Understanding the Challenge

Before we talk about the solution, it’s important to understand the problem. Traditional discovery call processes often end with potential clients needing “a few days to think it over,” only to ghost you or take an extended period to respond. This delay is such a common issue. It’s important to understand that this pause isn’t necessarily due to disinterest in your services, but often is a lack of urgency or priority.

A New Approach to Discovery Calls

I made a small but significant change to my sales call process that has made a huge impact. Traditionally, a typical sales call might end after the initial conversation, with a follow-up email or phone call scheduled later. However, I’m introducing a decisive step that involves scheduling a short, follow-up call within two days. This quick call is not intended to pressure the client but rather to address any questions and make a final decision.

Implementing the Follow-Up Call

The core of this strategy lies in setting a clear, short time frame for the follow-up. At the end of a discovery call, if a potential client says they need more time, instead of just agreeing and leaving the timeline open-ended, schedule a ten-minute follow-up call within two days.

I suggest saying, “I know this is an important decision, and I want you to be a heck yes. Let’s go ahead and schedule a quick ten-minute call within the next two days to check in. I can answer any lingering questions that you have, and we can make a decision there.”

The Benefits of a Scheduled Follow-Up

This approach comes with some great benefits. First, it gives clients a clear deadline, making it easier for them to prioritize their decision. It takes the pressure off after the initial call while still keeping the momentum going. Plus, it helps you separate those who are truly interested from those who aren’t quite ready, so you can manage your time more effectively. The follow-up call should be quick—about 15 minutes—just enough to address any concerns and, ideally, move forward with finalizing the contract.

Real Results and Best Practices

The strategy’s effectiveness is seen firsthand in my results: after implementing this change, my conversion rate soared to 75%, and the average time from the initial call to contract signing dropped dramatically to 1.5 days. This process not only helps in achieving quicker closures but also helps to increase the confidence of business owners during these calls.

To implement this strategy, I encourage you to use the specific script I suggested. Have it handy during your calls to ensure smooth and clear communication. These changes may seem small, but they can lead to huge improvements in your sales process.

Conclusion

If you want to boost your conversion rates and speed up the process of landing new clients, try adding my follow-up call strategy to your discovery calls. It’s a simple yet effective way to give clients the space they need while still guiding them toward a decision. And if you’re looking for more ways to refine your sales process, programs like the Strategist Society can provide extra support and guidance.

Give these tips a try on your next sales call and see the difference in your conversion rates and client engagement. Remember, success isn’t just about signing new clients—it’s about creating a smooth and supportive experience that helps them feel confident in their decision!