This week’s blog post was inspired by a question I received during a recent webinar.
How do I conduct discovery calls before I have a product or package to sell?
This is a great question and one I believe has kept many business owners, me included, from generating income sooner. I can remember spending hours on the computer creating my first coaching program. That amazing program is still filed away safely on my computer. It hasn’t been used ever.
Why? Because it was what I thought my ideal client would need versus what they asked me for. Thankfully, I didn’t spend a lot of time creating a bunch of products and services using that methodology.
The steps shared below can be used whether you’re just starting your business or if you’ve been in business for several years. I use these exact steps to get paid to create products and services for my ideal client.
- Explore their needs – approach the meeting to gather information and assess the potential client’s needs and challenges. That means, ask questions and listen. The more you let the potential client talk, the more you’ll know about their challenges, what’s important to them and how you can win their business.
- Do they fit – if you believe the client is a good fit for your services, schedule a follow up meeting before you leave the initial meeting. During the second meeting you are reviewing the proposal and addressing any questions or concerns the client may have. This is really important because if you simply email the proposal without a meeting scheduled you may lose the client’s business.
- Get paid – once the client says “yes” and signs the proposal, now you create the product or service you presented in your proposal.
We see this happen many times, in some form, as we go about our daily lives. Here’s an example, you decide to go out for dinner. You sit down, they present a menu (that can change depending on the season and what sells and what doesn’t), you ask a few questions, the server presents the best option and you say ok. Then shortly thereafter, your order is delivered as requested.
Following the process presented above, will save you time and make you money, sooner. Now, it’s your turn – go explore how you can best serve your clients needs.
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