Amy Posner, a seasoned entrepreneur and business coach for creative entrepreneurs, recently shared discovery call tips on the Marketing Strategy Academy podcast. With over 30 years of entrepreneurial experience, Amy carries valuable insights for creative freelancers looking to build breakthrough businesses and turn more discovery calls into business opportunities.
In the episode, Amy challenged a common discovery called myth. She stated, “I think the biggest misconception about discovery calls is people think they’re selling. They’re not. I intentionally don’t call it a sales call, because it’s not about selling.”
Instead, Posner emphasized that discovery calls are about determining fit and demonstrating expertise. She shared her roadmap for structuring these calls effectively, including how to take control of the conversation and ask key questions to understand potential clients’ needs.
When talking about how to handle sticky budget discussions, Amy advised listeners to give potential clients a ballpark cost to ground the conversation. She said, “I like to give a range of cost. I’ll say, “Projects like these typically come in at this amount to this amount. I know that’s a pretty big range, but does that sound like about what you were expecting?””
She also stressed the importance of follow-up after discovery calls, quarterly check-ins, and maintaining contact through email lists.
“I’ve had clients come to me 18 months to two years after our first contact because I’ve kept in touch,” Amy shared.
To hear more of Amy’s expert advice on mastering discovery calls and growing a creative online business, listen to the full episode of the Marketing Strategy Academy podcast here: https://podcasts.apple.com/us/podcast/182-unlocking-client-connections-mastering-discovery/id1381173773?i=1000648667056
About Amy Posner
Amy Posner is a seasoned online entrepreneur and business coach who helps digital creative freelancers build breakthrough businesses.
Over her 30-year career, Amy has launched six successful businesses (five of which are still in business today!) and mentored thousands of freelancers to success. Now, she focuses on empowering freelancers to grow the business they want by teaching them the skills they need to attract the right clients – something she teaches in her Complete Breakthrough Freelancer course and as co-host of the Business Badassery podcast.
Amy has been featured on Copyhackers and as a guest on several top podcasts, including The Copywriter Club, Copy Chief Radio, and The Deliberate Freelancer, among others.
In her free time, you’ll find Amy adventuring around her hometown of Olympia, raising funds for pet cancer treatment, and enjoying Washington’s natural beauty.
Learn more: https://amyposner.com/