An education in doing life differently, with intelligent, actionable weekly commentary on freelancing, work, money, lifestyle, travel, and culture. Trusted by 25k+.
Your first client call isn't a job interview
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Hey friends, Hannah here π Checking in from Miami as I head back to Mexico after a week with some of the best course creators online right now - and my friend and Team DNK's customer support champ, Tara Lonergan! π΄ More on that in my next email. I have a lot to unpack from this trip and so many learnings I want to share with you. But for now, I want to talk about something that comes up again and again in our community: π Discovery CallsQuick question: when you picture your first call with a potential client, how does your body feel? If the answer is "tight shoulders, sweaty palms, rehearsing answers in the shower"β¦ you're not alone. I've certainly been there, and most new VAs walk into a discovery call like it's a job interview. Sitting in the candidate seat, hoping to be picked. But a discovery call isn't an interview.I'll say that again: a discovery call isn't an interview! It's two business owners figuring out if they're a good fit. You're choosing them too. Or not. Being aware of that simple fact can shift your whole energy, how you show up, how you speak, how you hold your body, and, in turn, whether a potential client becomes an actual client. βΌοΈ A quick pause: You may have noticed a few sponsored slots in my newsletter lately. This is new and exciting for me. I only feature publications, products, or people I read, use, and love, like below, and I get paid when you click - even if you donβt sign up! So, if you have a second, a simple click on the ad below directly supports my independent writing and free resources. Thank you π ββΌοΈ A quick pause Reader: You may have noticed a few sponsored slots in my newsletter lately. This is new and exciting for me. I only feature publications, products, or people I read, use, and love, like below, and I get paid when you click - even if you donβt sign up! So, if you have a second, a simple click on the ad below directly supports my independent writing and free resources. Thank you πβ ποΈ How we approach salesInside the VEA (psst, the early bird waitlist opens today, and it comes with a pretty sweet discount π), we have a whole lesson on sales and discovery calls. And our approach is simple:
There are no pushy tactics and also no scripts that make you sound like a robot. Instead we teach you how to approach discovery calls with curiosity, an open mind and care.
A great discovery call is a peer-to-peer conversation, not a cross-examination. Even if a potential client comes into the call expecting to interview you, how you show up can change that energy! You CAN still meet them eye to eye and shift the vibe. And selling your services is something you'll do over and over as a self-employed person. The more you do it, the better you get. (Yes, even us introverts. πββοΈ) π Discovery call best practices for right nowHere are a few things I want every new VA and freelancer to know before their first call: 1. Let your booking link do the heavy lifting.Add one or two short questions to your scheduling form, like "What's taking up most of your time right now?" and definitely ask for a link or profile to review. You'll walk in already knowing what matters to them and be well researched. 2. Warm up before you dig in.Don't jump straight into questions. A minute of friendly small talk sets the tone for a relaxed, honest conversation. 3. Listen more than you talk.Aim to let them do most of the talking. When they tell you what's frustrating them, don't rush to fix it. Ask one more question. That's how you will get down to the source of their struggles. 4. Say it back in their words.Before you suggest anything, summarize what you heard: "So it sounds like your inbox and your calendar are eating your mornings?" People say yes to someone who listens actively and understands them. 5. Talk money live, never by email.It feels scary, I know. But pricing lands better in a real conversation, where you can explain your value and answer questions on the spot. 6. Never end a call without a next step.Whether it's a yes, a maybe, or a "let me think," get the follow-up on the calendar before you hang up. Then send a short recap email the same day. There's more to it, of course: the specific questions to ask, how to present your offer, and what to do when someone says "I need to think about it." That's the part we go deep on together. π€ Not even sure what to offer or how to start? That's what next Tuesday is for.I'm hosting a free live masterclass, Become a Virtual Assistant & Land Your First Client in a Week, on Tuesday, September 29th at 1 pm ET. Totally beginner-friendly. You'll get clear on what you can offer with the skills you already have, who's hiring, and three client-landing steps you can take right away- no gig sites needed. π
See you there, P.S. Can't make it live? Register anyway, and I'll make sure you get the details. But liveis where the magic happens (and where you can ask me your questions directly!).
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π§ Unconventional Excellence
An education in doing life differently, with intelligent, actionable weekly commentary on freelancing, work, money, lifestyle, travel, and culture. Trusted by 25k+.
Hey friends, Hannah here π I wanted to write you a newsletter about how I killed it on stage, about all the business and life hacks we learned, about the networking that was done so smoothly, and how it all translated into better, faster, cooler, newer things for me and how you, too, can apply these learnings. Thatβs what you write about off the heels of a week-long conference, right? π€ The thing is, I did kill it on stage, I did meet great people, I even learned a thing or two. But thatβs...
Hi there, Hannah here :) First, a HUGE welcome to those of you who joined the Virtual Excellence Academy during our Sept/Oct intake. Iβm so excited to walk with you on this journey! π For those who missed this intake, the VEA waitlist is now open for our next one, and I also have some exciting upcoming events and ways we can hang out, learn and work together, which Iβll share with you shortly. But for now, Iβve woken up today in a new country. Or rather, an old country. My country of birth,...
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