Here you will learn 3 key discovery call metrics that will help you master your sales conversions.
I love playing the data game. When you break down these three key discovery call metrics, you will know exactly what you need to do every day to reach your goals.
It takes the sales pressure off and allows you to control and embrace your future sales.
I’m Michelle Terpstra, Master Sales Coach and Offer Creation Expert.
Today, we’ll talk about the top three must-track discovery call metrics you need in your business to master your conversions in sales and enroll more premium clients with ease and grace. I love helping my clients master sales conversations and create aligned, authentic sales systems in their business so they can make the impact they’ve always wanted to.
*My blog may contain affiliate links for recommended tools and products, where I could earn a small commission if you purchase. Check out my full list of recommended tools here. Thanks in advance
So why do you need to track your discovery call metrics?
I’m going to give you a perfect example of one of my favorite things to track, which is, out of all of your discovery calls, how many do you close?
That would be what I call a Closing Metric.
Closing Metrics are essential because they make sales fun with math.
Now I’m going to give you a hypothetical situation.
Let’s say, for example, you are a high-ticket health coach, which means you sell something over $2,000. You are enrolling clients through Direct Messages or discovery calls into your programs to work with you. Let’s assume that what you sell is a $5,000 private coaching package, and you close 1 out of 4 of your sales calls, equal to 25%.
If you close 1 out of 4, and your goal is $15,000/month, assuming you’re getting paid in full, you need three new clients per month. So if you maintain a 25% closing ratio, then that means to get three clients, you need to have 12 calls per month.
Now, if you know anything about me, you know I love discovery calls. But I actually love discovery calls that are 30 minutes or less. If you are not closing 80% of your sales calls in 30 minutes or less, I want you to go right now and grab my Discovery Call Success Pack. This success pack is the fastest way for you to learn, non-salesy, non-pushy, totally Rockstar sales calls and enrollments with no scripts, just a simple framework. You can be on your way to getting to that 80% in no time, and it only takes about an hour to learn. I promise you will love it.
Alright, so let’s jump back into this.
If you maintain that 25% closing ratio, you must have 12 calls per month. Now, if you are traditionally running one-hour calls, 12 hours of your month will be devoted to sales calls. I don’t know about you, but I don’t want to spend that much time on sales calls. And I’m a sales coach. And I love sales calls. But, what I do love, is running 30 Minute Calls and closing multiple so I can do less and earn more!
Let’s say you can get that closing ratio up to 50%; you now only need six calls because you’re going to close three. But if you use my formula for 30 minutes calls, you’re going to cut that six hours in half because now you are doing six 30-minute calls.
Now, that is magic.
Closing Metrics is the number one metric you want to track.
Why do you want to track this?
Well, you want to be able to do backwards math, like I just gave you in the example above. Even if you decide not to get help right now with my Discovery Call Success Pack, you can still track your closing ratio. As you naturally improve with practice, you will understand how many calls you need to have.
How does that help you?
It helps you realize how many leads you need to book the discovery call.
Leads to Calls Metric
We will start here with the end in mind, which is how many clients we need and how many leads it takes to obtain that client?
You may be asking, “Michelle, how are you finding these leads!?”
Let me start by telling you how you know someone is interested in working with you.
You can tell a lead is interested in working with you if:
- They Opted-In for a Freebie
- Joined your Facebook Group
- They sent you an Email
- You’ve had a Private Conversation with them
- You met them in a network marketing group
Anyone who fits your ideal persona and has expressed some interest in working with you becomes a lead and you should then invite these leads to book a call with you.
Let’s say you have ten leads come in and book two calls; using this 50% metric, you know you need six for the month, right? We need 30 leads per month to generate the six calls to get three clients.
Now, this is amazing, right?
How good do you feel right now being able to do this math? Math makes people feel confident in selling and excited to sell because once you consistently track these metrics, you can have trusted ease and relaxation in your numbers. So instead of chasing an unlimited amount of leads, you know exactly how many you need to generate the six calls you need for the month!
How to get Leads
The last metric we want to understand is how you will get those leads.
What do you need to do to generate 30 leads? Now, if you’re like me, I have my Facebook group, I have Instagram, I have YouTube, and I have opt-in funnel freebies. I have a lot of different ways I capture leads, and I started with a very simple process.
I’m going to talk to 10 people per day.
That’s it. That is literally all I did for a very long time. I had one free value that I was offering to people. I was generating my needs just by showing up daily to talk to people. So where can you talk to people? I love Facebook groups and in-person networking. I love talking to friends and asking for referrals, podcasting, and guest interviews. There are so many different ways that you can generate leads in your business. So all you need to do is show up daily to do so.
Three Sale Metrics to Track in your Service-based Business
Pop your air pods in and listen to this 9-minute video if you’re more of a visual learner or listener. And while you’re there, would you please subscribe to my Sales for Breakfast YouTube Channel so you don’t miss future releases.
So to recap, what discovery call metrics do you need to keep track of?
- How you generate leads
- How many leads do you need to book calls
- How many calls do you need to close to achieve your goals
Now, if you’re struggling with the closing part, my Discovery call success pack is available here.
But if you’re saying, “Michelle, I’m just actually struggling, keeping track of my leads.” No problem, I have a gift for you today: my Pipeline Management Digital Course. If you’re looking for a straightforward way to track this stuff, just create an Excel workbook, Google workbook, or even a little piece of paper. Don’t make it complicated because whenever we complicate things in our business, it’s tough to keep up with and I don’t want that for you. So keep your system super, super simple.
Freebie: Get Instant Access to my Pipeline Management Training
I would love to know how this helps you show up confident, to sell, have fun, and make an impact not only with the people that you’re going to serve but being able to impact your own life. Which means financial lifestyle, freedom, and living on your own terms. That is the dream of entrepreneurs, and I want that for you.
We can keep this conversation going over in my Facebook Group: Hello to Closed: High-Performance Strategies for Entrepreneurs
Until next time, friends, happy selling
Let’s Connect on your Fave Social:
heart-centered coaches, consultants and service providers:
What if you could enroll more clients in the DMs, without the sleaze
so that you can finally book out your 1:1 services, high-ticket courses and group coaching programs