A discovery call is one of the most powerful tools for turning potential clients into real opportunities — but only if you ask the right questions. Many entrepreneurs treat this call like a sales pitch. In reality, the best discovery calls flip the script: instead of persuading prospects to buy, you help them persuade themselves.
Busting 4 Common Discovery Call Myths
Myth #1: The goal is to talk about your offer.
A discovery call isn’t about selling — it’s about understanding. Many successful calls never even reach the offer stage. Your job is to learn, listen, and guide.
Myth #2: You need a polished pitch.
You don’t need to sound scripted; you need to sound curious. The best discovery calls feel like natural conversations. Be structured, not rehearsed. Confidence comes from preparation, not memorization.
Myth #3: Asking about budget is pushy.
It’s not. You can’t make accurate recommendations without knowing what your client can invest. Approach it with context and empathy:
“You mentioned your business made around $3 million last year, mostly from coaching. What does that package look like?”
Open questions like this invite clarity, not discomfort.
Myth #4: Everything should push them toward “yes.”
Not every prospect is the right fit — and that’s okay. Think like a consultant, not a salesperson. Ask questions that reveal whether they’re ready, capable, and aligned with what you offer.
The Right Questions to Ask
- Where are they currently?
- What are they trying to achieve?
- What have they already tried?
- What challenges or setbacks have they faced?
- Why do they think past efforts haven’t worked?
- What do they believe they should do next?
- What makes them curious about your strategy?
Each answer paints a clearer picture — helping you diagnose before you prescribe.
Building Confidence Through Curiosity
Clients gain confidence in you when they feel understood. Your curiosity demonstrates expertise and care.
- Find out where they are.
- Clarify where they want to be.
- Identify the gap between those two points.
- Ask how important closing that gap really is.
If they downplay the urgency, that’s valuable information — it means they’re not ready, and you’ve saved yourself from a bad fit.
When you encounter vague answers, don’t give up. Say:
“I’d love to go a bit deeper on that. The reason I’m asking is because…”
Once they know you’re genuinely trying to help, they’ll open up.
Knowing When They’re Ready to Move Forward
When you’ve gathered enough insight — their goals, challenges, and motivations — it’s time to ask a low-pressure closing question such as:
- “How interested are you in moving forward with a strategy like this?”
- “When would be the right time for you to take the next step?”
This invites an honest response and puts control in their hands.
Preparing Clients Before the Call
A powerful way to improve discovery calls is by pre-framing them. Use authority marketing to ensure people arrive informed, respectful, and ready to engage. When your reputation precedes you, the call feels less like a pitch and more like a collaboration.
A great discovery call isn’t about selling — it’s about listening, learning, and leading with clarity. When you ask the right questions, you’ll find that clients naturally convince themselves that you’re the right fit.
