In this Podclass, I am joined by the founder of Claritylab.co, Forest Linden, who shares his insight and unpacks 11 pillars to conducting a winning discovery call that turns prospects into ideal clients. Forest also talks about how he sells his packages right from that first discovery call.
Podcast Outline:
0:00 - Opening thoughts
1:03 - Introduction to Forest Linden
2:58 - Forest tells his “Freedom Story” and describes his business lifestyle.
- 7:01 - The benefits of Forest’s flexible schedule
8:19 - Introduction to Topic: “The 11 Pillars of Winning Discovery Calls”
- 9:33 - The background to these concepts
- 10:44 - Pillar #1: Come from a place of compassion and wanting to help people.
- 11:36 - Pillar #2: Be authentic and as transparent as possible. (i.e. Be a good person.)
- 13:28 - The importance of confidence and natural conversation
- 14:19 - Pillar #3: If you get nervous about calls before you do them, focus on what you can give, not what you can get.
- 14:31 - Pillar #4: Put your prospects’ needs to solve a problem above your need to make a sale or get hired.
- 18:13 - Pillar #5: If possible, tell stories about how a client has worked with you and how your work with them allowed their business to transform.
- 19:19 - Pillar #6: Give people a feeling sense of what it’s like to work with you.
- 20:08 - The impact of storytelling
- 21:44 - Pillar #7: If you’ve been working with people long enough to have a good awareness of what their major objections will be, find ways to address them in the call.
- 24:52 - Pillar #8: Paint the picture of negative situations you can help people avoid (loss aversion).
- 27:42 - Craig shares a real-life example of this pillar in action.
- 28:28 - Pillar #9: If possible, give something away for free.
- 31:32 - Concerns and advice regarding free giveaways
- 34:22 - Pillar #10: Be willing to say no when a client is not a good fit.
- 35:51 - Pillar #11: If there’s a way to do this where it’s authentic, let people know that there’s a reason they should hire you sooner rather than later. (i.e. Create some authentic tension.)
38:33 - Recap of the 11 Pillars to a Winning Discovery Call
39:30 - The importance of being a good person
41:01 - Closing thoughts
Resources and tools discussed in this episode:
Clarity Lab: https://claritylab.co/
Slack: https://slack.com/
Zoom: https://zoom.us
Kajabi: https://kajabi.com/
