Being an introvert isn’t a bad thing!
I’m likely one of the most introverted people you’ll ever meet and being an introvert running my business is something that I had to figure out ‘HOW TO’ over time. Making it more enjoyable and fun are two key things I’ve implemented into my running business routine, and this is also something that I love helping other people with – finding better ways to run your business as an introvert.
One of the most stressful parts of finding new clients for us, introverts, is usually getting through the discovery calls and signing the new clients.
I’ve found that the best way to go around this is good communication. Discovery calls are inevitable with some clients, but you can eliminate them by listing most of the key points through the email or chat on social media before you go about scheduling a call or meeting in person. This will save you unnecessary stress for calls that aren’t going to happen or convert into clients.
Although if you do have a discovery call, here are some tips on how to prepare and convert potential client to your new client.
Get Yourself Ready
Eliminating stress factor can be very helpful for you to feel more comfortable, so I would definitely recommend you to get yourself ready 5-10 minutes before the call, so you don’t have to worry about any last-minute tech issues, your ZOOM updating (hello Zoom life!), or anything else that will add more anxiety into an already anxious experience.
Another way to get ready is to have a list of questions prepared that you need answers to in order to figure out a package, plan, or if you are a fit to work together. You can also send out the questionnaire prior to your call, to get more information about your potential client, which can help you be more prepared and have a better understanding of what they’re looking for to compare it to what you’re looking for.
The person on the other end is human, and they understand you are too! Don’t worry if you stumble upon your words, or you have a blank moment, things happen. Just be yourself, your personality and your vibe will be your selling point. At the end of the day, if it’s the right client for you, you will click and they won’t mind your introverted side of you. Discovery calls are about making sales or getting a potential client on board, but it’s all about finding the right people to work with.
Have a Clear Structure
Write some key points that you can talk about during your call. Small talk at the start is something that you might struggle with the most. Have a few questions ready, so you don’t end up rambling about something totally unrelated forever. Think about the questions that people usually ask you or things that you want to ask your potential client. By noting these down, you’ll eliminate the awkwardness and you will feel more comfortable.
Have your Limits
This step is IMPORTANT! Always have your limits set. What I mean by that is allowing yourself to have at least 30 minutes between the calls, so you can either use it for going through your notes or just having a cup of coffee to mentally prepare for the call. Give yourself time to recharge and save the stressful time of jumping from one call to another that builds in anxiety and also lowering your chance of actually being fully present. Set a limit on how many calls per day you want to have and stick to it.
The second part of having your limits is about setting up your calendar, so people need to book a call at least 24-48 hours beforehand. This will eliminate last-minute calls or a different time zone calls where someone books a call while you’re asleep and you find out in the morning, there is a discovery scheduled for you the same morning. This doesn’t add up to your introvert energy, so try to avoid this and give yourself some time to prepare with no stress.
So how do you get more clients from discovery calls? By following the above steps, you will be less stressed and less anxious. I know it might seem irrelevant because these steps are not telling you how to be salesy, but if you follow these steps, you will show up on your calls calm, prepared, and ready to rock! Have a clear structure, prepare questions in advance, set up your limits, and most importantly, be yourself! This will show your potential client that you are an amazing person to work with despite the introverted side of you. You got this!