Oct 22, 2019
When I first started getting on the phone with potential clients I was closing 15% to 20% of the calls. Now I close nearly 80% and there are several specific reasons why.
The things I’m talking about today are all related to marketing, not sales. For more information on sales, you can check out the conversation I had with Ryann Dowdy on Podcast Episode 31.
If you want to start closing discovery calls and landing clients with ease, you’ve got to make sure your marketing is doing some of the work for you up front.
“If your marketing is not working hard enough, you are going to continue to struggle on these calls EVEN IF you have great sales tactics.” - Michelle Vroom
Here are the 5 specific things I’ve done that have helped increase my close rate on discovery calls.
You have to know who you are targeting. You cannot get by marketing to everyone and trying to please everybody. The more you try to be everything to everyone, the less you are able to serve the people who need you most.
Your messaging goes along with this. Once you are clear on who you are targeting, you can craft messages that are really specific to your target market and their challenges.
If you don’t have your own audience you are going to struggle. I built my own audience, my Facebook group, Market Like a Boss: Female Entrepreneurs Finding Dream Clients, where people can get to know me, my style, and what I’m all about. So now I have a queue of dream clients constantly ready to work with me.
People get on discovery calls because of relationships and they make decisions because of emotion. So you need to build an audience of your own to form and nurture relationships.
It is important to me to be able to serve my audience. It is fun for me! And if you aren’t excited about this your audience will pick up on that.
In the online space, a lot of people wait to make decisions until they can validate if the person can help them. Prove to your audience that you can help them by providing plenty of value and serving them up front for free.
You need to start addressing objections before you even get on a discovery call with a potential client. Think about the top objections you receive. Create some content to address these objections so your audience can start to overcome them.
Challenge your audience to think differently and show them your previous results in your marketing before you get on the discovery call.
You have to let go of control and trust that you’ve done what it takes to attract the right people. Not everyone is going to love your message and see the value in what you provide. But the right people will!
Remove the pressure by realizing that you are simply helping guide someone to whatever decision is best for them. You’ll be surprised and how easily you land clients once you remove that pressure.
These 5 things have significantly increased my close rate and I know they will work for you, too! I’d love to hear which of these things resonated the most with you. You can always email me at michelle@vroomcommunications.com to continue this conversation.
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