Welcome to the Bea Bold in Business podcast. My name's Samantha Hearn and I'm the host of this amazing channel. I wanted to bring you a place where you hear from myself and other amazing, inspirational business people on their journey to the success they've created. I wanted to bring you the online journeys to the online successes through Seal and Social Media.
I want to create a place where you hear the struggles people have been through, the challenges, the lessons they've learned, the mistakes they've made, so that you know that ordinary people can create extraordinary things every single day and that it's totally possible for you too. The Bea Bold in Business podcast is a place where you are going to hear real, genuine, what's all stories from some of the most exceptional people in business and how they've succeeded anyway. If you are ready to show up in your business, if you are ready to be bold, if you are ready to learn from your mistakes, if you are ready to bounce back and become more resilient, this is a podcast for you. And me, Samantha Hearn, I cannot wait to welcome you, support you, and power and inspire you and share with you the stories that sometimes don't get shared online and give you this real refreshing approach on how building a business sometimes can be hard, sometimes involves failing, sometimes involves struggle, but you can still succeed anyway.
So welcome to the Bea Bold in Business podcast, and I cannot wait for you to take your invitation to be bold in your business too. Hello, right, we are going to be talking about the seven ways that you can increase your discovery call and sales conversion. And in these seven strategies, I'm going to be going through with you the things that you can be doing and the things that your communication in your language can be doing to actually increase your sales conversion, to increase your discovery calls. Now why are we doing this?
Because discovery calls and converting clients is one of the biggest hurdles that I know so many of you face when it comes to growing and selling a business, being able to attract more ideal clients, being able to work with more people, being able to make more sales and make this a really seamless process. So I want to give you seven strategies that can help you do this without having to make this more complicated. So if this is something that you know that you could benefit from, you know that your sales and your conversion strategies could do with a little bit of refinement, maybe some tweaks, then this is going to be perfect for you. And if you're in a situation where you want to actually identify how you can make discovery calls more efficient, more intentional, and more positive experience, you know, what you don't want at the end of the day is someone to leave a discovery call and then say to you, okay, cool, now I'm just going to go and think about it.
You don't want the end of the discovery call to go that way. You don't want to be able to come and say to us, I'm just going to think about it, or I'll get back to you or get a bit of time. There are other things that we would rather have at the end of that conversation to make that a lot more purposeful for both of you. So let's dig into these seven strategies.
So the first thing that is really important, I've got them written down because I think that's always really important when I do these trainings for you. I want to make sure that I give you the best value and in the most succinct way. So the first thing that's really important is you need to know what it is that you're offering and they need to know why they're getting on the call. This is really important.
If you have, so if you have discovery calls and people are booking them and they don't know what to expect, you don't know why they're getting on the phone. They just want to pick your brains or ask you questions. This is not an effective use of your time, their time or the discovery call process. You can call them out of your own, clerical calls, discovery calls, sales calls, right?
But that's not an effective way for any of you to go into that conversation. So you do want to know what is that you're offering, why they're on the call, and you also want them to know, thank you, I've been in the sun, and you also want them to know why they're getting on the call. We don't want to be in a situation where you're both going in blind, right? Okay, we don't want you to be like, okay, what are you need for what they're here for?
We don't really know. So the first thing is you need to be very clear on why they would be booking the call and they need to know what they are booking a call for. And there are things that you can do to make that clear. I'm going to talk about that.
The second one is you can do this as well by understanding is this discovery call just a chat, like a first chat, or is it for their next steps? You can talk about this in your CTA's when you're doing interviews, collaborations, when you're promoting it in your content, when you're sharing on your stories or email list, it all comes from the language that you're sharing. If you just want to connect with me, book a call. If you want to just pick my brains and ask me questions, book a call.
If you want to find out how to work with me or you want to ask me more questions about my services and taking the next step of the call. So become very clear with what it is you are inviting into your world when it comes to calls and having calls. So you need to really think about is this just a first chat or is this to have next steps? Okay.
Now, number three, and this always is a good juicy one and everyone has a different opinion on this and that's totally fine. There is no one way to do anything. I'm just sharing the way that I know what's for me and has always worked for me and the way that my clients see the most results as well. But sharing prices.
So some people don't share their prices until they have the call and then they handle the objections on the call around the sale. But some people will share their prices before the call. So when they get on the call, people know about the price point. So I know that this is a source of contention that it comes up so often.
