Discovery Client Calls - What Do You Talk About?!
Your website is live, you just hit post on your first Instagram, and you’re ready to start bringing on clients. What happens now? How do you move from launching your biz to actually signing a client?
It all begins with a discovery call. I get so many questions about these calls (they can feel scary if you’re not prepared!), I wanted to break down my top tips for ensuring the conversation is a success - whether or not they end up becoming a client!
Stay Organized: Have a Customer Relationship Manager (CRM) in place from the start so potential clients can easily book a discovery call and receive the call details and automated reminders. I personally love Honeybook for this! This is your first impression, so make sure the potential client has a smooth experience.
Send a Pre-Call Questionnaire: Break the ice before the call even begins! Create a pre-call questionnaire in your CRM, and ask questions about their business, working style, professional needs, and even their coffee drive thru order. This will give you a lot of important background information prior to the call that you can use as a jumping off point for your conversation.
Remember - It’s a 2-Way Street: Not only are they interviewing you - you are interviewing them, too! Here are some ideas for questions you can ask them!
Tell me about your business and how you (or your product) serves others. (Basically, why do they exist?)
What is the process your client/customer goes through from when they first land on your website/IG to when they book your service/buy your product?
Where are there holes or pain points in this process?
Once you know more about them, you can highlight how you can help to take their business to the next level. But don’t forget - not every call is going to be a perfect fit. Maybe they are looking for skills you don’t have. Or maybe you’re overqualified and looking to focus on something more niche. Maybe they’re not willing to pay you enough or they can’t commit to a monthly retainer.
At the end of the day, we want all your clients to feel like a “hell yes!” from you. And vice versa. A thorough discovery call will help you figure this out from the start.
If you still have questions, my VA Bootcamp goes over all the details of starting your business, including discovery calls and where to find clients in the first place. And I’m always happy to chat in my DMs!
xo Helen
Helen Peterson is a work-from-home mom who has established herself in the online business industry as a Virtual Assistant & Launch Strategy Specialist. Along with helping her clients with launch strategy & successfully creating & selling their online courses, she also coaches other women in starting their own Virtual Assistant business (regardless of their current career path).