In this episode, Cass Duffill discusses how to have authentic discovery calls that convert in service-based businesses. She emphasizes the importance of being genuine, listening more than speaking, and putting the needs of potential clients first. Cass provides tips on creating a list of questions, offering ways to work with clients, and implementing a professional follow-up process. She also addresses the pricing dilemma and the importance of tracking leads and following up effectively.

Takeaways

• Authentic discovery calls can be genuine and create a win-win for both the entrepreneur and the potential client.
• Listening more than speaking is crucial during discovery calls to understand the potential client's needs and assess if you are the right fit.
• Offering ways to work with potential clients is important, whether it's one-on-one, group programs, memberships, or communities.
• Implementing a professional follow-up process is essential for converting potential clients into actual clients.
• Having well-defined prices and sticking to them helps overcome the pricing dilemma.
• Tracking leads and following up effectively increases the chances of converting potential clients.

Chapters
00:00 Introduction: The Challenge of Authentic Discovery Calls

07:39 Chapter 2: Listening More Than Speaking

13:13 Chapter 4: The Importance of a Professional Follow-Up Process

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