How To Run A Discovery Call – Strategy Session
How to conduct a discovery call
The following guidelines can help you run a productive discovery call:
1. Research before the call
To better target your presentation during the discovery call, do the necessary research to learn about a potential customer’s needs, desires, and motivations before the call.
Investigate a company’s organizational structure and industry before contacting it. If you intend to speak with someone, look at their professional page to learn more about potential areas of commonality, such as a college or home state.
By conducting this research, you’ll be able to connect with the potential client on a more personal level and show them that you’re serious about building a relationship.
2. Plan your introduction
During the discovery call, you will only have a short amount of time to speak with the prospect. Setting a positive tone, making the prospect feel at ease, and demonstrating your respect for their time by outlining your agenda at the outset of the call can help ensure that the conversation flows smoothly. Consider covering these points at the start of your call:
3. Listen and take notes
Depending on what you are selling and the potential client you are speaking to, how much you talk during a discovery call will change. However, the objective of the discovery call is to find out as much as you can about the potential client, so ask open-ended questions as opposed to those that can only be answered with a “Yes” or “No.” “.
Be ready to pay close attention to what the potential customer says during the call, take notes, and use this new information to guide your next questions. For the call, you should have a thorough script with questions and remarks listed in priority order.
4. Close the call strong
Having a strategy for the end of a call, just like the beginning, can help your prospects leave the conversation feeling upbeat and prepared to make a choice. Here are some strategies you can employ to wrap up your discovery call effectively:
5. Determine the next steps
To ensure you close the sale and uphold your helpful demeanor from the discovery call, it’s critical that you assist the prospect in moving forward if they express a desire to do so. For instance, you could go over the purchase with them during the same call or arrange for a closing call to take place later.
What is a discovery call?
A company’s initial conversation with a prospective client or lead is known as a discovery call. The majority of the time, sales representatives contact prospects who have expressed interest in a product or service by interacting with the company website, finishing a survey, or posting on social media.
A discovery call is an organization’s opportunity to make a good first impression. During the call, the salesperson will ask the potential customer about their goals, values, and pain points in order to determine whether the product or service is a good fit for them. A fruitful discovery call will result in additional communication between the business and the prospective client.
What happens during a discovery call?
Your company can lay the groundwork for a long-term relationship with a discovery call. This is your chance to learn important details about a potential customer and show them how you can benefit them in return. From the call, you should learn:
Questions for your discovery call script
When creating your script for your first discovery call, take into account the following questions:
Whats your chief aim at the moment?
Inquiring about the objectives of potential clients’ companies can help you decide if your product or service is right for them. For instance, if a potential customer mentions that their business is growing, an office supply representative may ask if they need additional chairs, desks, or trash cans.
What are the challenges youre facing?
You can more effectively recommend goods and services to prospects if you are aware of the challenges they face at work. For instance, if they say that finding enough space in the office for new hires is their biggest challenge, you might concentrate on recommending products that could aid in organization.
What might a successful result look like?
With this open-ended question, you can encourage your potential customer to describe the solution they’re looking for. You can then use this information to demonstrate how your product can help them find that solution. For instance, your potential client might mention their interest in designing a contemporary, open-concept workspace that allows employees to work from wherever they choose. Then, you can provide goods that aid in an organized, open-concept solution, like sizable tables and cozy, novel chairs.
What initially interested you in our product?
You can learn more about any concerns a potential customer may still have by giving them the chance to ask questions about the goods you’re selling. For instance, if your potential customer inquires about the durability of the table, you can respond to it as best you can during the call. Then, in your subsequent sales conversation, emphasize fortitude and resistance.
What are some ways youve tried to solve the problem?
This inquiry can assist you in determining results that weren’t satisfactory to your customer, which can help you improve your product recommendations. For instance, they might discuss a contemporary chair they purchased from a different vendor that received unfavorable reviews from staff. This can give you the data you require to demonstrate how your solutions differ from those of competitors.
What kind of budget and timeline are you working with?
You can make sure you’re directing a prospect toward products that meet their financial needs and are accessible when necessary by asking this direct question during the discovery call. For instance, you might suggest a low-cost alternative or offer a payment plan to your prospect if they’re interested in buying a large table but have a limited budget and plenty of time.
When would you like to schedule a follow-up call?
Providing a time and date for a follow-up call can eliminate the need for back-and-forth calls, demonstrate your respect for the prospect’s time, and may even help you close the deal.
What happens during a discovery call?
A discovery call is the first interaction you have with a potential customer after they express an initial interest in your offering. This is your chance to get to know the customer and determine whether or not they would be a good fit for your company.
How do I prepare for Discovery call?
After a potential customer expresses interest, a salesperson will initiate a discovery call. During this call, you can learn about the buyer’s concerns, priorities, and objectives as well as start developing a relationship and earning their trust.
What’s another name for discovery call?
- Conduct Research. Know Your Prospects. …
- Prepare a Script. Scripts polarize sales reps. …
- Build a List of Engaging Questions. …
- Learn About Common Sales Objections. …
- Practice The Art of Listening. …
- 40 of the Best Sales Prospecting Tools for 2022.