Discovery calls are a critical step in converting potential clients, yet many business owners approach them unprepared. Some treat these calls as casual chats, others as high-pressure sales pitches—and both approaches can lead to lost opportunities. Proper preparation is the key to turning discovery calls into productive, confidence-building conversations that attract the right clients.
The Goal of a Discovery Call
Myth 1: The goal is to explain everything about your offer
The primary goal of a discovery call is not to pitch your services immediately. Most of the call should be spent learning about the client—their goals, challenges, and obstacles. Your offer should only come after this deep understanding has been established.
Myth 2: You need to win them over with charisma
Trying to impress a client with charm or persuasion often backfires. A successful call focuses on discovering the client’s needs and understanding their situation. Showing genuine interest and asking thoughtful questions builds trust far more effectively than trying to “sell” them.
Myth 3: Discovery calls are casual, unstructured conversations
While discovery calls are unscripted, they should not be unstructured. To guide the conversation toward meaningful outcomes—such as a sale or a next step—follow a clear framework. Structure ensures that you cover key points without rushing or missing critical information.
How to Prepare Effectively
Myth 4: Preparation is just reviewing their website or LinkedIn
Researching a prospect’s online presence is important, but it’s only half the preparation. Encourage clients to provide information beforehand, such as filling out a form or watching an educational video about your services. This pre-work allows the discovery call to focus on the client’s unique situation rather than explaining basic concepts.
Myth 5: It’s pushy to define the next step before the call
Having a clear plan or next step is not pushy—it’s expected. Clients appreciate when you have a process, as it shows professionalism and clarity. Confirm the agenda at the beginning of the call to create alignment and set expectations.
Educate Before You Speak
Sending a pre-recorded video or webinar before the call can transform the conversation. If prospects already understand your strategy or services, the call can focus entirely on their goals and needs. This approach demonstrates your expertise while saving time and creating a better client experience.
Identifying Client Pain Points
Preparation goes beyond surface-level research. Watch testimonial videos, review client feedback, or analyze their business challenges. Understanding what problem they are trying to solve—like scaling beyond referral leads—positions you to guide them effectively during the call.
Guiding the Client, Not Just Closing
Think of your discovery call like a doctor diagnosing a patient. Asking detailed questions builds trust in the solution you provide. The more effort you put into understanding their situation, the more confident the client will feel in your recommendations. Discovery calls are about guiding the client’s decision rather than pushing a sale.
The Role of Pre-Framing
Creating educational funnels or pre-call resources positions you as the authority and enhances the client experience. When prospects arrive informed, the conversation is focused on their needs, increasing the likelihood of converting them into clients.
Next Steps
Once you’ve mastered discovery call preparation, the next step is increasing the number of appointments booked. Watch resources like “Why Your Marketing Isn’t Working” to identify hidden obstacles and optimize your booking strategy.
