Are you a coach struggling to feel confident and authentic during Discovery Calls? Do you wish you could connect with prospective clients in a way that naturally leads to them signing up for your services? This one simple yet powerful strategy has significantly improved my ability to convert prospects into clients, and I am confident it will help you too. Let’s dive into it.
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The Importance of Connecting with Prospective Clients
Feeling self-conscious and insecure during discovery calls is a common issue among coaches. I remember when I first started aiming to improve my discovery calls; I realized its profound effect on my confidence and ability to showcase my talents. The desired goal is not just to convert prospects to clients but to establish a relaxed and authentic connection that makes the prospect feel understood and valued.
When you master this, you will leave your discovery calls feeling empowered and successful, having demonstrated your coaching skills and built a positive reputation. Conversely, if you struggle, you risk feeling discouraged and inadequate, missing out on the opportunity to convert prospects into paying clients and to showcase your talents.
The One Thing: Building Rapport
The secret to conducting brilliant discovery calls is building rapport. I learned this crucial skill during an NLP (Neuro-Linguistic Programming) certification course, and it transformed how I approached my calls. Many coaches feel nervous or insecure because they perceive a separation between themselves and the prospect, almost as if the prospect has all the power. This can be intimidating, but building rapport can bridge that gap and make the prospect a “real person.”
Rapport helps you get out of your own head and focus on the other person. It allows you to find common ground and relate to them, which in turn makes them feel more connected to you. Let me share a personal anecdote to illustrate this.
I was scheduled to do a discovery call with someone who held a very high position in a well-known corporation. As a Senior VP of Technology, everything about that role intimidated me. I took a deep breath and started practicing building rapport. In no time, I managed to bring this person down from that high pedestal and connect with them on a human level. We found common interests, and the conversation flowed naturally. That discovery call went exceptionally well, and we ended up working together successfully.
Coming from Love
A vital aspect of building rapport is coming from a place of love. You might be wondering, “What’s love got to do with it?”—and yes, I do hear Tina Turner’s voice in my head every time I say that! But the truth is, love has everything to do with it. All healing really comes from loving the client. This means not having judgments, being sincerely interested in their story, and, most importantly, being invested in their healing, well-being, and personal growth.
When you approach discovery calls from a place of genuine love and care, it transforms the interaction. Your prospective clients can feel your sincerity and commitment to their journey. This deep, heartfelt connection not only makes the conversation more meaningful but also significantly increases the likelihood of converting them into clients. They sense that you are there to support them wholeheartedly, not just to sell your services.
Steps to Implement Building Rapport
Now that you understand what building rapport is and how it can help you achieve a relaxed and authentic connection with your prospective clients, here’s how you can integrate it into your discovery calls:
Step #1: Mirror Their Mannerisms and Ways of Speaking
One of the simplest ways to build rapport is to mirror the other person’s mannerisms and speech patterns. If they are leaning forward, you do the same. If they speak casually, match their style. This subconscious mimicry helps create a sense of familiarity and comfort.
Step #2: Find Common Ground
Look for things you have in common with the prospect. This could be anything from shared interests to similar experiences. For example, if they mention a hobby you enjoy, bring it up in the conversation. This establishes a connection and makes the conversation more personal and engaging.
Step #3: Listen Actively and Reflect Back
Active listening is crucial for building rapport. Pay close attention to what the prospect is saying and reflect back their words. This can be done by summarizing their points or even repeating their words verbatim. This shows that you are genuinely interested in what they have to say and helps them feel heard and valued.
Step #4: Be Authentic
While mirroring and finding common ground are important, it’s equally crucial to be yourself. Authenticity builds trust. Share your own experiences and insights genuinely. This creates a more natural and honest connection, making the prospect feel more comfortable and open.
Step #5: Use Positive Body Language
Your body language speaks volumes. Maintain eye contact, smile, and use open gestures to convey warmth and friendliness. Positive body language helps in making the prospect feel at ease and reinforces the verbal connection you are building.
Conclusion
Building rapport can be the game changer you need to conduct brilliant discovery calls that convert prospects into clients. It helps you move from feeling self-conscious and insecure to establishing a relaxed and authentic connection with your prospective clients. Give it a try, and witness the transformation yourself!
If you enjoyed the blog and need some help converting more clients, download my 30-minute FREE Masterclass on how to make Discovery Calls Easy For Coaches.