596 - How my client increased her discovery call bookings by 400%

Welcome to the Next Level Life podcast with Christine Corcoran. This podcast is made for the powerhouse business women who are ready to ignite their fullest potential. This is where we will dive deep into the mindset breakthroughs and sprinkle in some kick up the butt motivation so you can scale your business with confidence and clarity. Whether you're craving more income, impact or inspiration, this podcast will be your ultimate resource for all things next level. Listen in as we have authentic conversations with game changing female entrepreneurs as we reveal the secrets of what it takes to rise and thrive. So go ahead, ignite your inner fire and let's get you taking massive aligned action. Are you ready to elevate? Let's go. Welcome back to the podcast. Thank you so much for being here. Okay. Oh my goodness. September is absolutely freaking flying by and I wanted to share this next episode with you because it has been such a phenomenal opportunity to support this incredible client. I love working with this client and I wanted to share with you how she has increased her discovery call bookings by 400% and then her conversion rate is now at 70% based on the new strategies we've put in place for her. And so I want to share those with you today. And also because it is September, I want you to know that the doors to the Next Level Mastermind are opening. We start at the end of September, so the 30th of September, we kick things off. The welcome ceremony is on the 10th of October. And so if you are an established business owner, if you are in a service based business and you are feeling like it's time for your next chapter, you feel like there's something more out there and you want to strive to level up, you want to become the go to person in your industry, you want to expand, whether that's your team or you want to expand your impact, your income, your freedom, and you want to start leveling up, then this is definitely for you. So, so whether that's building on what you already have or creating a scalable offer to launch, then this is definitely something that's going to support you to level up with the high level of support, accountability, one on one coaching, masterminding and in person days. This is about leveling up your business and changing your identity in the process of doing that. So it's about stepping into your CEO shoes, right? Stepping out of the operator shoes, of just doing all the work in the business. It's about working on your business and expanding your business for more. So if that feels like something you're in need of, then definitely add your name to the wait list. The link is in the show notes below. And then I'll be in touch to see if this is the right fit for you. All right, so let's talk about this client. So when she first came to me, she was stressing out about where she was going to find her next client from. We spoke about the channels of where clients have found her in the past and we spoke about her strengths because I am such a big believer of really working on your strengths. So then you feel confident and comfortable moving forward and doing things to expand your business. One of the things that I wanted to put in place for her was building a high performing leads list. Now I did a whole episode on this a few weeks ago, possibly two months ago, because what was happening is that she was having inconsistent income and one of her best ways to convert clients was definitely on a sales call. And so she felt confident to a certain extent on her sales call call, even though she hadn't been converting very much recently. And so she was like, I love talking to people, I want to get to their story and I want to find out whether they do need what I have to offer. So she was really genuine and authentic in the way that she was approaching her sales calls. But there was just a couple of missing pieces that we really needed to improve in order for her conversions to increase. So I want to share those with you. She increased her discovery calls so much so that she's now filling her programs and it's a much easier and more enjoyable part of her business because she's like, now I don't have to stress about where money's going to come from. I don't have to stress about where my next client is going to come from because one, we have a strategy to book those discovery calls and we have a strategy for her to convert clients on the call. So this is where it started to improve. So firstly, I got her to start tracking where people were coming from and also tracking her conversations. One of the biggest things when it comes to booking more people on discovery calls is starting more conversations. We get so caught up in doing so much content and, you know, doing all the 50 million things in your business. But when you prioritize developing conversations, you're more likely to actually book more discovery calls if you have that intention. Plus, you've got to put a strategy in place with regards to converting just conversations and turning those conversations into people who are ready to have a call because just like, just because you're having a Conversation and an offering a call doesn't mean people are actually going to jump on it. Okay, so it's a couple of different key pieces there. Then I'm going to touch on all three. Okay. First one is starting conversations and developing conversations to turn them into a discovery call. So we really want to explore the human behavior with this, because not everyone is going to have a DM with you, is going to be ready for a call. It's up to us as the business owner to nurture that relationship, to guide them to that as if that's their next best step. Right. We're not going to offer it to absolutely everyone. We're going to explore it