How to make the perfect Discovery Call

Step 1: Preparation

• Research the Prospect:

  • Understand the business your prospect is in, their niche, their competitors, and their challenges.

  • Review their website, Social Media (LinkedIn, X, Facebook, Instagram, YouTube, Soundcloud, etc.) and relevant news about the brand.

  
  

• Set Clear Objectives:

o    Define what you want to achieve from the call (e.g., qualify the lead, identify pain points).

• Customize Your Value Proposition:

  • Think about how your product or service addresses their specific challenges.

Step 2. Opening the Call

• Set the Tone:

  • Start by introducing yourself.

o    Building Rapport

• Personal Connection:

  • Mention something you noticed in your research (e.g., a recent achievement or shared interest).

  
  

• Empathy and Curiosity:

  • Show genuine interest in their business and challenges.

• Establish an Agenda:

o    Outline the purpose and flow of the call.

o    Let them know what interests you about their company (people love to hear about themselves). Don’t make this a one-sided thing when determining if a client is a “good fit” for your company, let them know that you value their work and time, and that you are here to discover if you are able to server them. Potential Clients will often tell you more about themselves and you may find an opportunity to work together that might not have been obvious at first glance.

Step 3. Asking Questions (Discovery Phase)               

1. General Business Operations

• "What are your top priorities for this quarter/year?"

• "Can you walk me through your current process for [specific task relevant to your product/service]?"

• "How does your team currently measure success in [specific area]?"

• "What’s a challenge you’ve been working to overcome recently?"

2. Pain Points and Challenges

3. Industry-Specific Questions

4. Goals and Aspirations

5. Decision-Making Process

6. Budget and Resource Allocation

7. Competitors and Market Trends

Additional questions:

• "What prompted you to explore solutions now?"

• "What does success look like for you in this area?"

• "What’s your timeline for making a decision?"

These open-ended questions encourage dialogue and provide valuable insights into the prospect’s situation, pain points, and goals, helping you tailor your approach effectively

Step 4. Presenting a Solution (If Appropriate)

• Briefly explain how your product or service can help.

  
  

• Use their language and tailor the value proposition to their specific needs.

  
  

• Avoid overloading with details- simple sells

Step 5. Handling Objections

• Be prepared for objections about price, timing, or details about your product or services.

  
  

• Acknowledge their concerns, then address them with clarity and empathy.

Step 6. Close Call

• Define Clear Actions:

  • Suggest a follow-up meeting, product demo, or send additional information.

  • Example: "Based on what we discussed, it seems like the next step would be a deeper dive into how we can support your goals. How does next Tuesday at 2 PM sound?"

  
  

• Confirm Commitment:

  • Ensure mutual understanding of the next steps.

Step 7. Post-Call Follow-Up

• Send a personalized email summarizing the key points discussed.

  
  

• Provide additional resources or information as promised.

  
  

• Schedule the next meeting or follow-up activity.

Tips for Success

• Active Listening: Take notes and reflect on what the prospect shares.

• Adaptability: Tailor your approach based on the prospect’s tone and responses.

• Time Management: Stick to the agreed duration of the call.

• Empathy and Patience: Focus on their needs, not just closing a deal.

By following these steps, you’ll create a discovery call that builds trust, identifies opportunities, and lays the groundwork for a successful relationship.