You’ve gained the attention of potential clients, now what? You could communicate through email, but those have a high chance of getting nowhere because prospects may end up ghosting you for whatever reason.
That’s why, as soon as someone shows interest in your offer, ask them if they’re available for a discovery call.
Discovery calls might seem daunting. I know I still cringe at the thought of them!
But, if you want to form a great impression and show that you’re a professional, you’re gonna have to do it. You want to land those high-paying clients, right?
Answer me honestly: “Would you give a ton of cash to someone you’ve only chatted with through email?”, I think not. First, we need to establish trust before making our offer, and the easiest way to do this is on a call.
Stick around and I’ll tell you everything you need to know to nail your next discovery call.
Table of contents
- What is a discovery call?
- What to do before a discovery call
- Step-by-Step discovery call framework
- What to do after a discovery call
- Spotting red flags during a discovery call
- Tips for a successful discovery call
- Discovery call FAQS
What Is a Discovery Call?
A discovery call is a conversation held between you (the service provider) and a potential client (the prospect), to qualify if they need your services.
The main purpose of a discovery call is to gain an understanding of the prospect’s business goals, priorities, and pain points. This way you can make suggestions that’ll help them deal with their pain points and reach their business goals.
Usually, discovery calls take around 30-60 mins, but I like to ask for a 10-15 minute call. These decision-makers we reach out to are very busy, and asking for a lot of their time might lead to a ‘No’ simply because they do not have an hour to spare.
One thing to remember: A discovery call is not an interview!
We’ll get into this later and I’ll show you how to level the playing field with a prospect so they know this isn’t a call between a boss and a potential employee – You are a service provider working with them, not for them.
What To Do Before a Discovery Call
If you’re wondering: “How do you prepare for a discovery meeting?” Good question! When a prospect has booked a call with you, it’s time to start digging.
Do Your Research and Write Down Your Observations
You may have already snooped around on their website and social media before reaching out to them. But if you haven’t already, here are some things to look out for:
- Check if the company is active on social media and if they’re consistent.
- Do they have anything coming up, such as a product launch, an event or a webinar?
- Did anything happen recently that you can complement them on, or ask about?
- Do they have a blog? Is it updated regularly?
- Do they have freebies or sign-up forms?
- Check what their competitors are doing that they aren’t doing.
- What can they improve on?
After doing some research you’ll probably have a list of potential talking points, for example:
“I noticed your blog hasn’t been updated in a few months…is it because it wasn’t ranking or were you not getting the results you wanted?”
“I looked through the __ section of your website and noticed that…”
“I have been listening to your podcast recently, have you thought about converting your podcasts into blog posts so you can benefit from SEO?”
“I noticed some of your links go straight to your course payment page, have you thought about having a landing page to tell readers more about it and increase conversions?”
These are just some examples to get the conversation going and have them talking. By no means nitpick about everything on their website. You don’t want to make them feel bad.
Pin for later!
Have Your Elevator Pitch Ready
“What is an elevator pitch and why do I need one?” An elevator pitch is a short introduction of yourself to build rapport with the prospect. It can be a combination of your skills and experience and what makes you different from any other writer aka why they should choose you.
Here’s one way to write an elevator pitch:
“I was a marketing manager at [company name], but I’ve always wanted to be a writer. I eventually took the leap into copywriting and I find it’s a great way to combine my love for writing with my skills in marketing because copy is basically writing for sales and conversions… ”
If you’re a beginner with no experience, say something that makes your niche and value proposition clear, like:
“I’m a b2b email copywriter for SaaS companies, my focus is on writing emails that garner attention and convert prospects into active leads”
Get Into The Right Mindset
Going into a discovery call with a cluttered mind or extreme nervousness can make you seem unprofessional and unconfident. Stress and anxiety carry through in your tone on the call, and listeners will know if you’re not paying attention to them, and you will most likely lose that potential client.
So, how can you get into the right mindset? Here are a few things you could do before your discovery call:
- Listen to calming music or whatever relaxes you
- Go for a walk or exercise
- Read the discovery call questions out loud to make sure you sound clear
- Go through the notes you took when researching the company
Step-by-Step Discovery Call Framework
Below are the steps to guide you through a successful discovery call:
- Engage in small talk
- Set the agenda
- Ask questions about their business
- Present solutions to their pain points
- Close the call
1. Engage In Small Talk
You don’t have to get super personal and small talk should last for less than a minute. If you notice you have something in common with the prospect (maybe something you saw on social media), then you can mention it.
