In this episode, Uli Iserloh and Mike Kim provide practical, tactical advice for health practitioners looking to master discovery calls and improve their patient enrollment process. They break down a proven framework for conducting effective discovery calls while maintaining authenticity and building genuine connections. Listen in to learn:

• A step-by-step guide for structuring discovery calls
• How to effectively listen and respond to prospect concerns
• Techniques for uncovering the emotional drivers behind health decisions
• Ways to build trust and rapport during conversations
• Strategies for transitioning from discovery calls to initial paid appointments
• The importance of having a systematic approach to discovery calls
• How to measure and improve your discovery call performance

Quotes:

• "Marketing is not about closing a sale, it's about opening a relationship." (2:15 | Mike)
• "You need to build that connection that people almost feel they're sort of in a coaching environment, that they can imagine how it would feel if they became your patient." (10:30 | Uli)
• "The goal at this point in a discovery call is probably not to get the big commitment for a three or six months program, but you want to get them to commit to their first paid initial appointment." (14:45 | Uli)

The hosts outline a seven-step framework for discovery calls:

1. Set the agenda for the call
2. Ask what caused them to reach out
3. Ask the pain question
4. Explore how it makes them feel
5. Discuss previous solutions tried
6. Share relevant "case studies"
7. Address their questions

Listen in to understand the importance of uncovering emotional motivations rather than just focusing on medical symptoms. Uli and Mike also discuss how to transition from discovery calls to initial paid appointments by offering a "test drive" approach rather than pushing for immediate commitment to longer programs.

The episode provides valuable insights for practitioners who struggle with the sales environment or feel anxious about discovery calls. Tune in for practical strategies to build confidence and improve conversion rates while maintaining professional integrity.

====

Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh 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/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv