How I Close High-Ticket Social Media Clients (My Exact Discovery Call Process)

Now, most social media managers don't actually lose clients or don't gain clients because they're bad at marketing or because there's a lack of leads and interest out there. No, they actually lose clients before even gaining them. And this part of the process is called the discovery call. So in today's video, I'm gonna teach you and walk you through my proven... discovery call framework that has allowed me to convert high ticket social media management clients with confidence. I'm going to show and share with you. strategies from beginner all the way up to advanced so you can work your way up to the advanced level and confidently close new clients after today's video hey my name is milu and i own an almost million dollar social media marketing agency and i now teach social media managers like yourself do the same now i don't want to waste any time let's dive right in now let's start out with the pre-call flow you have interest potential interest in someone working with you whether that's true to dm a family member in your text messages email you name it you have someone with interest now the next step for you is to get this lead because this is now a lead on a call okay and this is where most social media managers already go wrong they will implement my dm lead generation strategy They will get interest and definitely get leads from this. But then what is the next step, right? What are you supposed to do from here? And that first step is to definitely get this person on a call. Once you get them on a call, you now have a serious conversation and a real shot at selling them into working with you. And so where most social media managers go wrong here. is that they already fall off when they're not leading the conversation in the DM. So if someone shows interest in working with you, the first thing you wanna ask them, what does your availability look like this week? Does Thursday at 2 p.m. work for you? You see how I got very specific because that removes all the thinking and friction from this lead side so that they can either say yes or no. and if that date or time doesn't work they can provide their availability now listen to me closely that is the first step knowing their availability the reason why you want to know this because you need to send the invite for the call to them don't give over the control to them or don't even tell them are you going to send me an invite here's my email now To me, this is common sense, right? And to some of you, this might sound like common sense, but I've had this happen to me over and over when I'm hiring, when I'm looking for new talent and contractors to work with, where they will expect me to send them a calendar invite. But if you're looking to win my business, you are going to have to take control from the start. And this will set the stage to... for the actual discovery call that you're having with them now you can pre-prep them even once this call is scheduled and say hey great all set invite is sent now in this call we will do x y and z so just to give you an example for us social media managers something you could tell them great um invite sent now in this call we will go and take a look at your social media marketing right now i can give you some of the suggestions And then I would love to kind of audit what you currently have going on. and whether i can potentially support you so again you're leading and leading equals confidence so the more you lead them and you aren't passively watching them um that will avoid this call turning into an interview now i'm sure a lot of you can relate to this where you hop on the call with people and all of a sudden this turns into a job interview i'm here to remind you you're a freelancer and so you're working for yourself and you got to take charge and control right from the jump right out of out of the gate now an optional section here if they want to see more information before actually joining you for this call that's totally fine and you can send them an email before the call now what i will say is do not send your services deck with pricing to them before the call. Now, the reason why is because we want them on this call so we can sell them on this call. And if you send them your pricing and services deck, they're going to start price shopping and saying, oh, no, I don't want to. pay that kind of money or i can't afford it i don't want to do that and so the chances of them taking the call become much slimmer now my opinion on this has changed a lot over the time and the primary reason for that being is because Until last year, I didn't have a proper sales process in place. And so booking calls and volume of calls wasn't very important to me. And so I would disqualify or qualify people up front by sharing the pricing and not wanting to hop on a call unless they knew everything about us. Now I'm in a stage of growth and I want to book sales calls. I want to close more people. And part of that process is hopping on calls with them. So if they say, hey, send me some more information before a call. great you can send over a services deck that doesn't include your pricing for example send them a quick email maybe some references on accounts you manage if you want to if you don't have references that's fine too and just let them know hey here's what i do looking forward to chatting with you on Thursday, for example. And that completely completes the pre-call stage for you. Again, the email is optional, depending how the conversation goes inside of the DM, but that will set you up for a great position jumping on this call with your lead. Now we're prepping and getting you onto the actual discovery call happening with the client. This is where most social media managers lose their authority. So you're not necessarily losing them. You have them on the call, but now it's the game. It's game day, right? Now it's time for you to show up and actually sell them and still lead. So you are leading in the DMs. You were doing great there. You were doing the emails. Now you're hopping on a call with them, right? So what do we do from here? Number one step here on the call is you want to set frame of the call. Now, what this looks like, again, is that you taking control, confidently, calm, to where you log into, this will be a Zoom call, and say, hey, can you hear me? That's typically how the Zoom conversation goes. Then you say, where are you calling in from? Awesome. Well, great. Thank you for meeting me today. As we talked about in the DM today, I would like to kind of learn more about you, your business, go over everything, give some of my suggestions and go from there. Does that sound good? You see how confidently and calm I'm going into this conversation and it gives me structure knowing. how this call is going to flow so i don't want you to go into a call and this happens a lot again i see it from the client's perspective and i see social media managers do this where they go into a call and they kind of take a back seat they get passive they get nervous they get insecure they show up on the call and they let the client or the lead lead the call and they say oh well what do you want to talk about how can i help you know i you need to take control confidently to close and convert high ticket social media management clients so leading the call number one you've set frame they're telling you their story now i need you to listen now while this sounds like common sense 99% of you, I can tell you right now, are not listening to what the person is actually saying. So if someone is saying, you know, we've really struggled with Instagram a lot or we've only done Instagram, we are a B2B company, you know, and we're not seeing any results. If you sell Instagram services... Do not continue to suggest Instagram if Instagram wasn't working for them. This is