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we're talking all things discovery calls today and one of my favorite things about being a virtual assistant or freelancer is that you get to work with who you want to work with so i want you to keep this in mind as we're talking about discovery calls today is that the discovery call is not just to convince that person to work with you it's to actually decide if this client is going to be a good fit for you and your lifestyle is this a person that you want to work with so just keep that in mind now i'm gonna be sharing with you my secret sauce for how to land discovery call clients in today's video let's get to it [Music] if you haven't met me my name is abby ashley and i teach aspiring virtual assistants how to launch grow and scale their businesses from scratch so if you're interested in working from home living that freedom life this is the right place for you go ahead and subscribe to my channel and click the bell to be notified every single time i release a new video which is at least once or twice a week hey i know i just met you and this is crazy but here's my zoom link let's discovery call each other maybe all right in this video i'm going to be sharing with you seven steps to a perfect discovery call and in the very last step i'm going to be sharing with you a secret that's going to land you more clients in your calls let's get to it i feel like it's important for me to first define what a discovery call is if you are a virtual assistant or any kind of freelancer really you want to have a one-on-one call with a potential client before deciding if you're going to be a good match before deciding if you're going to work together so yes this is a call for them for them to learn about you and your services and your packages and how you work but it's also a call to decide if you're going to enjoy working with this potential client so keep that in mind don't be afraid to ask questions that you need to know before agreeing to work with somebody also i would say trust your gut when you get that feeling like oh i just don't think this is gonna be a good fit i've done it before i've gone down the road of working with someone that i just knew it wasn't gonna work and it didn't work so keep that in mind as you are going through this discovery call process all right so i'm gonna get my handy-dandy whiteboard oh wow all right step one is to research this is one of the most vital steps i would say in your discovery call is the work you do before the discovery call you do need to research the client check out their socials check them out on instagram see what they're doing on youtube or wherever they are creating content look at their about me section and just learn a little bit about the person it's gonna help you in a lot of different ways number one it's gonna help you learn more about their personality if you have a commonality there's something really exciting when you say oh i saw that you have two kids i have two kids also i saw that you have a dog i have a dog also there's something that connects a person to another person when you have a commonality so see if you have any commonalities another thing that you can do is to check out areas that you may really be a help to them maybe they said on their instagram story that they are really really struggling with invoicing maybe they mentioned something that you're like oh my gosh they want to start doing facebook ads i know how to do facebook ads so check that out see if there's anything that you can really be a big help just by researching them ahead of time step number two create your call outline now you might not know how to create a call outline just yet that's okay that's what we're going to cover in this video but what's important is that before the call actually happens is that you have an outline in front of you written down you say okay this is how the call is going to go these are the questions i'm going to ask here's what i'm going to present so you just know where you're at in the conversation it's like a map and you're going to follow that map in order to lead to the destination you want which is the client saying yes all right step number three you're going to start the call by sharing the agenda all right you've already made an outline of how the call is going to go and whenever you start the call this is how i want you to start it i want you to start it by saying hey i'm so excited that you and i were able to get on a call today here's how this call is going to go first i'm going to let you talk about your business i want to hear all about you and what you're looking for then i'm going to talk a little bit about how i work and see if we could be a good fit and if we decide that we're going to be a good fit then we're going to end the call just with what our next steps and how we could work together does that sound good to you going ahead and leading the conversation is going to put them at ease because they're going to instantly know i don't have to do this this is i'm a participant in this and i don't have to steer the ship and that is just going to help put their guard down and make them feel like man this person really is an expert and knows what they're doing and that's exactly what you want if you've done a discovery call before do you set an agenda i want to know if this is something that you've already done in the past or that you're going to start doing in the future let me know in the comments all right so step number four [Music] you want them to do some talking so start out the conversation in your discovery call with first i would love to hear about you tell me about your business especially ask them tell me why you love what you do get them to talk about their passion anytime that you can evoke some emotion from them it's a good thing they're going to feel again more connected to you more connected to their business and aligning with their mission seeing that you're passionate about the things that they're passionate is going to make them want to work with you so ask them about why they're so passionate about what they do right you don't have to jump right into the problems get them talking about the things that they love first so tell me about you tell me about why you started this business and why you're so passionate about it is a great opening question and then you want them to keep going a little bit more so ask them all right tell me a little bit about some of the struggles that you're having tell me a little bit and if you already know they're needing a copywriter say why is it that now's the time to hire a copywriter what is it that you're wanting to have that you don't currently have in your business actually get them to talk about the struggles and the pain points before you ever offer a solution one of the things that you're going to do is you're going to paint a picture of what it would be like in order to work with you so another question that you can ask is what