The Anatomy of a Discovery Call
What is a discovery call?
So, you have a client that might want to work with you? How exciting! The next step is to set up a discovery call with them. These are typically 30-minute calls held over Zoom or another video conferencing software.
The purpose of the call is for your and your potential client to decide whether working together would be beneficial. Don’t forget that you’re also there to interview them to see if you want them as clients. Also, remember that you are in charge of the call, not them. You are an entrepreneur and CEO of your own business, not an employee of theirs.
Before the call
Get to know them as much as possible before the call. Ideally, you have asked them to answer questions about themselves, their business, and their pain points before the call and can do some research before the call begins.
Take a look at their website and anything else that may be available. Come up with a few services that might help them solve their pain points. Write down a few compliments or things you like about what you found to mention throughout the call.
READ: How To Turn Your Corporate Skills Into A VA Business
Discovery call template and script
Intro: Spend the first few minutes chatting with them. Introduce yourself and thank them for joining the call. If you need something to say, this is a perfect time to mention the compliment you wrote down during your research.
Example: “Hi! I am so excited to talk to you. Thanks for being here! My name is…, and I help business owners find efficiencies that help them grow their businesses. I looked at your website, and I love your [insert compliment from your research].
Share your discovery call template: Tell them what the call will be about and what you want to cover. This will help you set yourself up as the expert in the call and help them trust you!
Example: “This will be a 30-minute call to discuss you, your business, and how I can help you get where you want to be! Does that feel good to you?”
Ask about them: This is your chance to learn more about them and what they need from a VA. It will also help you determine how nervous they might be to outsource some tasks. Some sample discovery call questions to ask are:
Tell me more about your business.
What do you need help with?
What systems or software do you use?
Where would you like to be a year from now?
Have you ever outsourced before?
Do you have any questions for me?
Pitch: After listening to what they might need out of a VA, it’s time to pitch your services. Make sure to use their words when suggesting your services.
Example: “Thanks for sharing more about your business. I want you to know that I know trusting someone with your business is scary, and I understand how important this business is to you. I would love to help you… It sounds like you are struggling with [pain point they mentioned]. I have experience managing [solution to a pain point they mentioned] for clients and would be happy to manage that process so you can [their goal for their business that they can’t reach because of the pain point].”
Money: This is the scary part. Here is where you share what you charge. Don’t oversell or undersell yourself here. Just state your prices and sit back calmly and wait for their response.
Example: “I have a few different packages and payment options. They are [list your prices]. Let me know your thoughts.”
Follow-up: If they agree and want to sign up now, thank them and share how excited you are to work together. Then, let them know the next steps of your onboarding process. If they say no or have to think about it, ask them what is holding them back while validating any emotions they may have. Try to answer all their questions on the call, but if you need to, allow them some time to think it over and send them a follow-up email or set up a follow-up call.
Remember that the potential client is joining the discovery call because they already want to work with you! Just follow the script above, and you will do great.
