What is a discovery call?
Let’s start with what a discovery call is not. It is not an interview, which you would lead the way in asking your potential client questions so you can figure out if they are somebody you want to work with or not. It is also not an assessment call where you assess the client’s business.
So what is it?
A discovery call is a conversation that you and your potential client have. To explore whether the services you provide are of any value to them. If they aren’t, no problem; you can both agree on this and move on. Without wasting time or energy (or even money) on something that will not produce results for either side.
Why should you do one?
A discovery call will help you determine whether or not you want to work with the person on the other end. It’s also a chance for you to present yourself as an expert. Since it’s your opportunity to shine without being interrupted. By being prepared for your discovery call, your potential client will already have heard about what makes you unique and how you can help them. That way, you will be able to get better results from the discovery call.A discovery call will help you determine whether or not you want to work with the person on the other end. It's also a chance for you to present yourself as an expert. #discoverycall Click To Tweet
What is the purpose of a discovery call?
The purpose of the discovery call is to get to know your potential client and what you can offer them. It’s not just about talking about your products or services. It’s also about knowing if there’s a good fit between the two of you.
When you’re able to take the time beforehand and learn more about who they are and what they do, you’ll be able to have a more engaging conversation with them. And find out if you want to invest the time working together.When you take the time beforehand and learn more about who they are and what they do, you'll be able to have a more engaging conversation with them. #discoverycall Click To Tweet
When it comes down to it, there’s nothing wrong with having a lot of potential clients on your list. As long as they’re the right ones! Using these tips will help you save time and ultimately make it easier for you to find the perfect fit.
How does it work, and what should you ask?
To get the most out of your discovery call, you need to start by doing a little research on the company you’ll be speaking with. Use LinkedIn and Google to find as much information as possible about them. And what they do – this will help you determine whether or not you want to work with them.
List of questions
The following is a list of questions you might ask your potential client to generate an initial conversation. It’s not meant to be a script but rather something for you to start thinking about. By asking the right questions at the beginning, you’ll be able to save time. By avoiding any unnecessary calls or meetings with people that don’t fit into your desired niche.
– How did you hear about me? (This tells you what type of customer they are and whether or not they fit into your desired niche)
– What is the biggest challenge that you’re currently facing with ___________? (Use this to find out what their problem is so you can offer a solution)
– Who would be the ideal person for me to speak with about ___________? (You want to make sure you get on the right people’s radar, so if they can’t or won’t get you in touch with them, look elsewhere)
– What is your biggest business challenge over the next six months?
– How did you come up with your business idea?
– What do you love the most about what you do?
– How many people work for your company, and is there an opportunity to partner with them on this project? (Your client may not have thought about it yet, leaving room for something great)
– How is ___________ currently being executed?
– Where do you think this is going?
– What are the biggest challenges facing your company over the next five years?
– How long have you been in business?
– If I were able to help solve ___________, what would that mean for you and/or your customers? (This will give you an idea of how big their problem is if it’s something that can be solved or not)
– How does ___________ currently attract new customers?
– Who are the ideal customers for your product/service? (You’ll want to make sure you’re speaking with the right people, so you don’t waste anyone’s time)
– What effect do you think working with me would have on your business?
– What are the biggest opportunities for you to grow your business over the next year?
– What’s your vision for this company over the next five years? (Getting them talking about their future can be very telling)
How long should the call be?
Since this is just your first call together, you want to save the in-depth questions and pitches for later. That doesn’t mean you can’t get anything out of this call, though!
If you’re able to get them to open up to you by asking the right questions, it’s possible that they could potentially reveal something that makes them a perfect fit for your services.By asking the right questions, it's possible that they could potentially reveal something that makes them a perfect fit for your services. #discoverycall Click To Tweet
It would be best if you tried to keep the call 30 minutes or less. This will help you avoid falling into any sales traps and make it more likely that you’ll be able to speak with more people by the end of the week. If you find that the person you’re speaking with isn’t a good fit, politely excuse yourself by saying something like, “I love what I do, and I want to make sure that my clients are 100% excited about working together. Do you mind if we continue this discussion at another time?”
At this point, they probably won’t be upset that you’re taking the time to make sure you only work with people that are a good fit for you.
What are some common mistakes to avoid?
Not asking enough questions.
By not asking enough questions at the beginning, you could end up wasting a lot of time by meeting with people that aren’t in your desired niche/area. This can be difficult if they happen to know someone or something about your business already when you meet them (gossip travels quickly in some circles).
It can be very tempting to go off on your plan once you feel like they’re talking too much. But, if you don’t ask enough questions and try to move the conversation along too quickly, you could miss out on some precious information that may help you later down the road.
Don’t make assumptions.
Be sure not to make any assumptions about what the other person is saying, and always clarify what they mean to make sure you’re on the same page.
This will also help you avoid awkward silences later on when speaking with someone else who may not be as outgoing or talkative.
Don’t forget the purpose of the call.
Don’t forget that the purpose of this call is to gain information about your potential client, not about yourself. You can (and should) talk about your company/products/services, but be sure to focus more on asking questions vs. talking about yourself.
Don’t plan too far in advance.
If your potential client asks you to jump on a call, tell them what times and days work for you and try not to set anything up too far in advance. This will help you avoid making plans that conflict with other people in your network, and it will also ensure that your time is being used in the best possible way to meet new people and close sales.
Don’t forget to ask for a referral! If they say no, don’t be afraid to ask them who they know would be a perfect fit for your services.
Getting a discovery call is essential to your success.
I hope my tips and tricks will come in handy the next time you’re preparing for a phone conversation with someone who could potentially become a client. If you have any questions or comments, please drop a line in the comment section below!