Or you could get straight into it and say: “Hey [Name], my name is [__]. Thanks so much for getting on this call with me. “
2. Set The Agenda
This is a crucial step in determining whether this call is going to be a conversation between two equals or an interview where the prospect has the upper hand.
By setting the agenda, you are taking control of the call and they’ll know what to expect during this process:
“Today I’d like to learn a little bit about your business goals and content strategy, so I have a few questions for you…is that okay?”
3. Ask Questions About Their Business
Here are some questions to ask the clients during discovery calls, please don’t ask too many questions, I’d stick to 10-15. You can use the questions that work for you depending on what you need from the client:
- Is there a specific reason why you reached out to me?
- I’d like to know about your mission, and why you started your business.
- Who is your ideal customer?
- How would you describe your brand voice?
- Will you share a bit about what you’ve done so far that hasn’t worked, or maybe you didn’t get the results you wanted, in regards to []?
- What are your expectations or what’s the end result you’d want to achieve if we were to work together?
- Are you looking for someone short-term or long-term?
- You mentioned on the Calendly form that you need ____, is that right?
- What do you need done first?
4. Present Solutions To Their Pain Points
Present the solution based on the problems and pain points of the business. Outline a few steps to get them from where they are to where they want to be, and give them a rough estimate of the budget.
Obviously, this is a call so you might not have all the answers right then. If you don’t then tell them you’ll do some research first and then come up with a plan:
“I think if we focus on [a], [b], and [c], we could get you to where you want to be” How does that sound?”
Putting this in play:
A client needs blog posts to get more subscribers and turn them into clients:
“I think if we focus on [consistent blogging], [adding freebie opt-ins], and [a nurture email sequence], we could get you to where you want to be” How does that sound?”
Ask about the budget:
“Great, in the Calendly form your budget was around ___, is that still valid?”
5. Close The Call
At the end of the call, you want to close on a positive note, ask them if they have any questions, and tell them what’s going to happen after this call.
Mention proposal: “After this call, I’m going to brainstorm some ideas and send you a proposal tailored to your business, keeping in mind your budget.”
Suggest test project: “If you’re happy with the proposal… we could do a paid test project and take it from there. I want to ensure this process is as easy and hassle-free as possible for you. Are you okay with those next steps?”
Say your goodbye: “Okay, I think we can wrap it up now! If any questions or concerns arise, feel free to contact me and we can schedule another meeting. Thank you so much for your time and enjoy the rest of your day!”
What To Do After a Discovery Call
After the discovery call, you have to do some research and start on a proposal immediately. Send them an email with your proposal within a few hours after the call.
If they’re happy with the proposal, send them a contract and invoice so you can get started. That’s it!
Spotting Red Flags During a Discovery Call
Another advantage of a discovery call is that when talking back and forth to the prospect you’ll be able to pick up on their tone and other things you can’t notice during email. You can also notice signs of a not-so-nice client like:
- Rude tone
- Try to low-ball you with pricing
- Treat you like an employee
Rude Tone
If prospects come across as rude or their expectations are too high: “I want a 50% increase in traffic in Y weeks, if I don’t get it…” People like this might end up micromanaging you and will probably want you at their beck and call. If you pick up on this, just tell them you don’t see them as a good fit for you and end the call.
Try To Low-Ball You With Pricing
To prevent getting on calls with clients who won’t be able to pay you, use the Calendly form to know more about the prospect’s content needs and get an estimate of their budget.
This is a form the prospect has to fill out when booking the call, make sure to keep to 5 questions or fewer. You don’t want to annoy them so they don’t book a call, make everything super easy.
