Serve Scale Soar®

The Hidden Page That's Killing Your Discovery Call Conversion Rate

• Brandi Mowles • Episode 286

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0:00 | 17:32

You could be the best closer in the world. You could have your offer dialed in. You could be saying all the right things on every discovery call.

And you're still losing the client.

Because the problem isn't the call. The problem is what's happening before the call. And 99% of service providers, even the ones charging $5K, $10K, $15K a month, are completely missing this one page that could change their entire conversion rate.

In this episode, I'm breaking down what your post-schedule page is, why it works, and why your discovery call conversion rate isn't where it could be without it.

In this episode, you'll learn:

  • The 3 places every service business breaks down (and how to know which one is killing your growth)
  • Why your discovery call conversion rate should be between 40% and 60% (and what to do if it's outside that range)
  • The real reason your sales calls are running 30, 45, 50 minutes when they should be 15
  • What a post-schedule page actually is and the 4 jobs it needs to do for you
  • The 3 objections that keep service providers from building this page (and why they're all wrong)
  • How adding this one page increased my own conversion rate by 15%

If you're sitting at under a 40% conversion rate right now, this is the strategy that can change your entire sales process this week.

Mentioned in this episode:

Ready to scale past $10K months?

If your sales calls are taking forever, you've raised your prices and suddenly can't find clients, or you're hitting a ceiling you can't break through, I want to get my eyes on your business. Apply for a 1:1 call with me at https://thestrategistsociety.com. We'll find your biggest hole in 15-20 minutes, and you'll walk away with total clarity on your next step.

Loved this episode?

Take a screenshot, share it on Instagram Stories, and tag me @brandimowles. It helps more service providers find the show.

Now go do the dang thing.


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The Hidden Page That's Closing Clients Before Your Discovery Call Even Starts

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Brandi: [00:00:00] What if I told you the reason you're losing clients on sales call has nothing to do with what's actually happening on the call? You could be the best closer in the world, you could have your offer and your packages so dialed in, you could be saying all the right things, and you're still losing the potential client.


Because the problem isn't the call, the problem's what's happening before the call. And 99% of service providers, even the ones charging five, 10, $15,000 a month, are completely missing this one page that could literally change your entire conversion rate. I'm about to show you what it is, why it matters, and why your conversion rate isn't as high as it could be because you don't have this one page.


So if you're ready to find out what that page is, let's jump on in to this week's episode of the Serve Scale Soar podcast.


Welcome, welcome back, my friends, to the Serve Scale Soar podcast. My name is Brandi Mowles, and I am so stinking excited about today's episode. We're [00:01:00] talking about something that I've been quietly using in my business for years, and adding it to my consulting clients' businesses that do sales calls for years.


And I just realized, after doing this training inside of Strategist Society, that I've literally never talked about this on the podcast, and I have no idea why. It's one of those things that we're quietly doing and we don't think makes that big a impact, but it actually does.


So if this is your first time here, hello, I am so stinking excited that you're here. This is the place where we cut through the noise of everything that people are talking about online, where we actually tell you what to do to move the needle in your one-on-one service-based business so you can scale to 10, 20, 30k months without working 60 hours a week.


I'm talking about 25 hours a week, my friend. 25 hours. We are anti-hustle, anti-fluff, but very, very pro-strategy here. So let's not change that today. [00:02:00] We are jumping right in to today, and we're gonna talk about your post schedule page. If you have no idea what this is, that's exactly why this episode e- exists.


And I don't have a fancy name for this page either. I didn't put some signature framework name on this or anything. I just call it my post schedule page. This is the page everyone sees right after they book a discovery call with you. And what's sitting on the page right now- Or what's not sitting on the page is either making you money or quietly costing you clients.


So grab a pen, grab a piece of paper, grab your kombucha because we are about to dive into this. Now, if you're driving, don't grab a pen. Come back, listen to it, and then come back and take notes. Before I get to what's actually on the page and what this page looks like, we got to back up a minute.


Because if you don't know where you're losing clients in your business, you're going to throw spaghetti at the wall and hope something sticks. And that's not a strategy, my friends. That's hope and a prayer. In every business, including [00:03:00] yours, there are three places things can break. And it doesn't matter if it's a one-on-one service-based business.


It doesn't matter if it's coaching business, a course business. These are the three areas where people's whole business breaks down in one of these, or sometimes all of them. Leads, conversions, retention. Leads for a service-based business. This is your touch points. These are your conversations that you're having.


It's how many eyeballs are seeing you. How many people are sliding into your DMs? How many people you're sliding into their DMs? How many people that you're replying to on threads? How many people are opening your emails? It's the top of the funnel. Conversions is your close rate. It's how well you're turning those conversations into sales calls and those sales calls into signed contracts.


And then we have retention. This is how long your clients keep you. Are clients staying with you six months, 12 months? Are they bouncing after three? We need to know because just getting more clients doesn't mean that your business [00:04:00] grows if you can't keep them past three months, right? And we all know the most time-consuming part of our business is onboarding.


