When you’re really good at what you do and when it comes easily to you – it’s hard to listen to someone spill their guts about a problem that they’re having that you know you can fix and not FIX it! Right?!
While we always want to provide value in our Discovery Calls – we want to make sure we leave our prospects an opportunity to BUY from us.
I’m not saying that you can solve someone’s MAJOR business problem in a 30 minute call, but if the prospect has enough information that they feel like they can do it on their own, then they have no reason to pay you. They can continue to make excuses as to why they shouldn’t pay for it (as we know we often do when we’re making decisions).
Free Coaching Calls?
Have you ever heard that you should offer free coaching calls when you’re first starting your business? Or maybe you just want to get people used to scheduling calls with you.
In fact, for Valentine’s Day I offered free 15 minute coaching calls to my community. I did this to connect. I did this because I want to help. I did this as a gift and way to provide value to YOU – my audience.
On these calls – there will be NO pitch. There will be NO ask. It will be a quick 15 minute Q&A.
This is intentional. I will NOT betray my audience by ASKING for anything.
I sincerely 110% hope that I help each woman I get to talk to (I am SO excited).
THIS is an instance where you COACH without SELLING. Without asking. And without expecting anything in return.
The reason you provide value to your audience is because you want them thinking “OMG – if I can learn THIS much from this person for free in 15 minutes – imagine if I actually joined their coaching program or hired them for 1:1 coaching?”
That’s why you offer free coaching calls. To solve a small part of what we all know is typically a larger problem.
A discovery call is a SALES call. It shouldn’t be a secret to the prospect that it’s a SALES call. Whether you call it a consult, a strategy session, a discovery call, a breakthrough call. It does not matter. At all.
It’s a sales call. And no one should ever, ever be surprised when they get on a sales call that they are going to be asked to buy something (if it’s a good fit).
I teach to the “non-negotiables” of the Discovery Call often – but here is my framework.
What is their current situation?
What is their desired situation?
What happens if they get there?
What happens if they don’t?
How have they tried to solve the problem before?
The Discovery call is an 80/20 conversation. Your prospect should talk 80% of the time – you should talk 20%.
You know what the means?!
There is NOOOOOO coaching on the Discovery Call. You are looking to find out what the prospect’s problem is and if your program can solve it. If the answer is yes (and ONLY if the answer is yes) should you share your program, solution, opportunity, etc. with the prospect.
You are NOT there to solve their problem on the call. You’re there to learn what their problem is and tell them how your program can fix it.
Here’s the deal. You are likely to get asked questions during the Discovery Call. I am not saying you shouldn’t answer those questions or provide any value – you 100% should. I always coach to the idea of – “would you answer this for free on social media or if asked at a networking event?” If the answer is YES – then answer is the question.
If the answer is a much longer conversation that you would cover in a 1:1 coaching call – then the answer is “Sarah – that’s a great question. And one we’d absolutely get answered inside my (insert the name of your program).” Then transition back to the conversation or better yet ask a question.
On the Discovery Call, you’re promising that you can and will solve their problem when they work with you. That’s it.
What do I do if someone doesn’t get it?
We’ve all been on that Discovery Call where the prospect gets frustrated that you aren’t solving all of their problems. The best way to avoid that is to set the expectations on the front end.
As soon as you get on the call you can set an agenda, some like this:
Sarah, I’m so excited to talk with you today. I’ve checked out your social media and your website, but I want to hear it from you. My goal today is to learn more about you and your business and your biggest challenges around (insert what you do here). If we’re both in agreement that it makes sense, I will share with you how I support business owners like you. Sound good?
Now, you set the expectation that you aren’t coaching them today – they’re doing the talking. And only if you both agree it makes sense, you will recommend which program they should participate in.
Setting expectations early on is important. And, if they still just don’t get it, they weren’t your person anyway.
If I don’t Coach on my consult calls – how do I provide value?
Girlfriend, you are providing value EVERYWHERE.
Your freebies. Your blog posts. Your website. Your FB lives. Your social media content. Your FB group.
By the time someone says YES – I’m ready to jump on a call with you, it’s likely they’ve assumed a fair amount of your (really amazing) free content.
You have provided value – the Discovery Call is the opportunity to learn about one another, see if there’s a fit to work together, and invite your prospect to one of your programs (if you can solve their problem). That’s it.
Remember – you’re amazing as what you do. You have an incredible gift to share with the world that have VALUE and shouldn’t be given away for free!