But what I do and what I would invite my clients to think about is are we increasing the barrier to entry? If we do not share the price point, that's another potential barrier to entry that we will then need to overcome on that call. And if you are not a sales person by nature, so like me, I wasn't, I was a teacher, absolutely. I will.
It's going to go on to my feed. Now, I was a teacher. So I was not a sales person in any way. I'm not allowed to sell anything.
So I didn't then want to feel like I had to come into this like sales energy. So it was important for me to share my prices before I get on any call with anyone for two reasons. One, I don't want the call to just become about the money. And number two, I don't want to disempower someone when I'm speaking to them face to face, if they need time to even think about whether this is the right and accept for them.
So for anyone who has ever wanted to be called with me, I will always email and find out how they look to what service they're looking for and do they know the investment. So they can make an empowered decision. They can speak to their partners. They can look at their investments.
They can look at their bank. They can look at funding wherever it is. And then come onto that call. It's like, yes, I know I can make this work.
This is where I know I can do this. It's empowering. It's exciting. If we're going on to a call and we expect one thing and we get a very different thing that can not only disempower someone, but it can mean they leave back with a barrier to entry rather than a solution to take a next step.
So for me, something that I would invite you to think about if you're not doing it is how you're sharing your prices and making sure that your discovery calls are not about making a sale. It's not about the price. It's about taking the next step. So anyone that would speak to me would already know about prices before they'd speak on the phone.
They've already have done the research for themselves to know if they can take the next step. The payment plan is how we can be forward. So our time together is spent on our energy connection, their goals, whether they want their business to be, how they want to move forward vision, positivity, excitement, not on logistics and figures, which we can both do in conversations outside of that. So that would be my third.
That is number three for you thinking about how you're sharing your prices and what that might look like. Okay. Number four is how often are you actually promoting and offering this and in what ways? And this is key.
The way that you are promoting your discovery calls and how you're showing up is going to be imperative with the type of people that are booking them, the type of clients you're attracting and the type of conversations that you're having. So you do want to be thinking about how you're promoting these calls, who to and when. For example, if you do a live training or an interview or a podcast, hey, Shanley, or you do something in something else's space, a collaboration, whatever, like this, you do a free live and then you say, look, just book a call. We can talk about where you're at.
Book a call, book a call, book a call. What we end up with is lots of people booking calls, but you then having to pre-qualify and qualify on the call if they are a good fit or not. So you can end up with lots of calls, but not a lot of conversions. And what we really want is we want less calls and higher conversion.
It's a better use of your time. It's a better way to make sure that it's an effective and power process for both people. And it means that you are then attracting the right people in. So how often and how you're promoting it is going to really impact the type of clients that you then are getting on the phone and speaking to you.
So if I was to say now, two examples, number one, look, if you just want to speak to me, find out how I can help you and just talk things out, book a call, we can have a chat. If I'm currently running, I've got six places left for my six months sold out, it's brand new and it's going to help you create more sales in your business and the whole focus of this mastermind is creating more impact, more income, more sales in your business, sustainably and consistently. If you want to find out about one of those five six places and the March incentives and get yourself into this mastermind with the incredible women already, then book a call and we can talk about those next steps. They're two very different, cool to action to the same thing, right?
So you want to make sure that you are being very specific with who you are offering it to, when, why and how. So and that's an example, you can use that example, that's an example for you. Okay, number five, this is for both of you. So if you're looking at your discovery call and your conversion rates, this is for both people.
This is not for you to just be showing up on the call like a show pony like I'm amazing, I can help you, this is going to be fabulous. I'm the best, I'm the best, I'm the best, I'm the best, this is about you also making sure that they are an ideal client for you. You want this to be a dialogue, you want the discovery call to be a conversation, which is why, if we go back to point three, showing the price point before means you don't have that dread when you get to the end of the call and they go, so how much? Okay, or then I just can't do that and you've absolutely clicked, you've jumped with them, they're freaking amazing and then you start and I can't do it.
So the discovery call is a dialogue. It's about you making sure that they're a good fit for you as well. So finding out about their business, finding out about their goals, their mindset, whatever your business is in, finding out where they're at, what they're looking for, how you can help them, how they want to move forward, their energy, their lifestyle, their values. So that when you do work with that person, you know you can help them as much as they know that you can help them.
