Soqratic Sandbox

Category: Sales

  • Discovery Calls That Convert

    A discovery call is not a free session. Its job is to find out whether you can help and to make it easy for the prospect to say yes or no.

    1. Where are you now?
    2. Where do you want to be in six months?
    3. What has stopped you getting there so far?
    4. What would it be worth to you to solve it?

    Talk about price on the call. Sending a proposal and waiting turns a decision into a negotiation.

  • Resilience After Losing a Big Client

    One of our clients, a solo consultant, lost a retainer that made up forty percent of her income. Her first instinct was to discount everything to fill the gap quickly.

    We worked on separating the facts from the story. The fact was a cash-flow gap of three months. The story was that her business was failing. Once the two were apart, she could plan for the gap instead of reacting to the story.

    She kept her prices, reached out to five past clients and filled most of the gap within ten weeks. The lesson she took away was to never let one client exceed a quarter of revenue again.