Episode Transcription:

Welcome back to The Book Your Dream Clients podcast. Today, I want to talk to you about how to get more discovery call applications. So sit back, relax and enjoy.

All right, everyone. Are you getting traffic to your site, but no one applies to work with you? Or are you getting on discovery calls, but your conversion rate is super low? There are three reasons why that's happening. And I want to make sure that you're not making one or more of these mistakes. Let's go through them.

Number one, there's too much clutter. You have way too many options for people to choose from and you're simply confusing them. Number two, clients have different needs and they appreciate options. Yet you only have one package for them to choose from. Mistake number three, you keep your prices a secret. You ask that people book a call with you first and then you'll tell them. So sneaky.

So here are the repercussions of those mistakes. You keep second guessing yourself because no one is showing interest in what you have to offer. But what you don't know is there are people coming to your site. They are looking for help. But you're turning them away because you're not giving them what they need.

They have really high hopes when they find you, but it's quickly lost because of the lack of support and information. So what do we do about that? How do we stop turning people away and start helping them? We have to simplify our packaging. Do you have more than three? Simplifying is the key. So here's some things that you can do to help. Narrow them down to three packages. Make your middle package the most attractive.

Value yourself and know your worth. Keep it simple. Don't go so crazy with details. Remember, people just need to believe you can help. Don't overwhelm them with little unnecessary things. Think about your biggest differentials. The amount of calls, the price, the support, any bonus material add-ons. What if you have two little packages? Increase to three.

And make sure you have a sales page that reflects the value you have to offer with your packaging. Keep it simple. Don't go too crazy with the...what? ...The details! Sometimes we get too - we're just too much. Remember people just need to believe you can help them. That's it. Don't overwhelm. Put everything on one page on a pricing table. Which means limit the amount of clicks and back and forth.

Have several call to action buttons that encourage them to apply to work with you. Or are you keeping it a secret? Do you make people find out what you charge on a Calendly link? Or are you waiting until they get on the call with you to share with them? You have to decide on your pricing and you have to make it public.

Think of your pricing as investments, not charges. Don't wait until the bottom of your page to show them either. I highly encourage you to offer payment plans. If you seek out payment plans yourself, then they probably do too. 99% of my clients are on payment plans. Get out of your scarcity mindset and be generous, okay?

And then set up a payment process that works for you. Don't send invoices and chase payments. Research processes, and find one that makes your life simpler. Like easy recurring payments, subscription savers, reminders... all of that stuff. If you want to see a real life example go to my website www.lindsaymaloney.com, click on private coaching and you'll see exactly what I mean.

This works, you guys. If you're having any light bulb moments, please let me know. I want you to Voxer me and let me know what your three packages are. I would love to hear what your pricing is and if you need help breaking it down, I'm here to help you. I help coaches all the time decide on what to charge.

I know it's a big thing, right? It's a big step. And sometimes we're not even putting figures on our packaging and I highly encourage you to do that. I will help you. Just let me know. Voxer me, Lindsay Maloney, and we can talk it out. Thank you so much for listening to this episode and I will see you on the next one.

Before you go, I want to invite you to join my free Facebook group for coaches. Simply type ‘DreamClientCommunity.com’ in your browser and request access, and we will happily let you in. We have amazing coaches that are just like you who are starting and scaling their business and we would love to see you there.