08 The easy step to success on every discovery call
Hi, and welcome to heart, to heart sales for podcasts and it's for heart led business owners who want more sales, who want to learn how to sell in a way that really never, ever feels like selling because it's completely authentic, aligned with everything that you want for yourself, your business of your clients.
So if you're a coach, a consultant, a service provider, If you speak with your clients before they say yes to what you do, then this podcast is for you. I am Ben Cowell and I'm sharing everything that I do and everything that I've learned so that you two build your service, length business, gain their clients, increase your income and stay the wonderful funs you.
So without further ado, let's get into today's episode. I wanted to share. Secret with you really about how to get the most out of your discovery course, because when we're in conversation with our clients, we find out so much about them because we're, well, we're having a conversation, but we do ask questions.
We are starting to find out more about what's going on for them. What's happening. What are the things behind why they're on the, the court with us? What are their feelings? What do they need from us and all those good juicy questions that help us really get to know them and get to the bottom of what's going on.
And let's just consider this for the, for a moment at that point, we don't leap in to interrupt their train of thought. Yeah. When we're trying to put the words together to answer. Questions. It's just a normal conversation and they give us some information and we might ask for clarification; we might ask for more information and we allow them the time and grace to come back to us with their answers.
Something weird happens when we ask our clients whether or not they want to work with us, particularly if we make our offer and tell them how much we cost. We actually say, you know, this is how much our offer is. Somehow our brains end up in this scary sort of buzzy, or at least in my head is buzzy, but this sort of flight or fight moment at that point, we, we get some strange feelings in our bodies and our heart potentially starts beating faster.
And what we tend to do after we've made our offer is to leap in. We might pause for a few seconds, but then we're in there and we are either asking them some more questions or we're telling them a bit more about what we do. And we potentially already told them, but we're expanding on what we've said. And we are filling in information that they haven't asked for, but we're filling it in. At worst, we jump in and we discount our price, you know, convincing them that this is the, the, the right thing for them. And, you know, I can do this for you and I can do that and I can create this and I can do that. And the important thing to remember is as with any other question that we ask our clients, when we make our offer.
We need to give them the time to answer. So when we ask them, would you like to work with me? This is my program. Be quiet, give them the opportunity to think about it. And the reason we need to give them time to think about it is there's a few things that are happening really. Your client may be thinking, I don't know the answer to something that's important to me.
And they're processing that and trying to figure out how to. Either explain that to you or to understand what that thing is so that they can articulate it to you. So just think sometimes if it's a, you know, you know, you're not sure about something, but actually getting it right out your mouth straight away can be difficult. They need time to think. They also might be thinking about how to say no. Yeah. It's just as likely that they're thinking, okay, that's the. Can I afford to pay that this month? What other bills are coming out? What school stuff do they need to buy? What what's the grocery bill? What utility bills are coming in?
What other expenses are coming out this month? That mean that I can't do this now. And they're working all of these things out. They might be working out your hourly rate. You know, people do that unless. Program or offer includes things that they can't pinpoint. They often work out your hourly rate. All of these things mean they're going to be doing a load of thinking about your offer.
We have to give our prospective clients time to think, time to figure out whether they've got any questions, time to figure out whether this is right or wrong for. And you need to give them the space so that they can say yes or no at their own pace.
The reality is for us, we've made our offer. And in that moment it becomes really highly uncomfortable. Uh, and it does for me too, it, because you are waiting and. It can feel really just uncomfortable and odd and weird when we are sat there waiting, having really put the piece of us out there because that's what we are doing.
Isn't it. When we're in business for ourselves, it's about us. And I know it shouldn't be, and we should be totally concentrating on them, but once we've got our offer out there, it's, it's quite hard. To concentrate on them because we are starting to feel uncomfortable and potentially, uh, you know, building feel like we're building up to a rejection.
So it's really, really important that we give our clients the opportunity to think about this. Now my tummy still goes over. I still wonder what the response is going to be. And. Yeah. You know what? Sometimes I just have to sit and remind myself to breathe and remind myself that I'm waiting for them and they can have as much time as they want.
Now, another technique for you to try, um, if you're just working on your breathing, you might just want to count in your head. If you are on zoom or something like that, you can sort of have your hands down and you can be fiddling with your hands . But the reality is you need to stay engaged with them, with your, with your facial expression, with your eyes, with your head, all of that.
You still need to be engaged with them whilst you are waiting for them to think about what they want to say. It's really important that you do that because if you don't give them the space to think, and let's say you are a coach, what's going to happen when they're not sure of an answer that you, when you've asked a coaching question.
Yeah. So keep that neutral expression. And if you need to fiddle with something fiddle behind the scenes that they can't see, but the reality is breathe, breathe, and stay quiet so that your client can think about whether or not they've got any questions. And I know quite often, I really need to tick through a whole load of things in my head to figure out whether I want to say yes or want to say.
You need to allow them the space to lean in to this investment in their future. If you interrupt somebody while they're thinking about this stuff, and I know it's tempting, it's so tempting to leap in, but at its worse, you, you know, we put them off completely and we go into a bit of a spiral as well. Because we start wondering what to do next. And we start thinking, they're going to say no, and we are starting to try and help them feel more comfortable. And we repeat ourselves and we offer that discount. Sometimes we talk them out of buying from us. Think about this. We want clients who've really thought seriously about whether or not they want to work.
We want those invested clients because by God, they're going to do the work. They will be the best, most engaged clients for us. If they've had time to think about their answer and you know, they're going to have the best results. So give them the opportunity to think about their answer free. If you need to and allow them to consider, to collect their thought.
To do the workings out to figure out whether it's the right thing for them to do and the right time for them to do it. And whether or not they've got any questions for you, please give them the, a, the opportunity to answer in whichever way they want to. And if you interrupt them, you will stop them from giving the answer or the question that they were formulating.
I know it's quite a difficult thing to do. Just breath into the silence, really get into it and allow your client to think about whether or not they want to say yes or not.
So thank you for listening today. I really appreciate it. I am launching yes, please. With. In September and I have got the most amazing early bird offer for you. And that is, if you look onto the program before the middle of August, you can gift a place on the program to your business bestie. And I just felt this was such a lovely way to get you gifting and paying it forward. So if that's of any interest to you, then just follow the link in the show notes and you can hop onto a call with me. And I promise that there's no persuasion or manipulation, just a good conversation that gives you all of the information so that you can decide yourselves whether or not we want to go ahead.
So thanks for listening and see you next time. Bye for now.