Mastering the Art of the Discovery Call: A Guide to Winning Over Potential Clients
As an entrepreneur and CEO, you know how important it is to nail the discovery call with potential clients. It's your chance to showcase your talents, build a rapport, and ultimately close the deal. But let's face it; these calls can be nerve-wracking.
You want to make a great first impression, but you also don't want to come across as pushy or salesy. Whether you're a seasoned pro or a newbie on the scene, I've got some tips and tricks to help you have a successful discovery call each and every time.
Prepare, prepare, prepare.
Before the call, make sure you've done your research on the potential client. Learn about their company, their goals, pain points, and anything else that might come up during the conversation. Jot down some talking points, but don't be afraid to deviate from the script if the conversation flows in a different direction.
Ask the right questions.
During the call, focus on listening more than talking. Ask open-ended questions that allow the client to elaborate on their needs and concerns. This will not only help you better understand their situation, but it will also show the client that you're truly invested in their success. Remember, the discovery call is not a sales pitch. It's a chance for you to showcase your expertise, build a relationship with the client, and decide if this potential client is a good fit for you and your business.
Showcase your expertise.
Once you have a good understanding of the client's needs, use this opportunity to showcase your talents and show how you can help them achieve their goals. Use real-life examples of similar projects you've worked on, and explain how your services can help them overcome their pain points. Be prepared to explain how you'll work with them and what their timeline, billing, and communication can be expected.
Follow up, but don't be pushy.
After the call, be sure to follow up with the potential client to thank them for their time and to answer any additional questions they may have. If the call went well and the client is interested in your services, suggest a next step. But if you don't hear back from them immediately, don't be pushy or aggressive. Sometimes, it takes time for a potential client to make a decision - patience and professionalism are essential.
Reflect and improve.
Not every discovery call will result in a new client - and that's ok. Treat every call as a learning opportunity and reflect on what you did well and what you could improve upon. If you feel like you didn't connect with the client, try to identify the reasons why and think of ways to communicate better in the future.
The discovery call can be intimidating, but by taking the time to prepare, ask the right questions, showcase your expertise, and follow up professionally, you can improve your chances of winning over potential clients. Remember, the goal of the discovery call is to build a relationship - focus on establishing trust, and the rest will follow.
