012: Increasing Discovery Call Conversions

In this episode, me and Mike Kim provide practical, tactical advice for health practitioners looking to turn more discovery calls into committed patients... without feeling sleazy or pushy.

We explain what needs to happen before you even get on a discovery call to increase your conversion rates while staying true to your values as a heart-centered practitioner.

This episode is part one of a two-part series diving deep into discovery call mastery. In this first installment, we focus on the critical pre-call elements and mindset shifts needed to set yourself up for success.

Listen in to learn:

• How to use intake forms strategically to create psychological commitment before the call
• Why the "persuasion process" starts long before the actual discovery call
• The three types of objections prospects have and how to address them proactively
• How to shift from a "closing" mindset to an "opening relationships" approach
• Why the DIY-to-professional care transition is your prospect's first crucial decision
• The importance of addressing modality, internal, and external objections before the call

• "Marketing isn't about closing a sale. It's about opening a relationship. So what do we do in good relationships? We hold space for the other person." (Mike Kim)
• "Selling is serving. If you want to serve them, if you want to help them medically, then you have to get them to enroll." (Uli Iserloh)
• "People will do anything for those who justify their failures, allay their fears, throw rocks at their enemies, confirm suspicions, and encourage their dreams." (Mike Kim)
• "The first decision that they have to make on social media is, do I want to abandon the DIY approach? Do I want to maybe abandon the conventional medical approach?" (Uli Iserloh)

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Connect With Uli Iserloh

• Website: https://bigboost.marketing
• Facebook: https://facebook.com/uliiserloh
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• Youtube: https://youtube.com/uliiserloh
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• Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

• Website: https://mikekim.com
• Instagram: https://www.instagram.com/mikekim
• Linkedin: https://www.linkedin.com/in/mikekimtv/
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• X: https://x.com/mikekimtv
• Tiktok: https://www.tiktok.com/@mikekimtv