How To Manage Imposter Syndrome on SMM Discovery Calls

Halloween may be over, but the spookiness of discovery calls is still lingering...

As you, our fellow social media freelancers, know there can be a lot of pressure put on discovery calls. Let's call them what they are, sales calls. These are where we get to decide if the client is a good fit for us, but also have to sell them on why we are the best fit for them. We also know that first impressions and meeting new people can be difficult, too.

With all those factors coming into play, getting nervous on discovery calls or experiencing imposter syndrome is completely normal. So, any way that we can elevate this is stress is really important. In this blog, we are going to be sharing our strategies on what helps us eliminate imposter syndrome from our discovery call process!

Have Your Resources Ready

Your portfolio, service guide, and case studies should be ready to go for reference during the call! Don't feel like you need to have every number and analytics memorized, this isn't a test! Even a short list of a few successful projects and key metrics for easy reference can be helpful. Having tangible results nearby reinforces your credibility when nerves kick in!

Know What Sets You Apart

Unique Selling Points (USPs) If you’re new, emphasize what makes you unique—whether that’s a fresh approach, particular platform expertise, or strong creative instincts.

Remember that a junior-level social media manager often brings unique perspectives, which can be especially valuable to clients needing a shift in tone or approach.

Reframe 'Sales Call' to 'Discovery Call'

Mindset is everything! We know a discovery call IS a sales call, but try shifting the narrative in your head instead to take the pressure off. Instead of a sales call, think of it as a conversation! We are getting to know the client just as much as they are getting to know us. Don't think of this as a job interview, but instead, a look into a partnership between businesses. You are your own boss, which means YOU have the choice of who your clients are, and that's powerful!

Anticipate Objections

It’s natural for clients to ask about pricing, ROI, and social strategies. By preparing responses, you’ll feel more confident. Here's one thing that we want to differentiate though, objects or challenges are normal, put-downs are not! Recognize the difference between a genuine question of "What does your pricing include?" vs "Why is your pricing SO high."

Normalize Nerves

Six years in, we still experience nervousness going into discovery calls! Even the most experienced social media managers feel imposter syndrome sometimes. Instead of all of us hiding that, let's normalize it!

Simple Statements

Keep responses concise and straightforward. Overexplaining often stems into further conversations and can make you feel less prepared than you are. Remember that most clients are as passionate or experienced in socials, so they don't often need super specific details, but instead be concise and clear with your answers.

Celebrate Wins

After the call, jot down one or two things you did well. Celebrating even the smallest wins reinforces the calls as a positive experience, even if you don't even up getting the client in the end.

The days of questioning our worth on discovery calls are over! Cheers to confident social media managers WINNING discovery calls and closing those leads.

Get more on discovery, onboarding, offboarding, and client management all inside our course for social media managers. Learn the Managed Method!