For many online experts with high ticket offers, filling up your calendar (and your bank account) involves speaking with potential clients on discovery calls. So how exactly do you go about getting these calls booked?

Break out that calculator

First things first, how many discovery calls do you convert? Take a minute and figure it out. Add up the total number of discovery calls you have, preferably for each month. Now total up the number of those calls that ended in a client signing up to work with you. Divide the total number of clients by the total number of discovery and then multiply by 100 to get a percentage. For instance, if you have 30 discovery calls and signed 15 clients, then you have a 50% conversion rate.

Now that you’re clear on your conversion rate, it’s time to determine how many discovery calls you need to reach your client goal. For example, if you need 5 clients a month, and you close 50% of your calls, then you need to have 10 discovery calls each month! Keep in mind, that as you get better at discovery calls, your conversion rate will probably increase.

Types of Calls to Convert

The type of discovery call you offer, is highly dependent on your business. This could be clarity calls, strategy sessions, mindset assessments, website audits, fitting calls, etc. Be sure to use this as an opportunity to ask potential clients if they want to hear more details about how you support your clients and then, share what you have to offer, how you can best serve them, and make sure you’re a great fit.

Simple Marketing, Big Results

To keep a steady flow of discovery calls coming in on your calendar, create a simple sales funnel with a free opt-in that leads to an opportunity to book a free call. Once this is established, it’s time to promote, promote, promote. 

Start by adding your freebie to your website, and then share it consistently on all social media platforms and by emailing your list. Look for opportunities to share this free resource in other groups, as the call to action in your own content or as a guest for others (blogs, podcasts, Facebook lives, etc.). Expand your reach quickly by running a paid ad campaign on Facebook or Instagram.

The more you promote the lead magnet, the more discovery calls will get booked in.