How to Have Better Discovery Calls

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Discovery calls are NOT a waste of time.  The only reason it may seem that way is because you aren’t doing it right. Tell me if this sounds familiar. You have a great discovery call with a potential client, everything seems to be going great, you send them your proposal, and then POOF…THEY’RE GONE! You have been ghosted. Of course, there are always going to be the ones that ghost you. Unfortunately, that’s just part of being a business owner. But you can have better discovery calls, my friend! And I can show you how.

 

 

Are you missing important questions in your discovery calls?

This came up during a Rapid Fire coaching session with one of my clients. She was having all these amazing discovery calls. But then she felt like when she sent a proposal, they just ghosted her. Sound familiar? She couldn’t understand why this was happening. 

So I asked her a couple of questions that I encourage you to ask yourself if you are having a similar issue: 

 

It’s perfectly okay to talk about your pricing on your discovery calls.

I know we have been made to think this is a big no-no. But it’s truly not. If you don’t have your pricing on your website, then you need to be discussing your pricing on the call. To be honest, even if you have it on your website, people probably haven’t looked at it. So you need to be discussing your pricing on the call. 

Stop being afraid to talk budgets and pricing on your discovery calls. Get a feel for it and simply ask what their budget might be. For example, if someone came to me in regards to the Alliance, and they were tired of only passing referrals inside other networking groups they are in. 

I would tell them that referrals are a by-product of being in the Alliance, but it’s not the only reason we’re there. I want it to be a place where you can collaborate, get support, and learn from one another. But then I have to have an open conversation about pricing. There is no harm in that.

 

Here’s how you can talk about pricing in your discovery calls.

Communicate with the person on the call what it looks like to work with you. Be upfront about what your offer costs. You might even want to consider being more than willing to work with them on payment plans. It doesn’t have to be paid all upfront. Then, ask them if that is within their budget or not. 

We all have a budget. I know that. And I’m certainly not all about asking them what’s it going to cost you if you don’t invest in working with me. We all have bills to pay, mouths to feed, and roofs to put over our heads. I’m not saying that most people aren’t willing to stretch. If they are committed to their business as a business owner, they know what they’re willing to stretch to, and they know what they’re not. So just be honest and ask them straight up. 

If you have to send a custom proposal, let them know you would have to really sit down and give them a custom proposal based on the scope that they just gave you.  But you can let them know what your minimum starting package looks like. Then ask them if that is even something that’s within their budget. 

 

Let’s stop wasting time on discovery calls. 

There is absolutely no point in sending this detailed long proposal that takes 30 to 40 minutes or more creating only for them to come back and say it is out of their budget. Read that again! Sales and discovery calls are for having half of the conversation upfront. They are for you to see if they are a good fit for you and for them to see if you are a good fit for them.

 

Give people permission to tell you “no” on your discovery calls.

People need that permission to say “no”. I’m not saying the permission for an out. But what I often do is say, “Listen, if you think about it, and you decide now is not the right time, and it’s not a good fit…can you least just let me know? I don’t want to keep following up with you and reaching out to you if it’s not a good fit.”

I’m not afraid of the word no. I prefer people to just let me know because I also only have the capacity to take on so many clients at a time. It’s okay to ask people to have respect for you, your time, and your business. Most of the time they like when you give them that permission. As a result, most people are going to give you an answer. There are always going to be the ones that ghost you. It’s just part of being a business owner. 

 

You can have better discovery calls.

One thing that will make a huge difference in your discovery calls is stepping into the CEO role as a business owner. This person that you are on the phone with is coming to you because they need help. Their time is no more precious than yours. What they do, and their business is no more successful than yours. If they could do it themselves, they wouldn’t be having a conversation with you. 

So stop discrediting yourself. Step in and stand in your expertise and make them give you a response. Just let them know you’re not just sitting around waiting for them to finally come home and tell you they’re ready to work with you.  

You also need to let people know what the next steps are on your discovery calls. Always give them the next steps.  Give them a detailed list of sorts of what to expect. By doing this, you’re setting the expectation and letting them know what they can expect from you.  

 

What should you do if someone doesn’t respond after having a discovery call?

If they don’t respond, follow up again. And if they don’t respond, then you can say, “Listen, I haven’t heard back from you. So I’m going to assume that you’re all set. You let me know when you’re ready. If I have room in my business at that time, then we will figure out the details.” 

It all comes back to this sense of competence and ownership of the value that you are bringing to the table! The key to better discovery calls is simply having open and honest conversations, standing in the CEO role of your business, and setting the expectation. When you can do that, your discovery calls are going to go a lot better.

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Connect with Michelle-

Have Questions? Let’s have a Cup of Virtual Coffee!

 

 

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