How to Master the Discovery Call

So you landed a first call with a prospect.

Hooray.

Everyone is excited. 

In this environment, getting a new customer on a call is hard.

But you did it. You and the team succeeded in securing a discovery call.

So now what?

Having a plan in place so you get this call right is crucial for building lasting relationships with potential clients or partners.

The most important thing to remember is it's not a chance to showcase your brilliance.

The mission of a discovery call is to ask good questions, learn about their needs, establish trust, and get to a second call. It sounds simple if you have a good process and the right training systems.

Here are my best tips to help you and your team make the most of every discovery call you can set up.

1. Prepare Thoroughly

Before the call, research the company and anyone you'll speak with. Understand their industry, challenges, and goals. This preparation will allow you to ask informed questions and demonstrate your genuine interest in their business. You should have your agenda and talking points ready, but be flexible to adapt the conversation based on their responses.

2. Craft a Compelling Introduction

First impressions matter. Start the call with a brief and engaging introduction. Clearly state your name, your role, and your company's expertise. This will set the tone for the conversation and helps the other party understand who you are and why they should listen.

3. Spend More Time Listening Than Talking

Effective discovery calls are about listening rather than talking. Ask open-ended questions, encouraging the other party to share their challenges, goals, and pain points. Actively listen to their responses, take notes, and avoid interrupting. This helps you understand their needs and signals that you value their input.

4. Offer Solutions to Problems

Once you've gathered information about their needs, describe how your solutions address their specific challenges. Highlight how your product or service can provide value and offer tangible benefits. Use real-world examples or case studies to illustrate how you've helped similar clients overcome similar obstacles. You can and should name-drop your best customers to support your case.

7. Define the Next Steps

At the end of the call, summarize the key takeaways and insights you've discussed. Based on their needs, propose clear next steps. Whether it's a follow-up meeting, a product demo, or providing additional resources, ensure that both parties are aligned on the way forward. Be sure to ask for the next meeting while on the call. This is a great way to qualify if your pitch resonated. If they hesitate, you know to deprioritize them.

8. Follow Up Promptly

After the call, send a personalized follow-up email that recaps the discussion and outlines the agreed-upon next steps. This reinforces your professionalism and commitment to their success. It's also an opportunity to address any lingering questions or concerns they might have.

If you record the calls, which you should, take the time to reflect on what went well and what could be improved.

Work to continuously refine your approach, adapt your questions, and refine your listening skills based on feedback and outcomes.