The Real Reason Discovery Calls Make You More Money
The real reason discovery calls make you more money
By now you know I love getting couples on the phone. Not because it’s fun to talk to potential clients, but because it’s so important to booking more clients. Discovery calls allow you to:
- Connect with your clients
- Learn more about what’s important to them
- Find out where they’re at in the decision-making process
- See who all is involved in choosing vendors
- And, yes, share information about your services
Don’t get me wrong, these are all really important to the sales process. It’s one of the biggest contributors to converting the business.
But that’s not the #1 thing you do on a discovery call
It may come as a surprise, but the primary purpose of the first call with a couple who inquires isn’t to discover what they need.
No, it’s actually to help them discover what they need.
Read that again. You have to help THEM discover what they need.
That’s because most people don’t have a clue what they need. Especially when they’ve never done something before. You know, like…get married!
How you can help them
Imagine you this scenario:
You’re standing on a corner in the middle of Tokyo. Hordes of people are all around you. Stores Signs are everywhere but you can’t read Japanese. You need to find your way to the hotel before 10pm or you lose your reservation. Not the way you hoped your vacation would start.
Panic.
You’re overwhelmed, bombarded with information, can’t understand much, feel pressured to make the deadline and just want to start the fun part of your experience.
The translator becomes a BFF
Out of nowhere a kind woman comes over to you on the corner and says in perfect English, “You look a little lost. How can I help?”
That person has two cracked ribs (from you hugging her so tightly) and one new best friend.
Yep, you guessed it. That’s what you are to most of your clients. You’re the translator. The helpful person who:
- Tells them what to consider
- Shows them how to ask the right questions to get the best information
- Frames their understanding of making a good choice
- Reassures them it’s okay to question what others have told them
- Gives new perspectives to consider
- Offers fresh ideas on experiences and décor for the event
- Reminds them the importance of all the days leading up to the Big Day
- Sets herself apart from all the others by giving, not asking to get something
What do you do in your next discovery call?
Guide them to learn something about what’s important to them. What they want. What they need. What they can and cannot do without.
The wedding pro who helps a couple discovery what matters most and how to get it is more likely than not the one who’s going to win the business.
Will that person be you?
I hope so…
