Your firm’s sales process starts with the discovery call. In this episode, I’ll outline the four key goals you should focus on during these calls.
Listen below.
0:37 Discovery calls are scheduled with prospective clients to assess whether there’s a good fit and, ideally, to secure a new client for your firm.
1:01 The first goal of your discovery calls is to evaluate the scope of work. This involves identifying the services the client needs, estimating the workload, and determining timelines.
1:28 For me, I would aim to gather sufficient information upfront to confidently estimate the time each service will take and plan how to deliver the work.
1:45 The second goal of your discovery calls is to evaluate the value you bring to the table. This crucial step is often overlooked by firm owners.
2:14 In episode 137, I highlighted four key value drivers for clients. Use targeted questions to uncover these drivers from prospects and help maximize your pricing.
2:53 The third goal of your discovery calls is to assess fit. Even if you understand the scope and value, it’s crucial to gauge the personality of your prospective client.
3:41 The final goal of your discovery call is to advance the sale. If the conversation goes well, focus on moving the process forward in your sales pipeline.
