How To Run A Discovery Sales Call: 5 Questions To Turn Prospects Into Paying Clients 🤑

Summary

In this informative video, Alex guides new freelancers on how to effectively conduct their first client discovery call. She emphasizes the importance of building rapport, understanding client needs, and asking the right questions to turn prospects into paying clients. Key tips include scheduling calls with confidence, creating an organic conversation, and focusing on the client's goals. Alex outlines five essential questions to ask during the call to gain insights into the client's expectations and project scope. The video concludes with advice on following up promptly, showcasing professionalism, and reinforcing the freelancer's value in helping the client achieve their objectives.

Takeaways

• 😀 Schedule a discovery call promptly to build rapport and show commitment.
• 😀 Personalize your communication by asking for the client's time zone and suggesting specific time slots.
• 😀 Avoid using impersonal scheduling tools for initial calls to demonstrate dedication.
• 😀 Start the call with casual conversation to establish a friendly atmosphere.
• 😀 Always ask for permission to record the call for professional courtesy and reference later.
• 😀 Focus on understanding the client's goals and expectations during the call.
• 😀 Ask open-ended questions to encourage discussion and gather valuable insights.
• 😀 Clarify the scope of work to ensure you understand the client's needs fully.
• 😀 Discuss the client's target audience to tailor your approach effectively.
• 😀 Follow up the same day with a summary email that outlines next steps and reinforces your commitment.

Q & A

What is the first step after receiving a positive response from a potential client?

The first step is to request a discovery call as soon as possible to build a relationship and discuss their needs in more detail.

Why is it important to conduct the call face-to-face?

A face-to-face call helps establish rapport more effectively than email, making it harder for the prospect to say no once a personal connection is formed.

What should you avoid when scheduling the discovery call?

Avoid sending a Calendly link for scheduling; instead, take charge by suggesting specific times that work for both you and the prospect.

What is a good way to start the call once it begins?

Start the call with a friendly exchange of pleasantries and ask for permission to record the call for reference.

What type of questions should you ask during the discovery call?

You should ask open-ended questions that encourage discussion and avoid yes or no questions, allowing for a natural flow of conversation.

What is the purpose of the first question you ask during the call?

The first question should aim to uncover the prospect's main goals for the project, helping you understand their expectations and needs.

Why is it important to understand the client's target audience?

Knowing the target audience helps you tailor your services to meet their specific needs and demonstrates your ability to enhance their business outcomes.

What should you do if a client has unrealistic expectations about project timelines?

Gently educate them about the time and effort required for the project to set realistic expectations and avoid future misunderstandings.

How should you conclude the discovery call?

Wrap up by outlining the next steps, informing them you'll follow up with a quote and necessary details, which reinforces your professionalism.

What should you include in your follow-up email after the call?

In your follow-up email, thank them for their time, summarize the discussion, outline the project scope, and include specific deliverables and timelines.