As a virtual assistant, conducting discovery calls with potential clients is a crucial part of your business. But if you're not planning for them effectively, you may end up wasting unnecessary time on leads that don't go anywhere. Here are four ways to make your discovery calls more effective.
1. Prepare for discovery calls by doing your research
When you're preparing for a discovery call, the first step is to do your research. As soon as that lead form is submitted or you see that job post, start looking for clues into what the business does and if your services will mesh with their needs. This will be helpful in aiding you in identifying if this lead is your target client or not. A few essential things to research include:
What the business does
Who the business markets to
What others have said about the business
You can save your time and theirs if you are able to quickly discern whether you want to move on to the next step of having a call with them.
2. Ask the right questions during a discovery call
If you do your research before the call, you should also be familiar with the products or services they offer, as well as who their target market seems to be. This way, you'll be able to ask relevant and insightful questions during the call. This is an opportunity for you to get a better understanding of the client's needs. Some questions you may want to ask include:
Why did you decide to seek help for this project/service?
Have you tried to complete this project on your own up to this point? If so, what worked? What did not work?
You want to try to understand their business goals, objectives, and any challenges they may be facing. Discovery call questions should be designed to help you gain this type of information.
3. Take notes during the call
As you're talking to the client, it's important to take notes. This way, you can refer back to them later when you're writing your proposal.
In addition, taking notes will help you remember key points that the client made during the call so that you can analyze them afterward. And if you have any follow-up questions, you'll be able to easily reference key points that you wanted to resurface.
4. Follow up after the call
Once the discovery call is over, you can send a short thank you message that says something like:
Thank you for your time today. I'm delighted that you put in a request for a discovery call and I really enjoyed speaking with you.
I hope that I may be of assistance in reaching your business goals. Please let me know what you need from me to make that happen.
Wishing you a great week ahead!
If you don't get a response from that message alone, you may want to send a follow-up. You can grab the follow-up email template from the SimplifyStreamline Etsy shop if you need assistance with figuring out what to say. Along with a follow-up email, you can also send a proposal to introduce them to your services further and outline a projected plan of action.
This will show that you're interested in doing business with them, that you understand what they need, and that you're taking their needs seriously.
You Can Have Better Discovery Calls
A discovery call is an opportunity for you to learn more about a potential client and their business. It's important to be prepared for the call, ask the right questions, and take notes. By doing these things, you'll be able to make the most of the call and increase your chances of converting your best leads into your best clients.
If you need help, grab the discovery call planner designed to help you plan for, conduct, and analyze your calls to make sure you and the potential client are the right fit.
Grab the Discovery Call Planner from the SimplifyStreamline Etsy Shop