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How to Close 50% of Your Discovery Calls (or More)

Most freelancers only close 10-30% of their discovery calls. I’ll show you how to close at least half. These tips will bring you more revenue immediately!

 

RAW TRANSCRIPT:

Hello, everyone. Welcome to another episode of Freelancer school. I am Mike Vulcan. And today we’re going to be talking about how to close more than 50% of your discovery calls. Now, a discovery call is when someone comes to you with a project and they’re just now for the first time talking to you, they may have exchanged a couple emails with you. And you’re also evaluating them in a sense to see if you can do the work and see if there would be a right fit for you. So that’s a discovery call. So how do you close more than half of them because on average, a freelancer closes between 10 and 30% for my experience, but I close way more than than 50%. So I’m going to show you a little some of the strategies that I do. The first thing

have to do is get targeted because if you have bad leads coming in, then you’re never going to really have a chance to close those calls. So get targeted before you get on the phone with them, you should have a really clear idea of what you’re going to be doing for them and what type of company they are or person that they are to make sure that’s at least a match from a higher scope, a higher level perspective. Okay, the discovery calls for you guys to kind of drill down to exactly what needs to be done in timeline and money and all that good stuff. So my first tip to you is get started bringing the right people to get them on the phone first. And a lot of times that can be mitigated by just good email exchange before you even get on a phone call. Okay, I know freelancers who just try to hop on the phone no matter what with anybody who wants to talk to them. That is the huge time waster. My second tip is small talk. It has been proven through science, through many studies, that small talk will at least 15 seconds of it will convert higher than not having small talk and I don’t mean like

How’s the weather out there? I mean, that’s, you know, just talk a little bit about who they are. ask them some questions about their area, or something they’ve worked on how their week was, you know how their company’s doing something like that. Don’t just jump right into Hi, this is Mike, thanks for calling. Tell me about your project. I mean, that would be

not a very good converter. It’s more, it’s way too corporate to talk like that. And you want to create a relationship with someone not just on a work level, but on a personal level to some extent. So the two tips so far is get targeted and start the conversation with small talk. Then you want to always make sure of your attitude, your energy should match their energy. It should be polite. You should always be polite. So be Don’t be overly polite, but at the same time, you know, don’t be fake in politeness, but you know, always say please always say thank you, let them talk, do not talk over them. Just general standards on what you would consider someone being polite to you. You should be polite to them, but one of the biggest factors when

I’m hiring freelancers is to really listen to their attitude. If they’re very low energy, if they seem like they don’t care, if they seem like I’m just going to be another client, like, I will not continue on with them no matter how skilled they are, if I can’t get on the same page with them from a personality standpoint, I don’t want to give you business because there’s plenty of other hungry freelancers out there who can do the work. Okay.

Another tip, take a genuine interest. I can’t stand it when I give a very general overview of my project when I’m hiring a freelancer. And you know, there’s so many questions that need to be answered. And I say so. Do you have any questions? They’re like, No, no, no questions. It’s like really? Okay. Can you repeat the last thing I just said like you can just tell they’re not listening. So take a genuine interest and ask questions. ask good questions. That means something not

not standard generic question something specific to their project. Okay.

Another tip goals. So many freelancers on the phone would never ask what a measure of success. You know how

Do you measure success? What are your expectations? What are your timelines? These are general things you need to be asking for every single project you take on. Ask about a measure of success. Ask about expectations, and ask about timelines. Okay. And the big thing, the big problem that freelancers have is ghosting, that’s when a client doesn’t get back to you. Alright, so you might get a great call. I’m sorry, a prospect doesn’t get back to, you might think you had a great call, you think that it’s in the bag, I keep this close clients just ready to sign on the dotted line. I’m gonna have a big project coming up. This guy’s great. And then boom, crickets on their end, right? How many times if you’ve been through that? Well, I’m going to tell you how to get rid of that. You want to prevent ghosting, that’s my last tip here. So what you want to do is follow up. When you’re on the phone call someone you follow up the very end of the conversation to be, hey, I’m going to deliver something to you for free. And it’s going to be something of value to them, right? So you might be giving them if you’re a graphic designer, you might be giving them a sample. It might be a watermark sample. If you’re

Writer, it might be like a little, you know, abstract paragraph of what you’re going to ultimately deliver. But the bottom line is it should be something of value to them. And then you have to ask it’s the principle of reciprocity is when you give something to somebody, they’re more likely to give you something in return. But if you don’t ask that, then you won’t get it. So with all of my projects, I give something for all with all my prospects, I actually give something at the end, I follow up with them with some notes. I’m going to say Listen, I’m going to follow up with you. I’m going to I’m going to outline this entire conversation, and when a bullet point all the high level stuffs, but I’m going to ask you in exchange for me doing that, will you give me your feedback on what I send you to make just to make sure all my notes are correct, you know, and then if your designers say, Hey, listen, I’m going to give you a sample of a couple ideas that I have for your project, but I’m just asking, What do you like them or not? I just need your feedback. So at least that continues the conversation that prevents ghosting almost immediately. 100% If you give somebody something they are more likely to give

something in return. But if you just follow up, hey, what do you think of our phone call yesterday? Hey, you ready to make a move like you’re never gonna get a response from them unless they’re absolutely interested in it moving forward with you. So always you can prevent ghosting by doing something of value and then asking for feedback in return. Okay, so I hope this all helped. Good luck.

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