If you’re a service based business – it’s likely people want to talk to you before deciding to hire you. That’s great – someone willing to hop on the phone to talk with you is already invested in you and working together, and yet, I see a lot of business owners struggling to make the turn from helpful person to expert professional, and land the client.
Today, my client conversion rate is 85%, but it wasn’t always like that. In the short video below I walk you through my signature approach to intake calls, laying out exactly what you can do to convert your intake calls to paying clients. This is the format and process I use for all my calls.
Don’t have time to watch the video? Here are the steps you should follow.
- At the top of the call, explain what’s going to happen and desired results — in my case, deciding to work together or help them find the right person for them.
- Let go of your emotional attachment to the outcome. Aka the “don’t make it weird” reminder.
- Do what you say you’ll do, which includes talking about the money, especially if you said you would. Your potential clients are keeping a sharp eye to see if you walk your talk. If you said you’d talk next steps and price point at the end of the call, you need to do that. If you need help making it easy to pay you, check out this article.
- Leave them with a clear next step. Do they need to pay you? Fill something out? Will you send them a proposal? Make sure that the next step is crystal clear and that you follow through on it.
Did this change how you approach your intake calls? I’d love to hear about it in the comments!