Your exploratory, introductory, or discovery call (all the same thing:) is one of the most powerful tools you can implement in your Parent Coaching business. This is the moment that could turn a potential client into a paying client.
There are three phases of a call:
Let's dive into each phase so that you can master your exploratory call and book more clients. I am not going to talk about how to get clients on a call as I cover that in a lot of my other articles. Today I will only cover what to do once someone reaches out to book a call.
1. Preparing for the call.
Make it easy for people to book a call with you. I use Calendly, but there are other options out there.
To prepare for the call you will want to ask preliminary questions. Ask three questions to be answered when someone books a call. I add these to Calendly.
You can vary these questions to fit with your work, but the idea is to get to know who you are going to talk to, what their biggest concern is and what their desired outcome would be if they worked with you.
2. Preforming the Call
Always encourage a Zoom call as much as you can. Phone calls are ok, but there is a deeper level of trust and connection when you can see someone on the screen...at least until we can meet in person again! Calendly can be linked directly to Zoom to automate this process.
Start the call a couple of minutes early to make sure your tech and lighting are all working and set up properly.
Ask them what brought them here today. I know you already asked this when they booked, but lots can happen between booking a call and being on the call.
When they are done telling you about themselves and why they booked a call with you, you will know exactly where they are at and can offer them a quick win.
Quick wins are a great way to build trust and authority. If you can offer something to help them right now, imagine what you can do if they booked in to work with you.
Ask them if they have been coached before and if they understand the role of a Parent Coach.
This is a great opportunity to talk about the strategy or technique you use. At this point, I share my screen to show the potential client how I can support them. I have a 7 step blueprint that takes them from where they are now to where they want to be. Not sure what I mean here? Reach out for an Introductory call and I will tell you all about how this one strategy can increase your booking rates by 50%...or more!
Once you are done briefly explaining your path, ask if they have questions. Answer the question and then, ask if they are interested in working with you. This is the part that most Parent Coaches hesitate on. But not you! You will ask for the sale.
The next step is very important. Stop talking...and never talk over the potential client. Give them time to consider what you can do for them. I like to call this 'The power of the pause!' It allows your potential client space to consider your offer. Give it a try and see how effective it is for you.
I would love to show you this in action. Feel free to book a call with me at any time and we can go through this process.
3. Following up after the call
This is another commonly missed opportunity. The follow-up!
Calendly sends an email automatically, but I also follow up with a personal email the next day if they have not booked in.
Offer a link to a free Facebook Group or free download to get them on your email list. Ask if they would like to proceed. If not, ask if you can follow up in a month?
So much is left on the table when we don't follow up.
Hope this helps!