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Aired on February 18, 2020
Episode 27
Why You’re Not Converting Your Free Calls (Simple Shifts You Can Make To Increase Your Conversion Rates)
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Things you can do increase your conversion rate. Have clarity in your offer. Ensure that you are communicating effectively during calls with customers.

Why You’re Not Converting Your Free Calls (Simple Shifts You Can Make To Increase Your Conversion Rates)

Hello there, fellow entrepreneur! Are you feeling frustrated because you’ve been offering free calls to potential clients, but they just aren’t converting into paying customers? Don’t worry, you’re not alone. Many business owners struggle with this exact same issue.

The good news is that there are simple shifts you can make to increase your conversion rates and start turning those free calls into profitable opportunities. Let’s take a look at why you might be struggling and explore some actionable strategies to turn things around.

Lack of Clarity in Your Offer

Problem: Your potential clients are unclear about the value they will receive from your free calls.

It’s crucial to communicate the benefits of your free calls clearly. If your potential clients don’t understand how the call will help them, they’re less likely to take you up on the offer.

Strategy: Clearly outline the benefits of the free call in your marketing materials and conversations.

Highlight the specific problems your free call can solve for your potential clients. Show them the transformation they can experience as a result of the call. When they see the value, they’ll be much more motivated to book a session with you.

Ineffective Communication During the Call

Problem: You may be missing the mark during your free calls, causing potential clients to disengage or lose interest.

Maybe you’re spending too much time talking about yourself and not enough time understanding the potential client’s needs. Or perhaps you’re overwhelming them with too much information.

Strategy: Focus on active listening and asking the right questions.

During the call, make it all about the potential client. Ask probing questions to uncover their pain points and goals. Then, tailor your message to show how your offerings directly address their needs. This personalized approach can significantly increase your chances of conversion.

Lack of Follow-Up

Problem: You’ve been letting potential leads slip through the cracks by not following up adequately after the free call.

It’s common for potential clients to need more time to consider their options after the initial call. If you don’t follow up effectively, you may lose out on converting them into paying customers.

Strategy: Implement a structured follow-up process.

Send a thoughtful follow-up email within 24 hours of the call, summarizing the key takeaways and outlining next steps. Consider scheduling a follow-up call to address any remaining questions or concerns. By staying engaged with potential clients, you demonstrate your commitment to their success and keep the door open for future collaboration.


If you’ve been struggling to convert your free calls into paying customers, don’t despair. By addressing common pitfalls such as lack of clarity in your offer, ineffective communication during the call, and inadequate follow-up, you can turn the tide and start seeing better conversion rates.

Remember, it’s all about clearly communicating the value of your free calls, actively listening to potential clients’ needs, and following up consistently. With these simple shifts, you can transform your free calls into powerful tools for attracting and retaining loyal customers.

So, go ahead and give these strategies a try. You’ve got this! Before you know it, you’ll be converting those free calls into a thriving customer base that’s excited to work with you.

Ready to take your business to the next level? Let’s get those free calls converting and watch your success soar!

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Powered by RedCircle

If you find that you’re not converting on your free calls, whether you call them a discovery call, strategy session, clarity breakthrough call, etc. You’re getting on the phone with your ideal customers and they are not saying yes. You are beyond frustrated.

In this episode, I talk about what’s getting in the way of you being able to create consistent success and simple shifts you can make to increase your conversion rates.

Biggest Takeaways:

  • You’re either getting on the call with the wrong people and or you have not qualified them enough. So they might be the right people, but they’re not ready yet.
  • You have to value yourself and your expertise. If you don’t position yourself as the go to person in your niche, nobody else will. 
  • Really respect your time as much as possible. It’s the gold standard, which means that you have to be very strict about who should be getting on those calls in the first place and ensuring that they are qualified.


  • If you don’t have the right people at the right time when they need the solution you offer, they will not say yes even with the best sales process. [Tweet This]
  • Money really is limitless because you can make more money on demand. You cannot make more time on demand. [Tweet This]
  • A sales call is a sales call. It is not designed to be a coaching call. It is designed to create clarity for both of you to figure out how you can help them and how you can work together. [Tweet This]


  • Why you may be talking to the wrong people [01:30]
  • Why your criteria needs to be strict on who you qualify for your sales call [04:45]
  • What happens when you end up coaching on your sales call and what to do about it [05:33]
  • When becoming too friendly with your potential customers turns into a problem for your business [10:35]
  • A sales call isn’t a sales call when there is no offer or invitation [14:37]

Bonus Resource:

6-Figure Blueprint: Finally Say “I’m Fully Booked”With this mind map, learn the 3 simple proven ways to get calls booked so you can generate clients on demand! Grab your free copy now.

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