Getting a Virtual Assisting Client From a Discovery Call

getting a virtual assisting client from a discovery call

Discovery calls can be a crucial part of the lead-to-client process, but they can also be a bit intimidating. After all, you only have a limited amount of time to make an impression and convince the other person to do business with you.

But don't worry - with a little preparation, you can make the most of your discovery calls and use them as opportunities to get clients. Here are a few tips.

1.Be Prepared

Preparation is essential for a successful discovery call.

Do your research. Learn as much as you can about the client and their business. This will help you ask the right questions and better understand their needs.

Prepare your questions. Have specific questions ready that will help you to collect additional information from the client, to learn more about their needs.

Practice. Rehearse your questions so you feel confident when talking to the client.

Be prepared to answer questions. The client will likely have questions for you, so be prepared to answer them thoroughly and honestly.

2. Build rapport

Discovery calls are all about building rapport. You want to establish a connection with the potential client so they see you as a trusted advisor.

To do this, start by asking questions about their business and their goals. Then, share your own insights and experiences. The goal is to build trust and show that you understand their situation.

3. Offer value

Your discovery call should be about more than just selling your product or service. You also want to offer value. This could be in the form of helpful resources, advice, or even just a listening ear. It's important to show them that you understand their needs and are willing to help them in any way possible.

You can also show that you're invested in helping them by asking questions and listening carefully to their answers. By taking the time to really understand what they need, you'll be able to better show them how you can help them reach their goals.

The goal is to show the potential client that you're invested in their success. When you do this, they'll be more likely to see you as a partner, not just a service provider.

4. Get to the point

Discovery calls can be a tempting to talk about yourself and your business for too long. But resist the urge! The goal is to discover what the other person wants and needs. Ask questions and listen carefully to the answers. Remember, you only have a limited amount of time to make an impression.

Instead of going on and on about yourself, focus on the potential client and their needs. Be clear and concise when explaining how you can help them.

5. Explain your Advantage

If you're looking to convince a potential client that working with you can benefit them, there are a few key points you can highlight.

First, explain how you can help them achieve their goals. Whether it's increasing sales, improving efficiency, or something else entirely, make it clear that you understand their needs and can help them meet their objectives.

Next, focus on your experience and expertise. If you have a proven track record in the industry, be sure to mention it.

Finally, emphasize the value you can provide. If you offer competitive rates or unique services, make that known as well. By highlighting these key points, you can convince potential clients that working with you is in their best interest.

6. Be ready to close the deal

When you're ready to close the deal, be direct and clear about what you're offering. This means having a specific proposal or offer in mind. You want to make sure that they're aware of the next steps and what's involved in working with you. It's important to be clear and concise, and to avoid any ambiguity.

For example, if you're a web designer, you might say something like "I'll need access to your hosting account and domain name. I'll also need any content that you want on the site, including text, images, and videos. Once I have everything I need, I'll start work on your new site."

If you're a freelance writer, you might say something like "I'll need a detailed brief of what you're looking for. Once I have that, I'll be able to give you a more accurate quote. Once we agree on the price and scope of work, I'll get started on your project."

Be clear about what you need from your client in order to get started, and be ready to answer any questions they may have.

Additionally, Don't be afraid to be upfront about your pricing.

The goal is to show the potential client that you're confident in your ability to help them achieve their goals and you're prepared to take the initiative.

7. Keep communication going

If the potential client isn't ready to make a decision yet, keep communication open between both of you.

Send a thank-you note: A simple thank-you note can go a long way in maintaining a relationship with a potential client. Be sure to personalize the note and mention something specific from the conversation that you enjoyed.

Follow up with information: If you promised to send additional information, be sure to follow through as soon as possible. This shows that you're organized and attentive, and it will give the client a chance to learn more about what you do.

Check in periodically: Even if there's no specific reason to follow up, checking in periodically shows that you're interested in keeping the relationship alive. A quick email or call every few weeks can make a big impression.

By staying in touch, you will show them that you are interested in working with them and that you are invested in the project. This can make all the difference when it comes to converting a lead.


The discovery call is an essential part of the sales process, and it can be a lot of work to turn a prospect into a paying client. But if you follow these three tips, you’ll be well on your way to closing more deals. And don’t forget, if you need help preparing for or conducting discovery calls, The Discovery Call Planner can give you a hand.