234 | How One Sentence Changed My Discovery Calls

And it was a really interesting transition because, I mean, many, many years ago in my business, I used to get so nervous before discovery calls.

I used to have an entire, not script, but I had a whole outline of things to talk about and cover and ask.

And I used to get really nervous thinking about talking about my prices and my process and having to give them the, the offer information.

But when I made this shift, when I started talking about what I did in a certain type of way in my content, I noticed this really interesting thing happened where people would come to s- to the discovery call, and they would repeat my words back to me that I said in my content.

For example, a few, I don't know, maybe a year and a half ago or two years ago now, I started ending my podcast with the, um, the reminder of, "You deserve a website and a brand that does all of your selling for you." And I remember when I would have inquiries come in from people who listened to the podcast, or we would get on a discovery call from someone who listened to the podcast who was interested in working with me, and they would literally say to me, "I want a website that does my selling for me." And I remember thinking, "How cool is that?" Because that's literally terminology that I created.

[laughs] I came up with that phrase in my own brain, and I started saying it all the time.

I ended every single podcast episode with it.

And I started having people coming to discovery calls repeating the same things back to me.

And I noticed that those discovery calls, those clients, the ones who came to me repeating the exact same phrases that they've heard me say, were so bought in.

By the time that we had our call, I didn't have to do any selling.

Number one, because they had already consumed some of my content, so they already knew who I was, right? And because I create congruent content, like, aligned with who I am as a person, so meaning they, they consume my content online, and then they hopped on a call with me, and then they see that I'm the exact same person [laughs] in real life that I am online.

So any, you know, fears or hesitations they might have had in that regards would be completely removed.

But they had already developed a relationship with me because they had already consumed my content.

But more than that, they felt so connected to the way that I talked about my business, to the way that I communicated my brand, right? I said these same things on repeat.

And so I wanna talk to you today about this strategy that I've had, um, has continued to work for me and has continued to bring in more dream clients.

And I wanna talk to you today about how you can create this for yourself because truly there...

Yes, there's so many things you can do to strengthen your brand.

I mean, you could listen to any podcast episode that I have up that talks about how to [laughs] strengthen your brand.

But really, I think thinking about selling and thinking about the ease of clients knowing that you're the person for them, this has been definitely one of the strongest things that I did.

And, and I didn't know that I was doing it at the time.

When I created that outro for the podcast that said, "You deserve a website and a brand that does all of your selling for you," I didn't think at the time, like, "This is gonna be the thing that brings people in, and they're gonna know that they wanna work with me because I say this on repeat every episode." Like, I had no clue.

I just knew that this is what I wanted to be known for.

And that's...

This is the result that ended up happening from it.

And w- the way that I did this is actually quite simple, and so I wanna walk you through how you can think about doing this for yourself.