Sometimes the hardest part about selling out your coaching program, mastermind group or paid program is the making sure the buyer is the right fit for you. When you’re dealing with high-ticket programs, you want to make sure you’re both on the same page before diving in.
This is where discovery calls come in. These calls can help you get to you know a potential client or buyer, before they ever invest a cent. Discovery calls are an essential part of the sales process. But they can sometimes feel high-pressure and a little uncomfortable.
But they don’t have to be! You’ll be amazed at how easy it is to book discovery calls and handle them like a pro!
The Step-by-Step Planner Covers:
- Step 1: Build an Enticing Freebie to Drive Client Sign-Ups
Lead magnets are an important part of your marketing process and should not be ignored. As the name implies, these free offers attract leads to your website and to your sales funnel.- Exercise: Brainstorm ideas for your lead magnet which are tied-in to your paid product.
- Exercise: Which formats are easiest for you to produce?
- Step 2: Pre-Screen to Ensure All Your Prospects are Perfect Fits
If you’re panicked at the idea of having to schedule 100 discovery calls, don’t worry. You still have some qualifying to do.- Exercise: Determine your ideal client and create your pre-screening form.
- Step 3: Create a Call Rubric That Puts You in the Driver’s Seat
A discovery call needs to be guided and structured, not a “pick your brain” session with 15 minutes of small talk before you dive into the topic at hand. You have a LOT to go over and this is work time, so treat it as such and be prepared.- Exercise: Create a rubric for your discovery call. Write down answers to common questions or objections.
- Exercise: Print out this rubric for each discovery call to keep your prospects’ answers organized and to evaluate if they are a “good fit” candidate for your program.
- Exercise: Write out your rejection speech for those who are not a good fit for your program.
- Step 4: Write an Unforgettable Follow-Up Email Series
You’ve got people submitting the questionnaires. You see quite a few qualified leads coming through so you’re encouraged that your program will fill up quickly. You’re having some awesome discovery calls with excited prospects who are excited about your offer. I bet you’re forgetting one very important thing: The follow up.- Exercise: Plan your email follow up series.
- Exercise: Brainstorm multiple subject lines using strong action words and urgency.
- Step 5: Make it Urgent! Set a Timeline for Call Sign-Ups
Your program has a closing deadline but so should your discovery call sign-ups. Even if your screening page is always open, don’t advertise that fact or you’ll be inundated with questionnaires year round. Instead, tell people that they have X days or hours to sign up before you close the doors for discovery calls.- Exercise: Create a timeline calendar for when you will close out discovery calls and when you’ll close the program.
- Step 6: Put Your Discovery Call System on Autopilot
For a business to keep growing, it needs a constant flow of prospects looking to become coaching clients or to buy a product. Without prospects, you’re always scrounging for leads and sounding desperate while doing so.- Exercise: Investigate how to automate your prospecting and discovery call processes.
- Exercise: Plan an email series for each scenario below. Include number of emails in the series, calls to action, deadline reminders, and subject lines.
