Maximize Discovery Calls: Protect Your Expertise and Value

Maximize Discovery Calls: Protect Your Expertise and ValueMaximize Discovery Calls: Protect Your Expertise and Value

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Marcell Clark

• Jun 6

Just got the wisest piece of advice that I realized I can apply to my discovery calls. If you run discovery calls or free intro chats, tell me if this sounds familiar:

A potential client books a call, comes in hot with all the questions, you generously walk them through solutions… and then poof. They vanish, and you never hear from them again.

It’s the classic “free 1-hour consultation” trap.

Do this in your discovery calls instead:

1️⃣ Tell them what to do 2️⃣ Tell them why to do it 3️⃣ Tell them when to do it 4️⃣ But save HOW to do for when they pay you

Protect your expertise. Don’t give away your secret sauce for free.

Consulting clientstories

Chhavi Malik

pro

• Jun 6

@Marcell Clark I spilled the sauce once with a prospect on Contra and they were so excited and got their pencil to start jotting down everything. I was SUPER glad to see the response and did not gatekeep anything and voila! 7 years and I still am learning the basics everyday.🫠

Marcell Clark

• Jun 6

@Chhavi Malik 😅 Definitely been there plenty of times. It's a bit counterintuitive because we want to show that we can be valuable by sharing some gold nuggets, not realizing that potential clients will gladly take those nuggets and not pay. There are some people who join discovery calls...