Importance of Discovery Calls | Everything You Need to Know

Whether you’re a salesperson, a recruiter, or a small business owner, discovery calls are an important part of your job. But before you can have a successful discovery call, you must prepare for it. Here are a few steps to prepare for your next discovery call.

You can’t just wing it when it comes to discovery calls. If you want to be successful, you need to do your pre call research in advance. That means learning everything about the person or company you’ll speak with.

Read their company website, check out their social media accounts, and see if there’sthere’s anything else you can find online that will give you some valuable insights into who they are and what they do.

The more prepared you are, the better equipped you’ll be to ask the right questions and identify potential solutions for them.

Discovery calls tend to be open-ended, which can help gather information and make it easy to lose track of time. To keep the Call focused and on track, set an agenda in advance and share it with the person you’ll be speaking with. This way, you will know what topics will be covered and can plan accordingly.

The whole pain points of a discovery call is to gather information about the other person or company to serve them better. To do that, you need to ask the right questions.

Avoid yes or no questions and focus on open ended questions that will help you better understand their needs. What are their goals? What challenges are they facing? What solutions have they tried in the past (and why didn’tdidn’t they work)?

Asking questions like these will help you gain a deeper understanding of their needs and give you some ideas for a potential solution.

Discovery calls can also be a major time sink if done correctly. Keep a few things in mind to ensure that your discovery calls are useful for you and your business. Here are a few tips on making the most of your discovery calls.

While effective sales discovery calls are mostly an opportunity for you to ask questions, chances are your client or Customer will also have questions for you. Make sure you’re prepared to answer common questions about your product or service so they walk away from the Call feeling informed and confident in what you offer.

During discovery sales calls (especially long ones), it’s easy to get lost in conversation and need to remember important details. To avoid this, take notes during the Call so you can reference them later on. This way, even if something slips your mind during the Call, you’ll have it written down to refer back to later on.

At the end of every discovery call, ask what you want – whether setting up a meeting with a decision-maker or getting access to additional resources. If you don’tdon’t explicitly ask for what you want, there’s a good chance that nothing will happen after the call ends.

A discovery call is the first step in getting to know a new client. It’sIt’s an opportunity to learn about their needs and how you can help them. But it’s also an opportunity to build a relationship that will last long after the Call ends.

Here are four tips for keeping the relationship strong after a discovery call.

The first step is to send a follow-up email within 24 hours of the Call. This shows that you’re interested in continuing the conversation and provides an easy way for the other person to contact you if they have any questions. Include your contact information and a link to your website or blog in your email.

The next step is to connect with the person on social media. This can help you stay in touch and build rapport outside work hours.

LinkedIn is a great platform for connecting with clients and business contacts. If the person you spoke with is active on other accounts, follow them and engage with their posts. If you are looking for an easy way to connect with and follow up with these people on LinkedIn with little to no effort, CLICK HERE.

A discovery call should always be followed up with a second call, preferably within a week or two. This second Call allows you to discuss the client’s needs further and how you can help them meet their goals. It also allows you to continue building rapport and developing the relationship.

After the second Call, staying in touch regularly is important, even if you’re not working together on a project. A weekly check-in email or monthly phone call can keep lines of communication open so that you can always be there when they need you. This is a great place to have a Follow-Up Drip Campaign with ProspectLadder.

If you’re in the sales process or marketing, chances are you’ve had this happen to you before you reach out to a potential customer, they seem interested, and then they back out when it comes time to set up a discovery call. It’s frustrating, but it doesn’t have to be a deal breaker. You can do a few things to try and salvage the situation.

If a potential customer needs to clarify what a discovery call entails, send them more information. Put together a brief explainer video or email of what you’ll cover in the Call, the objectives, and how it will benefit them. This will help them understand what they’re signing up for and (hopefully) make them more likely to commit.

Only some people are comfortable getting on the phone, and that’s okay. If your potential Customer needs to respond to your calls, see if they’re available for an in-person meeting or a quick email or social media chat. You might be surprised at how willing they are to engage once you switch up the format.

If you’ve tried all of the above and you’re still getting radio silence, it might be time to get creative with your follow-ups. Instead of just sending another email or leaving another voicemail, try reaching out on social media or even sending them a physical piece of mail.

Something unexpected might be just what it takes to get their attention—and finally, schedule that discovery call.

Discovery calls are important in working with potential contacts, customers, or job candidates. By preparing for your Call and understanding what you want to get out of it, you can ensure that you and your agency are getting the most value from the conversation.