Are you thinking about starting discovery calls with your clients, but not sure how to go about it? Or maybe you have been doing them for a while, but want to make sure you are doing them effectively?
In this quick guide, I will go over everything you need to know about discovery calls, including what they are, why they're important, and how to conduct one.
What is a discovery call?
A discovery call is a call between a potential client and a service provider, during which the two parties learn more about each other and discuss the project at hand.
The purpose of a discovery call is to ensure that both parties are a good fit for each other and to gather enough information about the project so that the service provider can give an accurate quote.
And while discovery calls are typically used in the early stages of the sales process, they can also be conducted later on down the line, as a way to touch base and make sure that both parties are still on the same page.
Why are discovery calls important?
Discovery calls are important because they help to build rapport between you and your potential client, and they also allow you to gather vital information about the project.
If you can build a good rapport with your potential client during the discovery call, it is more likely that they will want to work with you, as they will feel like they can trust you.
And if you can gather enough information about the project during the call, it will be easier for you to give an accurate quote, which can help to seal the deal.
How to conduct a discovery call
When conducting a discovery call, there are a few key things that you will want to keep in mind. Here are some tips:
* Make sure you are prepared
Before the call, take some time to review the project details and make sure you understand everything. It is also a good idea to have a list of questions prepared so that you can make the most of the call.
* Start with small talk
When you first get on the call, take a few minutes to chat with your potential client about things other than the project. This will help to break the ice and make the conversation feel more natural. It can be something as simple as asking about their day or how they are doing.
* Get an overview of the project
Once you have chatted for a bit, it is time to start talking about the project. Ask your potential client to give you an overview of what they're looking for and what they hope to achieve. Also, make sure to ask questions about any potential challenges or issues that may arise.
* Address any key concerns
If you have any specific questions or concerns about the project, now is the time to bring them up. This is also a good time to address any objections that your potential client might have and answer their questions as well.
* Dig deeper into the project details
Once you have a general understanding of the project, it is time to start digging into the details. Ask questions about the scope of the project, the timeline, and anything else that you feel is relevant. It will be helpful if you have a list of questions prepared in advance.
* Discuss your experience and expertise
After you have gathered all of the information you need, it is time to start talking about yourself. Give your potential client an overview of your experience and expertise, and explain how you can help them to achieve their goals.
* Talk pricing
Once you have covered all of the relevant information, it is time to talk about pricing. Discuss your rates and give your potential client an idea of what they can expect to pay for your services. It is important to be upfront about pricing so that there are no surprises later on.
* Close the deal
Once you have covered everything, it is time to close the deal. Thank your potential client for their time, and let them know that you are looking forward to working with them. If everything goes well, you should be able to seal the deal and get started on the project.
* Schedule a follow-up call
If you are not able to close the deal during the initial discovery call, that is okay. Schedule a follow-up call so that you can continue the conversation at a later date and see if you can work something out.
Discovery calls are a vital part of the sales process, and they can help you to win new clients and projects.
By following these tips, you can make sure that your discovery calls are successful and productive.
It may seem like a lot of work to do a discovery call, especially if you have never done one before. But trust me, it is worth it.
The discovery call is your chance to make a great first impression, gather important information, and close the deal.
So what are you waiting for? Get out there and start making discovery calls!
Thank you for taking the time to read my blog! I hope you find this information valuable and make time to implement it in your life. If you enjoyed this, please check back and share it with others.
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