I see so many questions about how to respond to different “objections” that you get on a discovery call. (spouse, think about it, surprised at the price, etc.)
My answer to each is generally the same: Stop doing discovery calls. 😉
Seriously, just stop doing them!
And put all of the info about your offer out there publicly in your marketing. (Use the 500-word offer summary framework that I teach, as well as the belief-shifting posts to give further details about your methods and how they work.)
After years of testing zillions of different sales approaches, I’ve come to believe that most objections occur on a call because you’ve “surprised” your prospect with all the info about your offer (i.e. they didn’t know the info before the call) and they haven’t had time to think it over.
Either that or you didn’t even give them thorough info on the call, so they’re confused.
I only do sales in the DMs with people who already know what my offer is, what it’s all about, what it includes and what it doesn’t include, what type of support I provide, what types of people it works well for, and approximately (or exactly) what the price is.
I never get stuff like “need to check with my spouse.”
And, to be fair, maybe some of my folks DO check with their spouse. But they don’t tell me about it. They probably don’t think they need to, because they only reach out when they are ready and have thought everything through and arranged what they need to arrange.
(Or they simply exit the conversation to do those things, and then return, because Messenger is fluid and there is no pressure to respond within a single day/hour/moment.)
Stop putting so much pressure on one call, and instead give out a lot more information in your posts/content/marketing.
(There are tons of posts and videos on this site explaining how to do exactly that.)
You can still do calls if you want to. But it shouldn’t be a “discovery call.” It should be a 15-minute “give you the chance to ask the one or two teeny questions that my marketing didn’t happen to cover” type thing, or a “see if we like each other enough to spend time together for 3-6 months” type thing.
But they should be well-informed about what you do and how you do it before any call, so that they’re close to being ready to make the decision.
It was such a game-changer for my business to change how I do the sales process so my marketing is front-loaded with all the information prospects need. I no longer have to worry about handling objections. Good thing, because I was crappy at it anyway. 😉
If you want $350K+/year as a solopreneur in part-time hours, the above is a giant piece of that equation. Hint, hint.
It’s also a giant piece of the equation if you have a team and want to scale to a million or multiple millions. Let’s just say that if you have people to help you, you should be doing SIGNIFICANTLY better than I am revenue-wise. 😁
If you have questions about any of the above, just comment here and ask!