So here's what most of you are getting wrong. You're trying to fix all three of these at the same time, or you're trying to fix the wrong one. if you don't have enough discovery calls coming in, the topic of today's podcast episode does not matter for you yet. That doesn't mean go and stop listening, but just know this may be something we put on our parking lot system and not something we implement today.


Because what I'm talking about today, this is a conversion fix, not a lead generation fix. If you need a lead generation fix, we have two amazing low-ticket products that you can go grab. One is the ch- From Chasing to Chosen. This is gonna tell you how to create content that calls in your champagne client.


Then we have Predictable Clients, which is going to help you sell in the DMs, either LinkedIn, Threads, Instagram. And our client [00:05:00] success rate with this one program has been bananas. So if you have a lead generation problem, go check out one of those two products or both. They're both low-ticket, and they'll 100x your investment, right?


But now this is all about fixing our conversion. So if you have enough touchpoints, but you're not able to move them to a sales call or close them on a call, then this is where we start to look at, okay, what can we do to improve our conversion rate?


So when we talk about conversion rate, we wanna be between 40 and 60%. The closer to 50%, the better. If you're over 60%, that probably means that you're charging too little, and we need to up our prices. And if you're less than 40%, that means we're either not qualifying good enough, or we're, we need to improve our sales call, right?


But the problem is a lot of you don't even know your numbers. You don't know what your conversion rate is because if I asked you how many discovery [00:06:00] calls you've had in the last 90 days, you wouldn't be able to tell me. So you're trying to fix something that you're not even measuring. We don't work from emotions in our business, we work from numbers.


Numbers don't have emotions, and so when we work from those, we can make better strategic decisions based on our business, not based on our emotions. So before we go any further, ask yourself, in the last 90 days, how many discovery calls have I had? How many of those turned into clients? What's my actual percentage?


If the number's under 40%, the page I'm about to talk to you about is your missing piece and something that you could add this week.


Okay, so here's the thing. Most service providers think sales calls is where you sell. That's where the magic happens. That's where you do your pitch, you handle objections, you close. And the call matters. The call matters a lot. This is why I've spent so many episodes and years talking about how to master your sales call.


But what's no one is really talking about is the call should be a formality, not the entire [00:07:00] pitch. By the time someone gets on Zoom with you, they should already be, like, 75 to 80% sold. They should be coming to the call ready to buy, not fishing around for information. The call is just to confirm that they're a right fit to work with you and to answer any final questions.


If you're going into every single discovery call having to convince people to work with you, having to explain your whole framework, having to walk them through your offers, your pricing, your process,


you're doing too much heavy lifting on the call, and this is why your calls are going 30, 45, 50 minutes when they should be 15 minutes. You're doing too much selling on the call and not enough finding out if they're a right fit to work with you. So let me ask you something. What's happening between the moment someone books your discovery call and the moment they show up on Zoom?


What does that process look like? For 99% of you, here's what's happening. Nothing. A confirmation [00:08:00] email, maybe a reminder email 24 hours before, maybe an SMS text. That's it. So let's paint a different picture. Let's say client one books a call with you on Monday. The call is Friday. Between Monday and Friday, that client is also booking calls with three other service providers in your industry.


She's getting the same generic confirmation email from all of you. All of you are using HoneyBook or Dubsado. You all got the same confirmation email. She's going into Friday treating every call the same way, like comparison shopping. She is at a shopping mall just looking in windows.


Then she gets on a call with you completely cold. She doesn't know how you work. She doesn't know your packages. She doesn't know your pricing. She doesn't know what makes you stand out. She doesn't know your results. So you spend 45 minutes trying to prove yourself, explaining it all, giving t- way too much strategy, and you get to the price and she says, "Let me think about it."


Womp, [00:09:00] womp. \ So you're sitting there on a Friday, let me think about it. You know she's interviewed, So you start spiraling all weekend thinking "Oh my gosh, what... I did this wrong. I didn't do this. Maybe I cha- overcharged."


And your confidence is going down the gutter, right? Nothing went wrong on the call. The call was set up to fail before it even started. That's the problem. The space between the booking and the show-up is the most valuable real estate in your entire sales process, and you're using it to send a confirmation email.


Make that make sense. We are doing ourselves such a disservice. So this is where the post-scheduling page comes in, and I do a full training on this inside of Strategist Society, like a full breakdown showing you every step of the way and how to implement this. But today, I'm gonna tell you what it is and why it's the single biggest unlock for your conversion rate.


A post-schedule page is the page someone lands on the second [00:10:00] they book a call with you. Not an email, a page. They book the call, the calendar redirects them, they land somewhere that has be- designed specifically to do four main things.


One, it pre-sells them on you. It shows them your results, your frameworks, your offer, maybe your pr- starting at price, what you do differently before they ever get on the call. So when they show up Friday, they're not cold, they're warm. They already know they like you. They already know how you work. They already know roughly what you charge.


The call becomes a formality, not a pitch. Two, it pre-qualifies them. If your pricing is on the page and your offers are on the page, the people who can't afford you, aren't a fit, will cancel the call And that's a good thing, friends. The more you pull things away from people, the more they want it, and the people who stay on your calendar are the ones who are actually ready.


