Do you have a business that relies on clients? Whether your business is services or products, you still sell something – and having a go-to process for clarity calls or discovery calls with potential clients is crucial.
This is how to have a sales *conversation* that's non-sleazy, and will help you feel comfortable, confident and actually serving your potential clients. This video is especially great for creative entrepreneurs and solopreneurs.
In this video, I'm going to walk you through:
– my 6-step go-to sales call process (great if you have free calls or consultations in your business with potential clients)
– how to stop free-info-seekers and qualify potential clients
– and the last step that most people miss!
RELATED VIDEOS:
4 Steps to a Client On-boarding Process
More about me:
www.maggiegiele.com
WANT TO CHAT?
For clarity calls + working together, go here!
www.maggiegiele.com/clarity-call
About Author
Thanks for watching! I hope this was helpful – and I’d love to know your best advice for getting comfortable on a sales/ clarity/ discovery call!
Great tips Maggie! At work we just did a training on Total Quality Sales and it’s been really helpful. The basic idea of first listening to what the client needs is so important but often forgotten! We now have some pre-prepared questions which we can ask clients during calls. A little bit of prep goes a long way!
Manya, that’s great! It should *always* be about what the client wants and needs (not the same things). I have go-to questions as well to help guide my calls – it’s so helpful to have fallback. Glad you enjoyed this video 🙂
Great video and tips. Getting comfortable? Practice, practice and more practice.
Thanks for watching! I agree – practicing and getting more used to it is so important.
Loved this, Maggie! Definitely worth making sure a prospective client’s expectations are realistic before jumping into bed with them!
Zoe, thank you! Glad you liked it! Haha, love that analogy – exactly! Some people are desperate to get the ‘sale’ in and will nod to anything – that’s potentially setting yourself up for failure. Honesty above everything else, especially in this scenario.
It is “funny” but everyone is a good fit to be your client. Thanks for all the info. ~ Vero
Thanks for watching, Vero. Could be! Some people might not be ready yet, or they might need something else – that’s why qualifying them is so important.
Great video, Maggie! It’s so important to pre-qualify your clients both for you and them. I like the open-ended question approach too. Thanks!
Thank you, Roman! Yes, the open-ended questions is something many people forget. Let the prospective client talk. You listen 😉
I love this so much Maggie! Having that discovery call or sales call is one of the most stressful things about running a service-based business. It’s because of that dirty word: “sales”. It conjures the image of the sleazy used car dealer trying to make you buy a lemon and rip you off. But it really should be a two-way chat so that both service provider and potential client can see if they are a good match to work together. I still get a bit nervy about jumping on discovery calls but I always remind myself that I am not selling, I’m chatting. I will come back to this video for sure. xxx
Gemma, thank you for watching! I’m sorry to hear that you feel that way above discovery calls – I used to as well; now the stress has morphed into excitement. Exactly – you’re not *trying* to sell. Someone has expressed an interest in what you have to offer, and you’re both seeing if you’re a good fit together. Let me know if you have any questions! I’m happy to help.
Maggie this is awesome! So easy to follow, straightforward process and definitely human (love that part)…rather than all the stuff out there that makes selling so complicated and confusing! Also, I agree with you – it’s important to qualify potential clients as working with clients who aren’t a good fit can cost a business a lot more in time, energy and the end outcome/feedback. After all, our clients are essentially a part of our business story and contribute to our vision and growth. Thank you so much for this video. Look forward to using your process 🙂
Great video! Thanks for sharing. Those direct questions at the end are really good reminders
I love how you recast the discovery call in one’s mind so that it’s not a pitch but a conversation, a consultation where one sees if they are a right fit for you/your business. Nice. I’ve very happily subscribed!
Love the title of your channel – burnt out to booked out. Great tips for Strategy Sessions. Im curious…How long are your discovery calls?
30 minutes is usually enough to run through it.
How long should the sales call last? Should they always be offered for free?
Super suggestion and I just got it in time,. I’m helping people to brand them with video, but when they generate leads with their videos and brand, they need to know how to sell. Will share your video in my group 🙂
Maggie–This video is terrific!! You share the safe philosophy as I do when it comes to the Discovery Call. More people need to take this advice. It leads to happier clients, better referrals, and grows your business.
So incredibly helpful. Thank you, Maggie!
Such a valuable content Maggie!
Thank you so much for this video. You made strategy calls that much easier!
OMG, this was so interesting and so much value for me, I had no idea how a sales conversation should be, now I do and I took lots of notes. Thank you so so much !!!
Love your video, Maggie. The process is very natual and straight-forward. Excellent!
Thank you so much for this
Great value !