TCC Podcast #295: How to Lead a Discovery Call, Improve Your Sales Skills, and Build Better Habits with Ed Gandia

Ed Gandia joins The Copywriter Club Podcast for its 295th episode. Ed is a business building coach and strategist for business writers and copywriters. He helps his client by teaching them to build habits, strategies, and techniques that help them earn more in less time. In this episode, he debunks the “sales” status quo and gives valuable insight on how copywriters can become better salespeople. Here’s how the conversation went down: Ed’s background in software sales and how it was the catalyst for his copywriting career. How Ed went from 6-figures in software sales to a 6-figure copywriting business in 27 months. The play-by-play on how Ed acquired clients with no formal copywriting training. Why he niched down and how that helped him nail his messaging. The 4 questions to decide which niche is right for you. How to tap into your current network when it feels “awkward.” What if you’re a copywriter with no sales experience… How do you close leads? The reality of sales that will change your selling game. How to lead a discovery call from start to finish with the 30/70 rule. The 5 phases you need to start implementing in your discovery calls. Should you have an expiration date on a proposal? The biggest mistakes copywriters are making when approaching potential clients. Intentions vs habits – What’s the real difference? Using the James Clear approach to habit building, so you can optimize your time. How to add CEO time into your business and how Ed puts it into action in his business. The Freedom Triad – How it will help you make more in less time. Why Ed became a coach and his most common struggles running a high level business. If you want to improve your sales skills, this is the episode you want to listen to. Hit play or check out the transcript below. The people and stuff we mentioned on the show: The Accelerator Waitlist The Copywriter Think Tank Copywriting Income Survey Kira’s website Rob’s website Ed's website The Copywriter Club Facebook Group The Copywriter Underground Free month of Brain.FM Episode 81 Episode 204 Episode 283 Full Transcript: Rob Marsh:  Today there are a bunch of podcasts about copyrighting, but when we started this show more than five years ago, that was not the case. Can you believe it's been five years by the way Kira? Seems like a long time. Kira Hug:  It seems like 25 years. Rob Marsh:  Yeah. At least. At least. Time flies when you're having fun. Back then, there were only a couple of people who recorded podcasts specifically to help copywriters get better at this thing that we all do and one of those people was copywriter and coach, Ed Gandia. Ed's been sharing what he's learned from being a copywriter for longer than we have. And like us, he's nearing almost 300 episodes of his show. Sometimes interviewing other successful writers and other times teaching important business skills. And today we thought we would invite him onto The Copywriter Club Podcast to talk about his business, how he got started as a copywriter, and what he does as a coach, and also to share his best advice for copywriters ready to build bigger, better businesses. Stick around because we think you're going to want to hear what he had to say. Kira Hug:  But first, this episode of the podcast is not sponsored by The Think Tank. Rob Marsh:  What? Kira Hug:  It's actually sponsored by the Copywriter Accelerator. A program designed to give you the blueprint, structure, coaching, challenges, and community you need to accelerate your business growth in four months so you can go from feeling like an overwhelmed freelancer to a fully booked business owner. If you have any interest in this program, you can jump on the waitlist to be the first to hear details about the program when it opens in August. We'll link to the wait list page in the show notes. Rob Marsh:  Yeah,