Discovery Calls | #16

If you’re not doing discovery calls, you’re leaving money on the table. A discovery call is not a cold call. It’s a scheduled meeting where you can learn more about a potential client, and where you can share your ideas with the client to see if there’s a good fit. This isn’t so much a sales call as it is a matchmaking session.

Discovery calls come early on in the sales process. First, you find a lead, then you email a lead, and if they respond positively, you book a discovery call to explain how you can help them. After that, you send a proposal and if all goes well you’ve landed a new client.

Discovery calls are nothing to be scared or nervous about. When I was starting out I was terrified. I’m introverted and I was always the “quiet” kid during school. I knew that if I wanted to pursue my passion I would have to eventually start doing these.

Here’s a breakdown of the structure. First, there’s your intro/icebreaker. Ask about their week, weather, etc. Walkthrough the structure of the call and tell them you don’t want to take up much of their time. From there, ask questions about their business and their marketing efforts. Based on their answers, give your elevator pitch, share ideas, and share your mechanism and process. At this point, they’re going to want pricing. Run through that, answer any objections, tell them you'll send a proposal andddd you’re done. Take a deep breath - that wasn’t so bad.

This was a quick summary - I go really in-depth in this YouTube video I posted. Check it out here.