Discovery calls are crucial for sales professionals to understand the details of a prospect’s situation. On the other side, prospects want to leave a discovery call knowing who you are and what your company’s all about.
Because there is a structure and format to a call’s effectiveness, you can now use CoachGlue’s “Map Out Your Discovery Call Process In A Weekend!” planner to teach your own clients how to easily create and map out their discovery call process in as little as one weekend, as the title suggests!
This 22-page planner guides them through all of this:
Step 1: Build an Enticing Freebie to Drive Client Sign-Ups – Lead magnets are an important part of your marketing process and should not be ignored. As the name implies, these free offers attract leads to your website and to your sales funnel.
Exercise: Brainstorm ideas for your lead magnet which are tied-in to your paid product.
Exercise: Which formats are easiest for you to produce?
Step 2: Pre-Screen to Ensure All Your Prospects are Perfect Fits – If you’re panicked at the idea of having to schedule 100 discovery calls, don’t worry. You still have some qualifying to do.
Exercise: Determine your ideal client and create your pre-screening form.
Step 3: Create a Call Rubric That Puts You in the Driver’s Seat – A discovery call needs to be guided and structured, not a “pick your brain” session with 15 minutes of small talk before you dive into the topic at hand. You have a LOT to go over and this is work time, so treat it as such and be prepared.
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Exercise: Print out this rubric for each discovery call to keep your prospects’ answers organized and to evaluate if they are a “good fit” candidate for your program.
Exercise: Write out your rejection speech for those who are not a good fit for your program.
Step 4: Write an Unforgettable Follow-Up E-Mail Series – You’ve got people submitting the questionnaires. You see quite a few qualified leads coming through so you’re encouraged that your program will fill up quickly. You’re having some awesome discovery calls with excited prospects who are excited about your offer. I bet you’re forgetting one very important thing: The follow-up.
Exercise: Plan your e-mail follow-up series.
Exercise: Brainstorm multiple subject lines using strong action words and urgency.
Step 5: Make it Urgent! Set a Timeline for Call Sign-Ups – Your program has a closing deadline but so should your discovery call sign-ups. Even if your screening page is always open, don’t advertise that fact or you’ll be inundated with questionnaires year round. Instead, tell people that they have X days or hours to sign up before you close the doors for discovery calls.
Exercise: Create a timeline calendar for when you will close out discovery calls and when you’ll close the program.
Step 6: Put Your Discovery Call System on Autopilot – For a business to keep growing, it needs a constant flow of prospects looking to become coaching clients or to buy a product. Without prospects, you’re always scrounging for leads and sounding desperate while doing so.
Exercise: Investigate how to automate your prospecting and discovery call processes.
Exercise: Plan an e-mail series for each scenario below. Include number of e-mails in the series, calls-to-action, deadline reminders, and subject lines.
You have complete rights to edit this document, add in your business information, and sell it to your own clients! Save $20 with coupon code “20“.
