Discovery calls can be nerve-wracking, right? I know when clients come to wondering how to run a discovery call, they also bring lots of emotions along with the question.
Discovery calls are an essential business tool for growing your creative business. But you’re not just showcasing your creative skills; you’re also trying to build rapport, understand your client’s needs, and confidently guide them towards a decision. It’s a delicate dance that requires a unique blend of creativity and leadership.
Many creatives focus on proving their worth or showcasing their portfolio, but the most effective approach is to confidently lead the conversation and guide your potential client towards a solution.
If you’re feeling apprehensive about hosting your next discovery call, allow me to give you some tips and strategies to boost your confidence.
What is a Discovery Call?
Whether you call it a discovery call, a sales call, a get acquainted call, or a fit assessment, the goal is the same: you’re trying to make a sale.
You’re hoping to talk with a person who’s expressed interest in your creative services and guide them through a process of deciding whether they want to hire you.
But the first key aspect of learning how to host a discovery call is determining how you want to LEAD the entire process, not just the conversation.
Leading the Conversation: The Secret Ingredient on How to Run a Discovery Call
Many creatives approach discovery calls with a sense of trepidation. They focus on proving their worth, showcasing their skills, and hoping to “land the client.” But here’s a key insight I’ve learned from years of coaching creative entrepreneurs:
The most successful discovery calls are led with confidence and a genuine desire to help.
Think of yourself as a guide, not just a salesperson. Your potential client has a problem they need solved, and they’re looking to you for expertise and guidance.
It’s your job to lead them through the conversation, uncover their needs, and present your services as the solution.
This doesn’t mean being pushy or aggressive. It’s about confidently guiding the conversation, asking powerful questions, and demonstrating your commitment to their success.
Here are a few key principles to keep in mind:
- Acknowledge their problem: Start by acknowledging the challenges they’re facing and validating their feelings. This creates a sense of understanding and builds rapport.
- Focus on the solution: Shift the conversation from “selling yourself” to “solving their problem.” Highlight how your services can help them achieve their goals and overcome their obstacles.
- Ask insightful questions: Don’t just talk about yourself and your services. Ask open-ended questions that encourage them to share their needs, motivations, and aspirations.
- Demonstrate your expertise: Share relevant experience, case studies, or testimonials to showcase your ability to deliver results.
- Guide them towards a decision: Lead the conversation towards a clear next step, whether it’s booking a project or exploring further options.
By embracing your role as a leader on the discovery call, you’ll not only increase your chances of closing the deal, but you’ll also build stronger client relationships and create a more fulfilling and profitable business.
Set the Stage: How to Run a Discovery Call
Before you even hop on the call, set yourself up for success with these pre-call essentials:
- Scheduling & Reminders: Use a scheduling tool (like Calendly or Acuity) to streamline the booking process and offer a variety of times that work for both you and your potential client. Don’t forget to send reminders! A friendly email or text reminder the day before and an hour before the call can significantly reduce no-shows.
- Pre-Call Questionnaire: A short questionnaire helps you understand their needs and expectations beforehand, allowing you to tailor the conversation accordingly. Ask about their project goals, challenges they’re facing, and what they hope to achieve by working with you.
- Prepare Your Questions: Outline key questions to guide the conversation and uncover their pain points and goals. Think about what you need to know to determine if they’re a good fit for your services and how you can best help them.
- Tech Check: Avoid any technical hiccups by testing your technology (audio, video, internet connection) beforehand. A smooth and distraction-free experience will make a positive impression on your potential client.
Now, you might be wondering: what’s the ideal length for a discovery call?
I like to allow for a full hour on my calendar, but I’ll often make the call 45 minutes.
This allows enough time to build rapport, understand their needs, and present your services without overwhelming them.
It also allows me to make an offer and attempt to “close the sale” on the call itself. There’s nothing worse than running out of time, and because I always advise my clients to attempt to close the sale on the call, this often supports this process.
At the beginning of the call, I like to check in with the prospect, to find out whether they have a “hard stop” at the end of the time block, or they have some extra space in case we go over by a few minutes.
Start Strong & Build Rapport
First impressions matter, right? Especially when you’re trying to build trust and establish a connection with a potential client.
A discovery call is like a first date for your business – and you want to put your best foot forward and create a positive and memorable experience when you’re learning how to run a discovery call.
So, how do you set the stage for a successful first encounter?
Start by showing up as your best self. That means being punctual, prepared, and genuinely enthusiastic about the call. (Think of it like getting ready for that first date – you wouldn’t show up late, wearing your pajamas, would you?)
Create a warm and welcoming atmosphere. Greet your potential client with a friendly smile (even if it’s just through the screen!) and express your appreciation for their time. Set the agenda for the call so they know what to expect, and spend a few minutes building rapport.
Now, here’s where many creatives get tripped up. They fall into the trap of thinking they need to “prove” themselves or “sell” their services from the get-go. But here’s a secret: the most effective way to build rapport is to focus on the other person.
Ask about their day, their business, or something you noticed from their pre-call questionnaire. Show genuine interest in their challenges and aspirations. And most importantly, listen.
Active listening is like gold in a discovery call. It shows that you’re truly present and invested in understanding their needs. Ask clarifying questions, reflect back their thoughts, and let them know you’re hearing them.
Remember, a discovery call isn’t just about making a sale; it’s about building a relationship. When you focus on creating a genuine connection, the sales will often follow naturally.
Uncover Their Needs & Challenges: Asking the Right Questions
This is where the real magic of a discovery call happens. It’s your chance to truly understand your potential client’s needs, challenges, and aspirations. But it’s not just about asking any questions; it’s about asking the right questions—the ones that uncover their deeper motivations and help them see the value in your services.