when you are going to start asking strategic questions. So if the lead, like I mentioned, was saying, we work with B2B companies, the first thing that should pop into your head is LinkedIn. Have you tried LinkedIn? You know, but this is where it's now time for you to pause. They finish talking, let them finish talking so you can listen and hear what they're saying. Now it's time for you to go in and interview them. So asking strategic questions. A lot of the common questions I ask leads and prospect, high ticket social media management clients go as follows. Here's what I'm hearing you've tried and what's working or what's not. Something you can ask them, hey, well, what would you say is your biggest marketing or social media marketing challenge right now? Usually it's time, right? So knowing that I already know they want to outsource this because they don't have the time. They don't have a team, right? So that's good to know. You need to know what their pain point is so that you can actually sell them on your service. Now, some of the questions I also like to ask them is, hey, have you outsourced before? Have you hired someone before? What was that like? What worked? What didn't work? And so I'm really trying to get to know. everything I can about them to see whether they will be a good fit for me and my team. Another thing I like to ask is whether they have a proven product, proven sales. Now you may already notice from them talking to you in the very beginning, but those things I all need to know to see whether they have budgets, whether they are going to be a solid client, et cetera. So this is where strategic questions come in so that they know, again, you're leading the call, you are professional, you're confident, because you need to know this information to qualify them. It's not just them interviewing you to see if you're a good fit. Okay, so now the call is going great. In the beginner strategy, what I would say, you can discuss pricing. on the call and you can just jump into your offer at the very end when you finish asking them questions you will present the solution hey this is what we do this is what we offer here's how much it is that's what is considered almost not the final step yet but if you're taking the beginner um discovery call sales framework That's the route you would go. Okay. You will present them with your solution, your offer, what you do, and they can let you know, okay, no, this is absolutely something I can't invest in right now, or I want to think about it or what that looks like. Now you get off this call, next steps, you will let them know, hey, next steps, I'm going to send you a recap of our call today. right right as you get off the call you're gonna send them a recap to kind of sum up what you guys talked about the proposal services and then they can get back to you on whether they're gonna move forward okay as a bonus tip ask the person on the call when is a good time for me to follow up with you and then they might say you know if you don't hear from me by end of next week they will give you a date so that you can mark your calendar and have an exact day to follow up with them and say oh hey as promised checking in right so you get off this call and this leads you into the final step when it comes to the beginner strategy you need to send them a recap email on what you talked about with your pricing deck and all of that good stuff do not forget to send that email because that will lead you to allows you to follow up it looks professional you're still leading and that will wrap up a beginner framework for the discovery call Now, the reason I'm saying beginner is because this is how you get confident and good at taking calls. Now, if you're like, I've done that and I feel pretty confident about that. If you want to take it next level, we go into the advanced strategies. That's what I've been doing over time. And the final step that I'm teaching my mentees right now as well is to do a two-step sales close process. What this means is that you're taking at least two calls. The very first call is a connection call, meaning even on that first call, I'm not going to share any pricing with them. You will still follow the discovery call framework I just went over, where you're asking them questions, qualifying them. But the next step would be for you to present the proposal and services on the call to them. So what the last step would look like is you would ask them, hey, what does your availability look like? Can you meet tomorrow? after so that we can meet and I can present the proposal to you. Right. And so they will they will you will book the call with them while you're on the call. And then in the second call, that's when you can present them with the proposal and handle any objections they have on the call. This can continue to go on after that second call until you close them or until you get a no. And so a lot of the time. People don't give you the no yet, right? If you continue to touch base with them, schedule calls and say, hey, let's touch base when we're closer to when, you know, you're going to make this final decision. And if they tell you, no, not right now, it's not a good time. I don't want to invest. Then they disqualify themselves and you move on to the next lead, right? The last thing you need to know on the two-step sales process, if you're doing the advanced route, is when a client gives you a verbal yes, they say, yes, you know what? Let's do it. I'm in. What I want you to do instead of scheduling another call to touch base, you will say, great. I'm going to schedule the onboarding call with you. When is the best time to onboard them? This is where your onboarding process comes in, which is a completely separate video. But you will want to schedule their onboarding call to set it in stone and get it on the calendar. Because that way, the moment you get off that call with them, you will want to send them the contract. And you will let them know, great, our onboarding call is now scheduled. In the meantime, when I got off this call, I'm going to send you the contract for you to sign and I will see you next week or whenever you've had the onboarding call scheduled for. That wraps up your discovery call process from beginner all the way to advanced so you can close high ticket social media management clients. It's going to take a lot of experience and doing these calls for you to get from one level to another. Remember that these are conversations. Not every call will be the same. I don't want you to get scripted, but I do want you to have a flow like this so that you feel confident, calm and collected to close your next social media management client. Now, if you found this helpful, give me a thumbs up, comment below. Let me know what kind of training you want me to create for you. And I will see you in next week's video.

If you’re struggling to close high-ticket social media clients, it’s not your talent. It’s your sales process.

In this video, I break down my exact discovery call process for closing premium social media management clients. From the first DM to the follow-up call, this is the structured approach I use to lead conversations, diagnose real pain points, and confidently close high-ticket deals.

#socialmediamanager #agencyowner #highclients

Inside this video, you’ll learn:
✅ How to lead the sales conversation from the first message
✅ How to pre-frame authority before the call
✅ The strategic questions that uncover real buying pain
✅ Why surface-level problems won’t close premium deals
✅ How to send a recap that reinforces value
✅ When to use a two-call close
✅ How to handle objections with composure

High-ticket sales isn’t about convincing. It’s about leadership, clarity, and structure.

If this video helped, like it, subscribe, and comment so I know exactly where you’re at.

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