would you love to see let's say you're a pinterest manager what would you love the results to be with your pinterest account six months from now or what would it feel like if you could have a pinterest that was totally managed and growing without you ever having to do anything with it and go ahead and before you paint the picture of what it's going to be like to work with you have them paint it first ask the questions so that you can come in and support their dream support that journey from a to b you can see a really clear picture of what the b is so that you can be the fulfillment of that alright so that leads us to step number five solve their pain points once you've gotten a clear picture of what they're wanting in that working relationship with you you have a clear picture of why they're passionate about their business now you can say this is so incredible i'm getting a really clear picture about how we could work together is it okay if i share with you now how i work and then they'll say yes right engage them in the conversation and then you can go into well here's how i would actually go about solving those pain points so if they shared how they're struggling go ahead and share the step-by-step method on how you would solve that pain point i don't think it's ever too much to actually share the secret of how you would solve it because you're going to be doing the work for them and sharing how you will do it will actually show them that you're the expert so don't be scared about saying all right first step we're going to xyz second we'll do this third we'll do this the more you can come off as an expert and that you know this is a step-by-step process of how i'm going to get you from a to b it's going to give them more confidence in you so share that process and then you could ask them the question like is does that sound like something that would be helpful to you does that sound like it would be a good fit for what you're looking for then if they say yes you're going to actually share about your pricing about your packages about how you work day to day here's how i take in projects here's how we'll correspond with each other here's how i'll let you know status updates of how your project is going right so you want to share all of that in this section where you are solving their pain points all right step number six all right it's time to talk about money yes i do suggest actually talking about the finances on the call not just that i'm a huge fan of having your prices actually listed on your website or at least having a pricing starting at xyz one of the biggest objections that you may get on your call is pricing whereas if this person knows ahead of time what that ballpark range is of what your pricing is you're not going to waste your time on a call with somebody who simply can't afford your services no matter how amazing that they are right so that's why i'm a fan of going ahead and letting people know ahead of time at least the ballpark range of what your services are on your website or in your portfolio so just a little pro tip there for you now you do want to talk about pricing and get down to the nitty gritty and one of the recommendations i have as well when it comes to pricing is if someone objects your pricing don't lower your prices hear it again don't lower your prices if anything maybe have another smaller package that comes with less things but still equates to your hourly rate but they're just getting less for it that you keep secret that maybe isn't on your website that you could go down but you don't want to actually ever lower your hourly rate you need to stand firm in your prices right so go ahead and share your pricing and your packaging and then talk about it right there on the call which actually leads me to step number seven and this is what i would say is my secret sauce so congratulations you made it to the last step is to close on the call now this can be really scary but if you've done the other steps and you have an outline in front of you you can simply write down the question does this sound like the solution you've been looking for and wait and i know that that can be really really scary but if you prep it ahead of time you have it written down it promise it really will get them to actually say well i'm going to have to you know look into it or hear my objections or they might just say yes which is what we want right so if they're like i'm going to have to think about it i would also recommend asking the question what could make this an absolute yes for you today again it's a scary question to ask it does get more comfortable over time but if you ask that question you have it written down you can just ask it and then wait a lot of times they will share with you actually here's the part i'm struggling with it is the pricing or if i'm not actually sure that you know this part of your package is a good fit for us because we already have that part you'll actually get to hear what is happening so that you can continue that conversation on now if you can get them to a yes on the call perfect my recommendation and again this is the secret sauce is to go ahead and have a contract and invoice ready for them that they can literally sign right there on the call so you can say all right i'm sending over a contract right now let's just make this thing happen so we can get started on monday right and so if you can do that awesome if they're not ready for that i don't want you to pressure them into that that's not what we're about however rather than just saying i'm going to send you the contract and invoice which you should do after the call obviously go ahead and say let's schedule a follow-up meeting because again actual physical time and place to keep them to that commitment of continuing the conversation is always going to be to your benefits so if it's a monday you can say hey i'm going to send you the contract and invoice after this call which you should do and then say let's go ahead and schedule a call for maybe this thursday or friday so we can follow up going ahead and doing this again it's just solidifying that next touch point and it is going to so dramatically increase your conversions if you have that scheduled follow-up already planned which of these seven tips was your favorite go ahead and let me know in the comments below and maybe your problem isn't actually on the discovery call maybe it's just that you can't get the clients to even sign up for a discovery call because you need actual leads if that is you you should check out my free training it's called become a booked out virtual assistant inside of it i share three secrets for getting clients and there's literally been a ton of people who have watched this free training and gone out and gotten their very first client just using the free tips that i have inside of it so check it out thevirtualsavvy.com bbo i'm done with this marker board wow that worked how about a husband oh he is good-looking okay yeah i figured