and see whether it's something that they need first before we offer it. So one of the things she did was started to actually bring it back to what was really important and the goals of her clients. So we wanted to make sure that she was having really genuine conversations and starting conversations and nurturing those conversations. So there was a reason for her to offer a call. So this is where the conversation sometimes can be a bit difficult, because sometimes you get stuck in your head and you're like, I don't even know what to say. I don't even know what to ask. And this is where you've got to improve your sales process, because when you improve your sales process, you know what to say next and you feel comfortable asking those questions. And one of the things was her recognizing that she couldn't help someone if it was just in a dm. Right. It had to be an opportunity for her to work with them in much more depth. And that's where she's going to have the biggest impact. And so she had to move away from solving the client's problem in a DM and making sure that she got on the call with them to give them the option to work on their themselves and work on themselves within this program. And she knew that that's where she was going to get the biggest transformation. And so what we wanted to do is stop serving so much on a sales call and making sure that she was actually unlocking what was important for the client and finding out the value for the client and then making sure that she was converting the right clients. So it's so hard because I'm trying to preserve this client's privacy without giving too much information, but I'm trying to give you, like, the strategy behind it. So basically, we started firstly with Instagram conversations, generating the conversations from her stories and from the stories that she was telling. And then Driving those conversations into the DMs, having conversations with people. Some conversations obviously led nowhere that was okay. And then those conversations that were warmer, she then added those to her high performing leads list that she could then refer back to. So she knew what conversations she was having having and she could nurture those for further down the track. Because we was able to pull her out of a little bit of scarcity because she was in a little kind of state of, I need to convert people now. Once she converted a few, she was like, okay, I don't have to stress so much. I know how to do this now. And so now she's like not putting any pressure on anyone. And if the client doesn't feel ready and if she feels that the client doesn't feel ready, then she can just back off and just continue to nurture that conversation. And that client might convert next month, right? And the month after, which is great. So she approved those conversations. We made sure that she stayed present and stayed conscious of the purpose of that conversation. So the purpose of that conversation in the DMs was to uncover whether the client had the problems that she knew she could solve. So we needed to uncover a few more of those problems. And then we could then offer and invite that client to then come on to a sales call. So she offered these discovery calls. Clients would jump on the discovery calls. And again, we had the sales process fully scripted out so that she could follow the sales process. And one thing that she recognized was there was two things. One, she was doing too much coaching on these calls and she wasn't actually uncovering the real need and the reasons why. Now working on that was really important to the client. So once we got to the nitty gritty and actually got to the core reasons why they needed to work on this, the secondary part was giving a timeline, right? Because what was happening is that she was kind of leaving the calls and then going, okay, great, if you want to sign up, I'll send you a link and when you're ready, you can sign up. And there was this kind of like delay that was happening with their clients. And so what we did is actually worked on improving the way that she communicated the next steps and gave them a timeline so then they knew when to sign up. Once she did that, then the sign up started to come hard and fast, which was awesome. And so now she has a process of like, okay, now I know how to attract the right clients, convert those clients into conversations and dms, and now also then convert clients on the dms. Into the program so then she can absolutely do her magic and solve their problem and search them at a really high level. This was honestly so amazing to see and it's evolving even more. So she's now putting this into, into process of making sure that she's staying consistent with it because this is what's really key. You can have consistent sales in your business if you're following sales strategies and you're following and you're staying consistent with the sales activities within your business. So if you're doing those on a regular basis, then you will always have a leads list that's going to be high performing. You'll always have people to follow up with and conversations to be had. Right. And so when you allow yourself to stay consistent with that, because this is where it gets inconsistent as we get caught up in doing 50 million other things and we forget to do the most important key pieces of your business. So it was the consistency, it was making sure they share the timelines in place and the process in place. Then now she feels super confident knowing where her clients are going to come from, how she's going to convert them. And now the big, big goals that she has and big plans that she has for the next year, she now feels confident to work towards those. So that's the big difference, right? So it's about knowing sales, knowing the sales process, having a plan in place and