Tips for Successfully Booking Clients in a Discovery Call

A discovery call is a perfect way to see if you & your lead are a good fit to work together. This is also a great way to see if they have the content you need (to avoid waiting forever to receive anything), what their expectations are, and what they’re looking for. If some people are already confident they will be working with you and just need clarification, you may not want to ask too many questions. But the questions in this blog post are crucial if the potential client is either confused, picking between competitors, or didn’t provide you with many details in their inquiry!

Improving your Discovery Call Process

The discovery call is the final step for them before they feel confident in booking with you, and you want to leave a great first impression. Show them who’s boss & that they can trust your expertise!

Tip #1 – Lead the Way

When I first started my business, I felt like these calls where just to convince them I’m good enough to work with them.. but truth is, they reached out to me because they want to work with me, so that’s already been decided. Show your potential client that you’re the expert and that you know your stuff. You lead the conversation and show who’s in charge because you will lose the lead if you sound uncertain or if it sounds like a tacky sales call. Start with off “Thank you for getting on a call with me! I would love to hear more about your business vision to help see if we’re a good fit to work together.”

Tip #2 – Do Your Homework

Before hopping on the call, you should have a clear idea of who this client is, and what they’re looking for. Make sure your inquiry form on your website has all the general information about them, then stalk their business on their website and social media to see what they’re about. Personally, I make sure I’m prepared before the phone call to show them I care about their business and have done my research.

Tip #3 – Send them Information Beforehand

One thing I’ve learned is that I will never take calls before they have seen my starting prices and services. I don’t want to just waste my time, but theirs as well. My leads always receive a proposal before they can book a discovery call. No one has access to my phone number and I never plan to change this! In the past, I would take any call and I end up spending 30 minutes with them on the phone to realize they have an extremely low budget or were looking for services I don’t provide. Make sure your client is aware of your pricing and services to make sure they are serious before taking a call. Otherwise, it will end up awkward if they can only afford $100, and your pricing starts at $5000.

Tip #4 – It’s Okay to Say No!

If this client isn’t up to your expectations during the phone call, don’t be afraid to say no! This is a big issue for most new business owners, as they want to book as many clients as they can. If this lead is being rude, disrespectful or asking for services you don’t provide, then it’s okay to mention it won’t work out (politely, of course!). By saying yes to everyone and not narrowing down your clientele, you will attract the wrong type of people.

Questions to Ask on a Discovery Call

Depending on the type of client and what the purpose for their call, these are great questions to ask! I always have these questions handy in case there is an awkward pause and I still need more information.

• Get personal! Questions like “Tell me why you started your business in the first place?” shows you’re interested in them.
• What do you sell? Services, products or a mix of both?
• Who is your target/dream customer?
• What is the overall goal? Why are we doing this project together?
• What do you want to see happen as a result of ***?
• Which problems are you trying to solve?
• What are some brands that you’re inspired by and love?
• What’s not working for ***? What do you like about it?
• Do you have all of the content that I need ready?
• How do you want your customers/clients to feel when they come across your brand?
• What is your service/product price point? (This allows you to know how much to charge if providing a custom quote or hourly rate)

Bottom Line

Having a great discovery call is the important first step in gaining your client’s trust. It allows them to build a connection with you before booking.