A huge “aha” moment I had a couple of years ago (that skyrocketed my business) was that I had been constantly trying to sell people on having a discovery call with me rather than just sell them on working with me.
What I mean is: all of my marketing pointed towards the discovery call. Get on a call and we’ll talk about solving [blank] problem. Get on a call and we’ll talk about how you can fix [blank]. On this call I will cover [blank], [blank], and [blank] with you.
Guess what? Turns out that’s not very clear. People didn’t really understand what the benefit of the call would be or why they’d want to spend an hour of their time for it.
Now, in contrast, my marketing points toward my PAID OFFER and actually gives the details of it: how long it is, who it’s for, what the format is (1:1 or group or self-study), what topics are included and what outcome it’s all aimed at.
And the invitation is “contact me to see if this offer is a good fit for both of us” – not “contact me to talk about [blank] vague topic” with no clear outcome of the conversation.
Do you see the difference?
I used to think it was a small difference between those two things. Now I realize it’s HUGE (as I get 10x more people contacting me from my marketing, and my income is 10x higher too – from about $3K/month previously, up to $30K+/month now).
The bottom line here is that if your marketing is really great (and by that I mean it VERY CLEARLY explains what you do and how you do it – and for whom you do it), you’ve given more than enough free value. People will not necessarily expect MORE value in the sales conversation.
This doesn’t mean that I give zero value when having a sales-related chat with someone, of course. I tell them what I think about their situation and what I believe it will take for them to get results (whether that’s my program or something else).
What it does mean is that I don’t need to worry about making grand promises of all sorts of value and outcomes that someone will get just from merely having a sales conversation with me. That’s just not necessary, given how much value my free content/marketing provides.
An even more amazing thing I realized was that if the discovery call wasn’t going to be this big elaborate hyped-up thing, but rather just a simple conversation to see if working together was a fit, it actually didn’t need to be a call at all!
I could just have the conversation quickly over Messenger and people would sign up that way.
I’ve now enrolled over 100 high-ticket clients this way. And shifting to not doing calls was a big piece of the equation to achieving $30K+/month without working too hard, because I didn’t have to have a ton of discovery calls on my schedule in addition to paying client calls.
The shifts in this post were so life-changing for me that I want everyone to know about them!
If you’re curious to know more about exactly how I do this (specifically how I word my offers and invite people to conversations), I did an awesome training recently.
View it at this link:
How to Pitch Your High-Ticket Offer in a 500-Word Post & Enroll Clients Over Messenger
Enjoy!! 🙂