following it, following it and staying consistent with it. Now this is just one strategy, right? So we haven't even worked on this next strategy we're going to be working on in order for her to scale that because she has a group program. And so we've been working on just getting some more runs on the board so she can feel confident. And it just changes, you know, pulls you out of scarcity so you're not stressing about it. And now we can start implementing and we've got a bit more of a Runway. It's probably the best thing. So having a Runway of like two to three months of clients coming through and paying invoices and that way you've got some money coming through the door and you're not stuck in scarcity. Now we can focus on some bigger strategies where she can take away so much of the legwork and so we can learn to sell in other ways. So we're going to be talking through that really soon and starting to think about how she's going to have to shift elements of her messaging, starting to build in new sales systems so then she can sell on a bigger scale. This is where we have when we have one too many offers. There's so many things that can happen where we go from knowing how to confidently sell one to one, but when we sell one to many, the approach actually changes. And so this is why I'm running my scaling sessions this week. And so if you are in the process of wanting to scale your business and you know, you not really sure how you're gonna do it, or you wanna make sure you've got the business model that's gonna serve you, your lifestyle and your personality, then come and join me for those. It's called the Scalable Business Masterclass and Playbook. And then when you sign up, you get access to my 1516 page document, which is my playbook. So how to actually scale your business. So if you want access to that, definitely register. The link is in the show notes below. So scaling on that next level start the approach actually has to change because your sales process goes from being one to one and talking someone through the process and actually learning to utilize the same process but online. And so this is where you've got to do it. Through consistent content, your email list and making sure that you're guiding clients from not being ready for the solution, to get them ready for the solution, to have them be aware of the solution you're about to offer, to get them into the decision making process for them to be ready to make a decision to buy or not buy. So ideally you want to make sure the one you're attracting the right clients. But also when you're guiding them through the decision making process and converting them, they are the right clients as well. Because this is the other challenge that happens is that you can either, you know, scale and then you just bring a whole bunch of random people into your programs, but you want to make sure you've got the right people, right? So this is where the approach for scaling en masse changes and we've got to start to learn to actually change a few things. So what you would normally do in a sales call, you know, you're uncovering the client's value, you're unpacking what's really important to them, you're helping them see why they need to invest in this now. And you're serving them by sharing why you're the perfect fit for them, why you are perfectly positioned to serve them, because you serve so many clients before. We've got to learn to actually communicate a lot of that online. And so this is where it starts to change because not everyone is going to see Every piece of content. And it's about how you build a sales system into place. Because if you just rely on your content to sell it, you're really leaving a lot of your income up to chance. Whereas what we want to do is we want to funnel people into a sales system. So then there is a level of interest. And so you're already getting people that are like, saying, hey, yes, I'm interested in what it is that you sell. And I'm, you know, putting myself my hand up and basically saying, hey, I might want to know a little bit more. And then we're nurturing them and guiding them to buy if it's the right fit in the right time. And not everyone is going to see your content or be in the sales system. It's not necessarily always going to be the right time. So we want to be okay with that. But that means we also have to really look at the data and the numbers because you have to have the right amount of people on your sales system to convert at the right number in order for you to get your goals. So this is where it starts to become a little bit more complicated, but worth it because then you can actually go into a process of selling one to many rather than just one to one. So if you want to learn how to do that, come and join me for the scalable business masterclass and playbook. So excited for this. There will be replays, so if you don't have access to be there live, then you will definitely get access to the replays. On day one, we're talking all about building your scalable business. And then on day two, I'll be doing live Q and A and hot seat coaching. So when you register, there's a question there that I ask you about. Just sharing with me. What's your number one question when it comes to scaling your business? I'm gonna be answering all of those questions on day two, so come and join me. It's going to be such an amazing couple of days, and if you have any questions about it, please feel free to reach out. Otherwise, I hope you enjoy the rest of your week and I'll see you really soon. Thank you for listening. And if you found any value out of this episode, make sure you hit the follow button so you get access to the episodes as soon as they are live. And make sure you come hang out with me on Instagram. You can find me at christinecorcorancoach. Have an incredible week.