How to turn free calls into paying clients



So, you’ve got a whole week of free calls lined up. You’re confident in what you’re talking about, but you’re scared shitless to ask people to pay you for anything.

Free calls are great and all, but they’re only working if you’re actually getting paying clients from them. That’s not to say that EVERY free call will turn into a paying client (because sometimes it’s not the perfect fit), but there should be a pretty strong conversion rate once you get them on the phone.

I know how most of you feel about asking for the sale (not so great), so I’ve come up with three tips to help you convert your free calls into paying clients.


1. Only answer the questions they ask you.

Most of the free calls that we do are

  • Only give them the details they’re looking for.
  • Don’t overly complicate the call by elaborating or going off topic.
  • Let them talk. Listen more.
  • Use this time to let them ask specific questions and give them direct advice related to their business.


2. Don’t feel pressured to talk pricing over the phone.

  • If you have services that are flat fees and the same for everyone, you can let them know if they ask (I also recommend putting this info on your website. No use in hiding it.).
  • If you have custom services, such as web design, once they say they’re ready to get started, tell them you’ll have a custom quote over to them by the end of the night. The sooner you can get it to them, the better.

If you don’t feel comfortable talking about pricing over the phone, there’s always a way to get around it until you do start feeling comfortable talking about it.


3. Ask for the sale.

Regardless of how scared you feel to ask for the sale, it’s something that must be done if you want to book new clients.
Don’t end the conversation without asking them , “ready to get started?”
If you don’t ask, why would you expect them to initiate it. To you, it feels pushy. To them, it feels like you’re not interested in working with them. Ask them.


A few more pointers for using free calls as a part of your marketing plan:

  • Record the calls – this is done for you market research that you can use in your biz when creating new offerings or blog posts.
  • Keep your free calls short. The average free call is 15 – 30 minutes. If you think the call will last 20-30 minutes, then make it a 15 minute call because they almost always run over.
  • Use them strategically in your client intake process. If you only have 1 or 2 offerings that are relatively high-priced, offering free calls is a great way to get your clients acquainted with how you work and allows them to ask any questions before they commit. You can offer free calls after they fill out a new client application, which allows you to get more information about their unique situation before the call. Or, you can offer the free call before they fill out anything.
  • Use an online scheduler to book free calls. You want to make this as streamlined of a process as possible to make sure you’re utilizing the time you’re spending on free calls. I recommend,

I want to hear from you!

Do you use free calls to book new clients?

What have you found works best to convert free calls into paying clients?

Tell me in the comments below! 


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