Discovery call: what it is, helpful tips, and questions you should ask 

Securing new business for your growing company can be difficult. Not all leads coming into your business will be the right fit, so a discovery call can be a good way to initially interact with potential clients. 

We explore what a discovery call is and share valuable tips for preparing and questions worth asking. A discovery call can be a great way to engage with potential clients and understand how your firm can help them solve issues. 

• However, there’s much to prepare before a discovery call, including research. 

• We explore how to prepare and the questions worth asking.  

What is a discovery call? 

A discovery call is the first call with a potential client after they’ve demonstrated an interest in your company’s services.  

Having a discovery call with a lead can be insightful as you can find out if your company’s services can help them with their unique needs and offer value. 

It’s also an ideal opportunity to see if you can work together, what issues they are struggling with, and understand their short and long-term goals.  

A discovery call should be a necessity in sales. It can save you and your lead time by predetermining whether your business can help them reach their goals. 

How do you prepare for a discovery call? 

We’ll run through some insightful tips to help you with your next discovery call.  

Research is key  

Without preparing for your discovery call, you may struggle to connect with your potential client, which is why research is essential. 

So, it’s worth researching the latest news related to their query. For example, if they’re looking for help planning for retirement, ensure you have the most recent pension statistics to hand. 

You should also try and understand the opportunities and challenges they face and whether your company can help. 

It’s also a good idea to consider if you have case studies or stats to illustrate how you have helped deal with that specific issue in the past and highlight the value your firm’s services can bring.   

Build a positive relationship 

Establishing a good relationship with potential clients is essential. 

It’s worth thinking about how you’ll open the call, including how to introduce yourself, the company you work for, and your services in a concise and engaging way.  

You should also have a list of questions to ask the lead, which will ideally be open-ended to help you gather as much information as possible. Avoid interrupting them, and ensure you’re engaged and enthusiastic about potentially working with them.  

Establish expectations 

It’s good to establish what you hope to achieve with the discovery call. 

The purpose is to learn more about your lead, their short and long-term goals, and how your company’s services can help them achieve these. 

Additionally, discovering any issues can be useful as you can identify whether your company can help, which can be helpful if you decide to work together further.  

It’s also worth asking whether the lead has anything specific in mind, such as a target retirement date, when considering using your firm, any timelines and if these are realistic. 

You should also ensure you have a balanced conversation. According to data from Chorus, sales reps usually talk around 50% of the time on discovery calls to allow the lead time to share their insights and build rapport.  

Address any concerns 

Your lead may have concerns about using your company, whether it’s questioning if the service is necessary, the cost, or other queries. 

You should ensure you listen to what they say, acknowledge their responses, and ask questions to fully understand their concerns. 

It’s a good idea to address these concerns by telling the lead how your company can provide a solution.  

Decide on the next steps 

Finally, you should review what’s been discussed, the next steps, and if anything is needed for the next meeting. 

If the lead is hesitant to proceed, suggest following up with them at a specified later date. 

It is also worthwhile to send an email after the call to thank the lead for the discovery call and include a roundup of the points and next steps. 

What questions should you ask during a discovery call? 

Preparing a list of questions will help you engage with a potential customer and ensure you both maximise the benefits of a discovery call. 

Here are some questions you should ask: 

• What are your current circumstances? Are you employed, self-employed, or planning to retire? 

• What are your short and long-term goals? 

• What challenges do you currently face? 

• What solutions are you currently considering? 

• Why are you interested in our company’s services? 

• Do you have a budget in mind? 

• Is there an anticipated timeline for any solutions? This is useful to ask if they’re approaching retirement. 

• Is there anything else I can help with? 

• Are you happy with the next steps? 

This is not an exhaustive list, and you should ask questions that come up naturally during the call. While it’s essential to ask your questions, ensure you’re not just asking them without discussing details or addressing any concerns.  

What are the pros and cons of a discovery call? 

There are many advantages and disadvantages to consider with discovery calls. 

The benefits of a discovery call include: 

• An opportunity to connect with a lead: A discovery call allows you to determine if someone is a potential client and whether you can help them with their issues. 

• It may save time: One of the most significant advantages of a discovery call is it lets you find out in advance if a lead is a good fit. If they are not, this saves you time in the long run. 

• Opportunities to enhance your firm’s offering: It might not be immediately apparent before talking to a lead, but there may be other areas they need support with, offering you the chance to upsell.  

• Sharing your expertise: A successful discovery call should help to establish your expertise and the benefits of working with your company. You can also build a rapport and establish trust with the lead, encouraging them to use your business. 

• The opportunity to improve your skills: Even if a discovery call doesn’t go as planned or doesn’t result in a new customer, it’s a good way to practice your sales skills and learn from the process, including finding ways to improve.  

The cons of a discovery call include the following: 

• Preparation can be time-consuming: While a discovery call can save you time by avoiding proceeding with uninterested leads, you must research beforehand and compile questions. 

• They can be overwhelming: A discovery call must be balanced with an opportunity for both parties to speak. You should be wary of providing too much information that’s not relevant at this stage.  

• A lead may not become a client: A discovery call can lead to a new client, but this isn’t always guaranteed. Even if someone proceeds to the next steps, they could back out further down the process.  

Want to work with Unbiased?  

Growing your business through leads and converting them into long-term clients can be difficult, but there are ways to support your company’s goals. 

With Unbiased, you’ll receive pre-verified leads and all the tools you need to convert them straight to your inbox.  

Let Unbiased Pro help you grow your business.