Trying to turn potential leads into clients can feel like a high-stakes Champions League final. You play your best, yet sometimes, the client slips away just as you're about to score the winning goal.
There you are, picturing the cheering crowd as you hoist the contract trophy. But the ref blows the whistle, leaving you with a glaring "0" on your side of the field. Where did it all go wrong?
It's time to lace up and adjust your strategy. Here's how you can bag the game-winner during the final minutes of your discovery call.
1. Tackle doubts head-on
An open playing field is key to any match. Same for your discovery call. Invite your clients to voice their hesitations. This gives you an opportunity to tackle their concerns head-on. And if they don’t have any? You're reinforcing their trust and making them aware of it.
Try this: "I'm eager to bring my skills to your team. Are there any areas where you need further clarity about my potential contribution?"
2. Unique play
In the freelancing league, you compete with plenty of other free agents. Likely, they're all serving up the same worn-out strategies. Don't just be another player on the pitch. Be the star who scores the spectacular overhead kick.
Here’s a new move: "The traditional advice would be to <insert common advice>. I used to believe that too. But then I realized that's just the start. What we need to focus on is <insert your unique solution to the problem and your perspective>."
3. Paint their victory lap
Every team wants their own Messi, someone who steps up and delivers when it matters most. That's exactly what business owners are scouting for. Shift their attention to the post-match celebration they'll host once they have you on board. And subtly remind them of what’s at stake.
Ask them: "If you don't solve [the key issue/problem], what's likely to happen? Instead, if you achieve [dream scenario], what would that mean for you and your business?"
- Use this template in your next discovery call: "The traditional advice would be to <insert common advice>. I used to believe that too. But then I realized that's just the start. What we need to focus on is <insert your unique solution to the problem and your perspective>"
- Here’s an example: "The traditional advice would be to prioritize reach and impressions in your marketing campaigns. I used to believe that too. But then I realized that's just the start. What we need to focus on is engaging your target audience with personalized messaging and creating meaningful interactions. This approach often leads to higher conversion rates and brand loyalty. Shall we discuss how we can tailor your marketing strategy to prioritize engagement and personalization?"
About Susan Rov
Susan traded cocktails and lattes for words that move. As a copywriter on a mission to end boring, she brightens brands and makes an impact. Number 463 on the list of fiction readers left standing, you'll find Susan at sunrise—running, writing, and wondering how to change the world next. That drive led her to become a founding team member of BRIL.LA.