Mistakes I Made in Client Discovery Calls

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There are two parts to acquiring SEO clients: getting the lead, and closing the deal. Both are equally challenging. Pretty much similar to getting the user from search, and then making this user convert on the website.

Same story but anther medium.

If you've been following me for a while, you've probably seen me post about one of my episodes with sales veteran Patrick Hogan "sell like a marketer".

The inspiration for this series was that I'm not a good sales person, and never was really comfortable in selling. I tried to grow in that area, but I just don't have it in me.

That said, I have learned a thing or two about sales along the way.

So in this blog, I’m walking you through some of the reasons (in no particular order) I’ve lost SEO leads and what I should’ve done to close the deal.

1# Not booking the next call right before ending the discovery call

Classic mistake.
I meet the client, ask the right questions, wrap it up… and say I’ll follow up via email.

No.

Always book the next call on the call.
It helps you gauge whether they’re actually interested or just being polite. And also saves you from having to send follow up/checking in emails.

2# Sending the proposal via email

Another one of my favorites. I send over a proposal via email… and that’s it.

No walkthrough call. No explainer video. Just vibes 😄

If the client misunderstands anything, they’re not always going to ask. They’ll just… move on.

Now I try not to send any proposal unless there's:

• A meeting booked to walk them through it, or

• A detailed video walkthrough

3# Not actively trying to sell

I used to just show up, listen, ask questions, and say, “I’ll send a proposal later.”
No pitch. No conviction. No sell.

But here’s the thing:
The client expects you to convince them you’re the right person for the job. It’s not “pushy,” it’s part of the process.

Tell them how you can help. Why you’re a good fit.
And yes, my confidence issues didn’t help either. Still working on that 🤷🤷🤷

4# Confusing clients with too much numbers and SEO jargon

I thought I was being “transparent.”
Turns out… I was just overwhelming them.

SEO is already confusing to most clients. Don’t make it worse with unnecessary lingo.

Stick to:

• What they care about

• What you’ll do

• And how it’ll help

Keep it simple.

5# Didn’t ask what the client needs to close the deal

This one’s powerful — and I learned it way too late.

Now, I always ask:
“What can I do to help you make this decision?”

Whatever it is.... it gives you clarity.
And clarity is kindness. To them and to yourself.

6# Only offering strategy-level and audit SEO

Big mistake.

Some clients want full-service SEO, not just a strategy or an audit.

I used to just stick to what I offer.
Now? If they need implementation, I ask if they have a team… and if not, I bring in a partner.

Same goes for capacity.
I’ve lost a deal once because the needed more support than I could offer per month. I'm once person after all.

To address this, find someone to partner with that can compliment your services!

And That’s a Wrap (Almost 😄)

As you can see, I made a bunch of mistakes.
Nothing huge.

Just small things that added up and cost me leads.

If you’re trying to learn from others' mistakes, well, here’s a whole group of mine 😄

And if you’ve made different ones, I’d genuinely love to hear them. DM me!

That’s that for today folks.
See you in the next newsletter ✌️

Disclaimer: I used ChatGPT to rewrite this blog.