If you’re a new social media manager, the thought of your first few discovery calls might make you nervous. Trust me, that feeling is completely normal. As an introvert myself, the idea of confidently pitching my social media services and chatting with strangers didn’t exactly thrill me either. But don’t worry—I’m here to help you turn those anxious feelings into confident conversations that lead to new clients.
In this post, I’m breaking down my step-by-step discovery call process so you can confidently pitch your social media services and make the most of these opportunities.
1. Break the Ice and Humanize Yourself
The first step to confidently pitching your social media services on a discovery call is breaking the ice. Start the conversation on a friendly note to make the other person feel comfortable.
How to Break the Ice:
Ask about their day or recent experiences.
Show genuine interest in their life.
Example: “Hi Claudia, I’m so excited to chat with you today! How was your weekend? I saw on Instagram that you just got back from Hawaii—how was it?”
Breaking the ice helps set a relaxed tone for the call and builds a connection with your potential client.
2. Set the Standard for the Discovery Call
Next, it’s important to set the tone and expectations for the call. This step ensures you guide the conversation and cover all necessary topics.
How to Set the Standard:
Clearly explain the purpose of the call.
Let them know what to expect during the conversation.
Example: “I’m glad we’re talking today because you’re looking for a social media manager to help you with [specific needs]. I’d love to spend the next 30 minutes discussing your business goals and seeing if my services are the right fit for you. How does that sound?”
Setting the standard ensures the call stays on track and focused on mutual goals.
3. Be Curious About Their Business Goals and Pain Points
To offer the best solutions, you need to dive deep into their business needs. This step is all about asking questions to understand their challenges and goals.
Questions to Ask:
“What are your main goals for your social media presence?”
“What challenges are you currently facing with your social media efforts?”
“Where do you see your business in the next 3-6 months?”
Being curious and asking thoughtful questions helps you uncover their needs and position yourself as the right solution.
4. Present Your Solution and How You Can Help
Once you understand their needs, it’s time to present how you can help. This is where you showcase your expertise and explain your services.
How to Present Your Solution:
Highlight how you can address their specific challenges.
Explain what makes you the right fit for their needs.
Example: “Based on what you’ve shared, it sounds like you’re struggling with [specific issue]. I specialize in [your niche] and can help you with [specific solution]. Here’s how I can help…”
Presenting your solution demonstrates that you listened and have a plan to help them achieve their goals.
5. Ask for Their Decision
After you’ve presented your solution, it’s time to ask for their decision. This step involves gently guiding them towards taking the next action.
How to Ask for Their Decision:
Invite them to move forward with your services.
Address any remaining questions they might have.
Example: “Does this package sound like something you’d like to move forward with? Do you have any questions for me?”
Asking for a decision helps you gauge their interest and set the stage for the next steps.
6. Outline the Next Steps
If they’re ready to move forward, explain what comes next. This step is crucial for turning the call into a confirmed client engagement.
How to Outline the Next Steps:
Explain the process for finalizing the agreement.
Provide details on what to expect after the call.
Example: “I’ll prepare a proposal based on what we discussed and send it to you by the end of the day. After you review it, we can move forward with the contract and first payment.”
Outlining the next steps helps them understand what to do next and keeps the momentum going.
Tips for a Successful Discovery Call
Mindset Shift: Remember that selling is about offering solutions, not pushing services. Approach the call as a chance to help them solve a problem.
Practice: The more you practice your discovery call process, the more natural it will become. Keep refining your approach as you gain experience.
By following these steps, you can turn your discovery calls from a nerve-wracking experience into a streamlined process for landing new clients.
Feeling stuck in the early stages of your social media management business?Let’s fix that! Book a 1:1 mentoring call with me, and in 60 minutes, we’ll create a customized game plan with clear action steps to boost your confidence, stand out from the competition, and attract your dream clients.
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The Tropical Social Podcast
Your go-to podcast for social media managers, freelancers, and service providers who want to stand out online and build a brand that lasts.
Whether you're dreaming of working from anywhere, building a business that supports your lifestyle, or simply wanting your marketing to finally click, The Tropical Social Podcast is here to help you make it happen.
Through honest conversations, actionable tips, and behind-the-scenes insights, host Shannon Segall shares the tools you need to grow a personal brand, attract aligned clients, and market yourself without burning out.