Think of yourself as a detective, gently guiding them on a journey of self-discovery. Your questions should be open-ended, encouraging them to share their story and reveal their pain points.
Instead of bombarding them with a list of pre-prepared questions, let the conversation flow naturally. Listen attentively to their responses, and ask follow-up questions to clarify and deepen your understanding.
Here are three powerful questions that I always incorporate when I’m teaching my clients how to run a discovery call:
- “What’s not working?” This simple question opens the door for them to share their challenges and frustrations. It allows you to understand the core problem they’re hoping to solve.
- “Why do you THINK it’s not working?” This question dives deeper into their perspective and helps you assess their level of self-awareness. Are they taking responsibility for their challenges, or are they blaming external factors? This insight is crucial for tailoring your approach and ensuring a successful collaboration.
- “Why does it need to change now?” This question uncovers the urgency behind their need for a solution. It helps you understand their motivations and priorities, allowing you to position your services as the timely answer they’ve been searching for.
By asking these powerful questions and actively listening to their responses, you’ll not only gain valuable insights into their needs but also build trust and rapport. You’ll demonstrate that you’re genuinely invested in helping them succeed, which is the foundation of any strong client relationship.
Remember, the goal of this section isn’t just to gather information; it’s to create a connection, understand their perspective, and guide them towards a solution that aligns with their goals.
Present Your Solution & Highlight Value
Okay, so you’ve built rapport, asked insightful questions, and uncovered your potential client’s needs. Now comes the exciting part: presenting your solution and showcasing how you can help them transform their business.
But here’s the thing: It’s not just about listing your services or reciting a generic sales pitch. It’s about connecting the dots between their challenges and your unique expertise.
Think of it like this: you’re not just a graphic designer; you’re a problem-solver. You have the power to create visual solutions that address their specific needs and help them achieve their goals.
Here’s how to present your services in a way that resonates and converts:
- Connect the Dots: Clearly explain how your services address their specific challenges and help them achieve their goals. Paint a picture of how their business will be transformed by working with you. For example, if they’re struggling to attract their ideal clients, explain how your branding and design expertise can help them create a visual identity that resonates with their target audience.
- Highlight Your Expertise: Share relevant experience, case studies, or testimonials to build credibility and demonstrate your ability to deliver results. Don’t be afraid to showcase your unique skills and how they set you apart from the competition.
- Focus on Benefits: Emphasize the positive outcomes they’ll experience by working with you, such as increased brand awareness, improved customer engagement, or a more efficient workflow. Remember, clients are ultimately investing in the results you can deliver, not just the services themselves.
- Address Objections: Be prepared to answer their questions and address any concerns they might have. This shows you’re attentive and committed to finding the right solution for them.
Now, here’s where I add a little extra magic to my client’s discovery calls…
I help them craft irresistible offers that not only solve their client’s problems but also sell themselves. It’s a delicate balance of strategy, psychology, and creativity, and it’s something I’ve honed over years of experience working with creative entrepreneurs.
Close with Confidence & Clarity (and a Payment!)
Closing a discovery call effectively is crucial for converting potential clients into paying customers. It’s not enough to simply summarize the conversation and hope they’ll reach out later. You need to confidently guide them towards a decision and secure their commitment.
Here’s the key: Don’t end the call without a clear next step and a confirmed payment method.
If they’re hesitant to commit or ask to “think it over,” you haven’t adequately addressed their objections. Letting someone have time to think and consider is valuable, but only if they have an actual plan and objective for thinking it over that you’ve developed with them before leaving the call.
Ultimately, if they’re not ready to invest in your expertise during the call, you haven’t closed the sale yet.
How do I close a discovery call effectively?
- Ask for the sale: Confidently ask if they’re ready to move forward and secure their commitment.
- Offer payment options: Provide convenient payment methods, such as credit card processing in real time or online invoicing with immediate payment options, but get them completed on the call.
- Schedule the Next Step: Whatever the first step is for your working relationship, get it scheduled. Is it a kick off call? Schedule it. Is it a questionnaire, tell them when they should expect to see that.
- Get Excited for Them: Start your working relationships off right with a celebration! They’ve just made a big investment and taken a step to change the future of their business. Celebrate this and help to reassure them that they’ve made a great choice.
By confidently asking for the sale, leading the close, and securing payment during the call, you’ll set the stage for a successful and fulfilling client relationship.
Want to Experience a Client-Winning Discovery Call Firsthand?
You can transform your discovery calls from awkward sales pitches into client-winning conversations. Lots of creatives wish they could have a “script” that includes exactly what to say, but that rarely leads to the authentic, natural feeling they’re hoping for.
If you’d like to feel how you can “be your own script” and host a natural sales call that feels good, here’s my invitation to you.
Schedule a discovery call with me! I’ll be able to model for you how to host a call that feels amazing. And, maybe we’ll actually be the right fit to work together.
I’ve helped countless creatives transform their discovery calls from awkward encounters into client-winning conversations. And I can do the same for you
If you’re struggling with sales, or with crafting compelling offers that your prospects can’t wait to say YES to, then I can help. If you’re struggling with pricing your services, attracting your ideal clients, or closing deals with confidence, let’s talk.
Increase your sales call confidence (and your close rate) by scheduling a discovery call with me today. You deserve to see what feel-good sales can do for your business.
Don’t wait any longer to master the art of discovery calls. Schedule your free consultation today and let’s start building the business of your dreams!
