Yep, I’ve been made fun of for being the quiet business owner. The one that doesn’t like a lot of attention and doesn’t like to speak in front of large groups of people. And do you know what? That’s FINE. It’s taken me a few years to fully embrace who I am as a entrepreneur, and what my distinct personality brings to the table not only for my business but for my clients. I can still be talented and successful, and I still deserve a seat at the table.
I used to shy away from any sort of zoom calls, phone calls, or face to face interaction with clients. Like…I would avoid it like the plague. But one day I realized that if I wanted to up my prices and really charge what I was worth, I was going to have to add value to my packages. Now, I offer a discovery call to all prospective clients before booking (Bonus? On today’s call she told me how much she appreciated that I was willing to hop on a call with her before she makes such a big investment. I think it sealed the deal!)
Here are 5 ways I beat the anxiety and make discovery calls a breeze:
Spend most of the call talking about THEM. Dale Carnegie says that the secret to winning anyone over in business and in life is to get people to talk about themselves. Ask them too talk about their business, what problems they’re currently experiencing, and what they hope to accomplish by hiring you.
Find out ahead of time which package they’re interested in. That way you can be prepared with the exact details (price, process, timeline) and not be flustered trying to pull specifics out of thin air.
Tell them what you want to talk about before the call takes place. Send a follow up after they book saying “this is the perfect time for us to talk about…..or for you to ask questions such as…..”
Practice ahead of time. 90% of my calls follow the exact same format every time, and the same questions are usually asked over and over.
Answer questions before they get the chance to ask them. Send them a resource ahead of time that has some of your most frequently asked questions.
Realize that they are probably more nervous than you are.
And finally…..it is 100% OK to say “I’ll get back to you on that.” If you’re drawing a blank, tell them you’ll send a follow up email with those details when the call is over!