You stop wasting time with people who are never gonna be ready for you. And [00:11:00] we do this in a very strategic way. We don't just slap on our prices. We also explain what happens and what it looks like to work with us. And so it's not just saying "Hey, my prices are $2,000." We do it in a way that shows them the full picture.


Remember client one that I was just talking about, who booked your call plus three other calls with the service providers for the same service? Those other three sent generic confirmation emails. You send her a beautifully designed page with a personal video, your case studies, your framework explained, and a clear breakdown of how you work with clients. Who do you think she's walking into the call already preferring? She wants to work with you 'cause you were different. You created an experience where other people created more emails in her inbox.


Four, it shortens your call. This is what I've been preaching for years and years. Our call should only be 15 minutes. When your prospect already knows how you work, [00:12:00] they know your offers, they know your pricing, you don't have to spend 30 minutes explaining it. You can spend 15 minutes diagnosing their actual situation and closing them. I've always used this page, no matter If I'm selling my one-on-one services, if I'm selling VIP days, if I'm selling consulting calls, if I'm selling Strategist Society, this is a page that we've always had, and it closes the gap. People come ready to buy.


My calls are not 30 minutes. They're not 45. They're 15 to 20 minutes because I'm not having to educate on the call. I'm diagnosing their problem and showing them how I can support them.


So let me go over those four things that your post schedule page should do. One, it pre-sells them on you. Two, it pre-qualifies them. Three, it positions you differently than everyone else, and four, it shortens your sales calls. Now, here's why this works on such a deeper level. Think about how humans buy.[00:13:00] 


We don't buy from people we just met. We buy from people we already trust. The post schedule page is your trust building machine. It runs while you sleep. It does the warming up for you. So by the time you're on Zoom, the relationship is already there. The more trust we can build, especially now, the better. So some of you are listening and thinking, "But Brandi, if I put my prices on my page before the call, won't that scare people away?" Yes, and that's the entire point. But we're not just putting our prices on our call, we're giving pricing with context.


If your price scares them off before the call, your price is going to scare them off on the call. The only difference is now you get back an hour you would've spent on Zoom with someone who is never gonna buy, right? And we're not just blindly giving prices, we're giving prices with context. The other ob- objection I hear is, "I don't wanna seem too salesy."


Having a page that [00:14:00] respects your prospect's time and gives them everything they need to make an informed decision is opposite of salesy. Salesy is springing on your pricing, your packages with someone after you've spent 45 minutes pitching them and showing your worth and providing way too much strategy and overwhelming them.


That's salesy. Being transparent and upfront is the opposite of that. And the last one that comes up is, "I don't have the tech skills to build this." Oh my gosh, y'all, we are in 2026. You have AI, you have Canva, you have HoneyBook. You don't need a developer. You don't need fancy software. You don't need to learn high level.


All you have to do is be willing to set it up once and let it work for you forever. I'll be honest with you, I added this to my consulting clients and my other clients' businesses for years before I added it to mine. Why? Because I was busy. Because it felt like a nice to have. Because I told myself, like the follow-up emails were fine. And then when I added it to [00:15:00] my own account and not just my clients, and I did a sales call audit, I looked at my numbers and I saw the difference that this one page made.


Oh my goodness, it increased my conversion by 15%. Y'all, I already had a high conversion, but an additional 15% and dropping my sales calls down? Holy bananas, I'll do that all day long. So stop procrastinating. Build one of these. I'm telling y'all, the difference will be wild. So if you're sitting at under 40% conversion rate right now, the question isn't whether you should build this.


The question is, why haven't you already done the dang thing? Okay, my friends, if you're sitting here thinking, "Okay, Brandi, I'm sold, but I have no idea how to actually build this thing and what to put on it," I get that. I went over exactly what the process is and everything. But if you want to see exactly what we do, how we build these, behind-the-scenes strategy, that's what we do inside of Strategist [00:16:00] Society.


So if you're ready to hit those 10, 15, 20K months and beyond, but you're feeling stuck, your sales calls are taking forever, you feel like you have increased your prices and now you can't find clients, I wanna get my eyes on your business and see where the biggest holes are.


So you can go on and apply at TheStrategistSociety for a one-on-one call with me. It'll take 15 to 20 minutes, and we are gonna find out where your biggest hole in your business is. Now listen, if you don't have any clients yet, this is, is not the call for you. If you already have some clients, you've seen success, and you're ready to have even more success, go onto thestrategistsociety.com, fill out the application, book a call with me, and we're gonna do a full business audit.


We're gonna see where your next growth opportunities are and what's holding you back from getting there. And you can do that at thestrategistsociety.com, Go on and book your call with me, and if I feel like I can support [00:17:00] you, I'll share with you what that looks like to work with us in Strategist Society, and if not, you'll win with clarity on your next steps.


So it's a win-win either way. And if you are just like, "Brandi, I am just getting started," and you don't have any clients yet, this is not the episode to implement. This is one to come back to once you know your numbers. Okay, my friends, this has been another fantastic episode. Go out, serve your clients, scale your business, and soar into the success you deserve