So it's really important that you understand that when you're looking at this discovery call, conversion rate, this process, it's not actually just about them, it's about you as well. Okay, number six, really think about your onboarding process. So this comes up a lot. When you think about your onboarding process, you want the whole thing to be as seamless as possible.
And when we're back to step three, looking at barriers to entry, we don't want this to make an even bigger barrier. So in an ideal world, you want to get to the end of the call and it'd be about, okay, let's talk about next step. So by the time we get to the end of Michael's, for example, we have already booked in their one to one sessions or picked a date in a time, decided whether they want to do pain for or a pain and plan and got their email address and all of their information so we can send out so my team can send out their invoice, their call links and their bookings, their contract and get everything set up for them in a portfolio. So but on the same day that we've spoken, everything that gets sent through to them, if you're doing this yourself, you can still do this though.
So what is your onboarding process? How are you making this as smooth as possible for you, for your client and in a time of issue way? So really think about that. Or is it, okay, amazing, you want to work with me, what I'll do next is I'm going to send you an email, they're going to send you an link, they're going to go and pay pal, they're going to send you a contracting pamper, they're not going to do this, they're not going to do that.
We're creating more opportunities to create complications, confusion, lost in translation, we don't want that. So that's really important. And this training is not about all of the individual assets of this, I'm giving you seven things that you can do to help enhance your historical conversion rates. But if you want extra support on things like, how do you make sure that you streamline your offers?
How do you give a really clear, powerful CTA? How do you know what your prices are? How do you do a discovery call, whatever those things are, then I can do those in separate trainings. So the final one is, what's really important for you is to understand for yourself, what do you want to gain?
So when you get to, for example, whenever I've had a conversation or someone's booked to call with me, and remember, and for me, it's give you context, I don't have a lot of people who can call with me, but when they do, I have a hundred percent conversion rate. So it's important to think about that, it's not always about quantity, it's about quality. So something that's really important for me in that process is, I also want to know what I would like my outcome to be. So if someone looks to call with me, I will then, usually I will then find online, I'll stalk them, learn about their business, I'll email them personally, I'll make sure they've got everything they need, I'll check that they know about the investment, I'll find out about what they want to offer, usually I have an application for.
So it's for one to one on my 12 month six degree assistant, there's an application for, I'll go through that, I'll reply, I'll answer any questions, I'll make sure they have everything that they need, and then even before the call, we've had touch points. So they're not stranger to me then. I've learned about where they're at, I've looked at their goals, I'm looking at their business, I'm understanding what's going wrong, where their challenges might be, how I can help them, and I've also made sure that when we get on that phone, when we get on the Zoom call, sorry, it's really easy for us to just get straight into conversation. So that's a really important thing for you to think about, what do you want to gain from this?
If you're going in without knowing who that person is, that is also going to take a harder, hey, legend. So that is really important. So before looking at those seven steps, in an ideal world, we want to have been doing them as frequently as possible. And again, remember it's quality of the quantity, you don't want to, oh, actually, what I would say is this also depends on the stage of your business.
At the beginning of my business, I was having calls with people all the time, because I wanted to learn about them, I wanted to learn about what they needed, I wanted to connect with my audience, I wanted to build relationships. So at the start of my business, I was offering free calls that were not about working together. But now, usually if someone was going to have a discovery call, it would be to discuss taking an extra step with working with me. So to give you full context to that, if you are looking to just get people on the phone and that's the struggle, I would offer free calls so that you can practice what you're doing, you can gain momentum, you can get social proof, you can build connections, and you can start to really level your work in its needs.
If you've got a business that you now want to grow, you might want to become a little bit more specific about how you're getting on calls when and who with, and if you don't want to scale your business, you want to have even less calls and those calls be for those high quality leads and amazing individuals that want to take next steps with you. So again, we can talk about that as a whole process separately, but that would be a seven step process that's going to actually really help you move your business forward in a way that aligns with creating results for an ideal client and you working with the right clients. So make this training useful for you. If you've got any questions, please just send me a DM on Instagram.
You know that I'll be able to answer them. And if you have any, if you want to go to any of the other trainings, there's so many other trainings available on signing clients, making more money, pricing your offers, not running a launchable business, selling when you're not a business coach, there's so many trainings so please just go and absorb all of those and there's going to be some more trainings coming up for you very shortly as well. So I hope this was useful. Enjoy and I'll see you all very soon.