You want to validate your prospects and see if they have the budget, so you not wasting your time and theirs. I have around 4 questions, have a look below:
1. Which service(s) are you interested in? *
- Single blog post
- Monthly blog posts
- Email copy
- Web copy
- Ebook/Guide
- Sales/Landing page
2. Tell me a bit more about the services you’re interested in. *
3. What is your budget, in USD? *
- Upto $500
- Upto $1000
- Upto $2000
- Upto $3000
4. Please share anything that will help prepare for our meeting.
Treat You Like an Employee
Maybe these big clients are just so used to managing others, so it’s important to let them know that you’re a business owner, not an employee, and this is not a job interview.
You can do this by setting the agenda at the start of the call. How you start the discovery call will determine the rest of the call so make sure to take charge but don’t be overbearing.
Tips for a Successful Discovery Call
What To Do While On The Discovery Call
Point out that you’ll be taking notes at the beginning of the call. Always add value and give a few pointers as the conversation flows.
To ensure good communication on the discovery call end your sentences with a question:
- Sound good?
- Is that okay?
- How does that sound to you?
- Why do you think that didn’t work?
Repeat back key information: “What I heard was…” or “It sounds like you’re looking for…” to let them know you’re listening attentively. When it’s time to close the call, let them know you’ll follow up so that you stay top of mind.
What Not To Do In a Discovery Call
Although you want to show that you did take the time to research their business:
- Don’t point out every flaw on their website
- Have a script to guide you but don’t be robotic.
- Don’t sound negative or bored… Try to smile as you speak since people can pick up your expression.
- Don’t worry about the outcome, rather focus on learning about the business
- Avoid trying to sell, just focus on them and listen attentively, this will make you stand out and be remembered.
- Don’t talk too much, remember that the discovery call is not about you.
Final Thoughts
Discovery calls are not sales calls, you’re not hard selling your offer on the call you just finding out about the prospect’s business and making recommendations based on their content needs.
As a new freelancer, I was afraid prospects would ask about who I had worked with, and except for the few clients on Fiverr, no one. I had zero big logos, but major imposter syndrome. For this reason, I tried to avoid discovery calls.
But, if you really want to make freelance writing a sustainable business you have to make real connections with people and a discovery call is the way to do it. Have you had your first discovery call yet? Let me know in the comments.
Discovery Call FAQS
What is The Purpose of a Discovery Call?
The purpose of a discovery call is for both you and the prospect to qualify one another. You will ask each other qualifying questions and see if your goals align and if you can provide a solution to the company’s pain points and help them reach their goals.
Be sure to set your standards or goals before the call: If you want a certain amount of money and can’t negotiate it, it’s okay to say no to the project. However, if the rate is a bit low, but you think they’ll be a good logo for your website, maybe give it a go.
Discovery calls are a quick way to form a positive relationship with the prospect and build trust which would make them more responsive to your offer.
How Do You Introduce Yourself in a Discovery Call?
Your introduction can be very simple, but it has to state the objectives and build rapport with the prospect. Tell them about the meeting’s agenda, this will help manage expectations:
“Hey [Name], my name is [__]. It’s a pleasure to speak with you today. I’m hoping to learn a little bit about your business goals and content strategy, so I have a few questions for you… I’d like to know where you’re at, what you need help with, and if I can help you…is that okay?”
What are the Five Steps of a Strong Discovery Call?
Below are the steps to guide you through a successful discovery call:
- Engage in small talk
- Set the agenda
- Ask questions about their business
- Present solutions to their pain points
- Close the call
These steps are further explained near the start of this blog post.
How Many Questions Should You Ask in a Discovery Call?
You’re most likely to nail your discovery call when you ask between 11 to 14 questions. Ask questions one at a time to keep your prospect focused. Don’t ask too few questions or it’ll seem like you don’t care about the business, also too many questions will be annoying.
Don’t ask multiple questions at once as they might not remember them and answer concisely, and you won’t get all the answers you need to provide a potential solution.
Is a Discovery Call an Interview?
No, a discovery call isn’t an interview. It’s important to be confident at the start of the call and not fall into employee mode. Let them know that you’re a business owner, not an employee, and this is not a job interview. You can do this by setting the agenda at the start of the call.
How Long Should Your Discovery Call Ideally Be?
A discovery call is generally somewhere between 10 to 30 minutes. I keep mine at 10-15 minutes because usually the prospect already has an idea of what they want.
You should have enough time in the call to explain what you do in more detail, ask the necessary questions, and for the prospect to ask questions of their own.