As a service-based business owner selling coaching, consulting, and training high-ticket programmes, the discovery call is a pivotal moment for converting a prospect into a sale.
It’s your opportunity to connect with potential clients, understand their needs, and showcase the value you bring. Yet, many coaches and consultants dread this step, fearing objections and rejections.
But what if I told you there’s no such thing as objections when you conduct a discovery call the right way?
So called 'objections' are really just natural 'concerns' they may have for embarking on a new change
However, by following a structured process, you can transform your discovery calls into seamless conversations that naturally lead to conversions.
Introducing the CLOSER Process: a proven method to handle discovery calls with confidence and ease.
The CLOSER Process: Transforming Discovery Calls
1. C – Clarify Their Challenges
Start by understanding the client’s struggles. Ask open-ended questions to uncover their pain points, goals, and frustrations. This step is about active listening and empathy. When clients feel heard and understood, they are more likely to trust you.
Example Question: “Can you tell me about the biggest challenge you’re currently facing in your business?”
2. L – Link Their Pain Points
Connect their challenges to the specific pain points your services address. Show them that you comprehend the depth of their issues and that you have the expertise to resolve them. This creates a strong emotional connection and sets the stage for presenting your solution.
Example: “I see that scaling your business has been difficult due to inconsistent client acquisition. Many of my clients faced the same issue before working with me.”
3. O – Observe Their Previous Actions
Dive into what they’ve tried before and why it didn’t work. This helps you position your solution as the missing piece they’ve been looking for. It also highlights your understanding of the landscape they’ve been navigating.
Example Question: “What strategies have you previously implemented to attract high-ticket clients, and what were the results?”
4. S – Sell the Solution
Now it’s time to introduce your solution. Tailor your presentation to address their specific pain points and challenges. Explain how your coaching program, consultancy, or training can transform their business. Use success stories and case studies to add credibility.
Example: “My Client Attraction Formula has helped numerous coaches and consultants achieve consistent 20k+ months by streamlining their client acquisition process.”
5. E – Explain the Investment
Be transparent about the cost and the value they’ll receive. Break down the investment in a way that highlights the ROI. Remember, the goal is to make them see the value far outweighs the cost.
Example: “The investment for my program is £5,000, which includes personalized coaching, access to exclusive resources, and ongoing support. Clients typically see a return on investment within the first two months.”
6. R – Reinforce the Purchase
Finally, reinforce their decision to invest. Address any last-minute concerns and reassure them of the positive outcomes they can expect. Summarize the key benefits and next steps, leaving them excited and ready to commit.
Example: “By joining my programme, you’ll gain the clarity, strategy, and support needed to consistently attract high-ticket clients and scale your business to new heights. Let’s get you started on this transformative journey.”
The CLOSER Process is designed to qualify your client and the majority of their ‘objections’ up front when you ask them the right questions. So, you should already know what their concerns are which allows you to pre-empt them as best you can in the first part of your discovery call.
Conducting the CLOSER Process effectively means:
They've already told themselves why they want to do this several times
They’ve told themselves why they need to do it now
They've have told you that they feel certain that working with you and going through your method can solve their problem and get them to the place they want to be.
This is why the majority of your calls will go without objections.
It’s more important that you focus on your discovery with the client in the first part of the call, so where they are, where they want to be, and what’s stopping them from getting there on their own.
Master the CLOSER Process with the Client Attraction Formula Workbook
All of these steps are covered in detail in the Client Attraction Formula Workbook: The Simple 5 Step Growth System for Service-Based Coaches, Consultants & Trainers Who Want to Achieve Consistent 20k+ Months. This comprehensive guide will equip you with the strategies and tools needed to turn your discovery calls into powerful conversion conversations.
Ready to Transform Your Discovery Calls?
Sign up now to join the waitlist for the launch on 3rd June and be among the first to access this game-changing resource.
Visit the Client Attraction Formula Waitlist to secure your spot and take the first step towards consistent high-ticket sales and unprecedented business growth.
Don't let the fear of objections hold you back. Master the CLOSER Process and watch your discovery calls transform into powerful tools for success!
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