How to Structure Your Discovery Call

A discovery call without a plan is just a chat. I am going to share a three step system to qualify your potential client, prepare for the call without any research time, and avoid the biggest mistake that will sabotage your business! Read more and grab the ultimate client on boarding checklist:

I am sure like you, the fear of the unknown injects anxiety, overwhelm, stress, and just plain procrastination.

The idea of hopping on a video discovery call with someone certainly fuels the fire for high anxiety, high pressure, and overwhelming stress.

When I first started, I wondered what the heck am I supposed to do?

What am I supposed to say?

How am I supposed to act?

Oh yeah and I'm supposed to a close a call and get a sale all in 15 minutes!!  

If I was going to make this online business work, I had to overcome my fear of the unknown.

Since I didn't have a discovery call manual, I used my understanding of systems and created a kind of flow chart to take the fear of the unknown and turn it into something tangible that I could control. 

There are two clear steps to structure your next discovery call and maximize your most valuable asset:  YOUR TIME.

The discovery call itself actually starts with an initial client questionnaire and gathering information from the client.

Let the client tell you what they need and what they are looking for, instead of spending hours figuring it out!

Next, the information that your potential client shares with you actually feeds into your discovery call sales script.

Here is the secret that no one talks about is that the goal of a successful discovery call is to have your potential client talk about themselves, their problems, and their goals.

Let's face it, we all love to talk about ourselves.  

A discovery call is the opportunity to talk about the problems we are facing, figure out a solution, and look to future goals.  

A discovery call is a mini therapy session.

To help ease the anxiety of your next discovery call, here is an example of the structure of a successful discovery call script. 

First, when you hop on the call you let the potential client know that you've read through their questionnaire and that you understand what they are looking for to solve their problem.  

Give a quick summary of the information they've already provided you.

Here is your next important step, you want to check in with your potential client throughout the discovery call to get a positive answer.  For example, "Does this sound correct?" 

Take it a step further by nodding your head up and down that YES you understand.  

Next, you lead the conversation and affirm that this is exactly what they're looking for with s

A few questions that you want to ask include:

  • What is the biggest goal for your business in the next three months?

  • What obstacles are preventing you from accomplishing your goal?

  • Are there things that you want to accomplish in your business, but you don't know how to do them on your own?

  • If you could change one thing about your workflows, what would it be?

Be sure to confirm their answers.  

For example, "So what I'm hearing {insert client's obstacle} affecting your business to reach your {insert client's goal.}" 

Other question to ask,

"How big of a problem is this for you right now?" 

"How important is overcoming your obstacles to you?"

"How long have you been feeling this way?"

You are helping your client paint the picture of their need. 

Follow up your emphasis on their painpoint with

"If I could help you overcome to reach that goal, what would that be like for you?"

You have just lead your client down the path you wanted them to go. 

They have shared their problem and acknowledged that you can help them solve it. 

You are in the home stretch.

Next, reinterate that they are  looking for a solution.

So the question that you might ask is,

"You indicated that you are ready to invest in someone to help you, correct? "

Let the client say yes and don't forget that positive affirmation of shaking your head up and down, it is the visual cue that is acknowledging their statement.

Now you want to transition into how your services can solve the problem and move the client to their goal.  

"So I'd like to take the next few minutes to tell you about how I work with my clients. How does this sound to you?" 

The MOST important part of the discovery call?  


Don't do all the work and let the call turn into a chat and wonder what they are thinking when you hang up!  

By uncovering the objections now, you can quickly answer and seal the deal.  

Let's take a look. 

I have found a conversational close to be the easiest and non-confrontational.

"Is there any reason why you wouldn't want to work together on this project?"

Pregnant pause .... and if you talk first you LOOSE!

I would recommend that you have most common objections on your sheet so you can quickly overcome any objections that they may have and then ask them again

"Have I answered your question?"

Once you've dealt with the objections, the next step is letting the client know what the next steps are to work with you.

  • Contract

  • Invoice

When you are comfortable on the call, you can collect payment, sign the contract, and book the first session on the call. 

The most important thing to remember with a discovery call is that you want to have a call to action at the end by putting a structure to your discovery call.

By using a script to guide the conversation you are giving yourself a crutch to lean on. 

How are you going to onboard all of your new clients? 

Grab my Client Onboarding checklist that has been used by hundreds of service providers to onboard clients every day!

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