The goal behind every discovery call is the same: to find out if the prospect is best suited to work with, learn more about them, and sell them your offer. But the secret behind their discovery calls success is how they have structured it, and they stick to that structure no matter what the offer is.
Stage 1: Introduction and Get Personal with the Prospect
Introduce yourself and get to know your prospect on a personal level by asking specific questions that will get the prospect to open up and share more information that will help you
- Examples: How have you been? What are some big wins you had recently? What’s your big goal?
Get Them Talking Now
Get the prospect talking about doubts, issues, or fears
- Ask them specific questions to make it easier for them to talk about their doubts and issues
- Make them comfortable and confident in your proposed solution
- Don’t forget your goal in this stage is to make them comfortable with your offer
Step 5: Let’s Talk About The Money
Your Actual Pricing
- How can clients pay you?
- Do you want the full payment before the project or 50/50?
- Handle any potential payment ejection prospect can have
- Be confident about your pricing, and don’t negotiate much
Stage 2: Qualifying the Prospect
Listen carefully and ask questions to determine whether or not you are a good fit
- Have you ever hired someone in the past to work on this project?
- What are the main problems you are facing currently? What’s going to be your biggest priority in this project
Conclusion
Discovery calls are an experience, an opportunity to make a good impression, and they depend on how you deal with them.
- You cannot just hop on a discovery call without a plan in hand
- Here is a five-stage discovery call format that can help you get more clients
Present Your Solution, Your Offer
Cover a few key things to make your offer awesome: what are you offering as a solution, how is it going to solve their problem, how the solution or offer will work, how have you helped other clients with the same solution?
- How will they be updated with the progress?
