the program is or has. Instead look at your notes and see what were the 3 main problems they vented to you about and tell them how you can help address that for them in your program.

5. The Sales Conversation

This is where you ask the client for the sale and the money involved with your program. Consider offering two different payment options, a pay in full with a slight discount or payment plan option. Once you give them the numbers, you stop talking. Let there be a silence while they think about what you’ve just said and be the first to break the silence. They need some time and space to process because it is a financial commitment, it’ll be difficult but let them break the silence.

6. Gauge their Commitment

If someone says no to you, they are actually saying no to themselves. If they aren’t willing to work with you, they aren’t going to get the transformation that they want. This puts the ball back in their court, this is the client taking the time to think about how committed they are to themselves and this decision for their live. Ask on a scale of 1-10 where they think their commitment level is. If they’re close to commitment, you can ask what they think the hold up is and work through that together.

7. Follow Up

If they are higher on the commitment scale still give them some time to breath. Immediately after the call send an email with all the information they’ll need in the decision-making process and give them a deadline to commit. If they’re anything less than an 8/10 on the commitment scale, they are not ready to make a change for themselves. If they say any number between 1-7 then tell them you’ll follow up in an email with information on a more basic program that could be a better fit for them.

For more information visit Kathleen's Website, Karen's Website, The Wellness Business Podcast on Facebook, and Karen’s Step into Profits Program

Action Items: Practice, practice, practice. If you haven’t had any free clients yet, find at least 2 and work through this entire process with them. If you already have clients, focus on which step you feel would benefit your business the most and practice it over and over.