As a coach or consultant, the client discovery call is one of the most crucial steps in building a successful partnership. It’s your chance to learn about your potential client, understand their needs, and set the tone for future collaboration.
This conversation is often your first deep interaction, so making a solid impression is essential. Let’s break down how you can approach these calls with confidence and purpose.
Get Ready Before You Call
Preparation is everything when it comes to a discovery call. The better prepared you are, the smoother the conversation will go.
Know Your Client
Being well-informed shows you’re serious and allows you to ask better questions during the call.
- Before the call, research the client’s business.
- Get familiar with their industry, products, or services and any challenges they might face.
- Check out their LinkedIn profiles, read recent news about their company, and browse their website.
Have a Goal in Mind
What’s your aim for this conversation? Do you want to get a deeper understanding of their pain points or introduce how you can help?
Be clear on what you want to achieve while remembering what they are likely hoping to get out of it. This will help steer the conversation in a productive direction.
Prepare Key Questions
Make a list of open-ended questions encouraging your client to share insights. Questions like “What challenges are you dealing with right now?” or “Where would you like to see your business in the next year?” allow them to open up about their needs and goals, which is essential for figuring out how you can support them.
Communicate Effectively During the Call
Once you’re on the call, your goal is to listen, learn, and connect with the client.
Listen Actively
Focus on what the client is saying, and let them know you’re fully engaged. Use techniques like paraphrasing or summarizing their points to confirm you’re on the same page. Active listening builds trust and ensures you’re capturing what’s most important to them.
Build a Connection
Establishing rapport is key. Be personable andshare a relevant anecdote or ask about something personal that ties into your research (like a shared industry connection or a common challenge). This helps create a relaxed atmosphere and starts building the relationship beyond the business at hand.
Be Adaptable
Sometimes, the conversation may shift in unexpected ways. If the client brings up a new issue or idea, don’t be afraid to pivot. It shows that you’re paying attention and ready to explore their needs in real-time, which clients appreciate.
Wrapping Up the Call
As you approach the end of the conversation, it’s important to finish strong and set up clear next steps.
Summarize What You’ve Heard
Quickly recap the main points discussed to make sure you and the client are aligned. This reassures the client that you’ve understood their needs and are ready to move forward with solutions that fit.
Lay Out What’s Next
Be proactive in discussing the next steps, whether that’s a follow-up meeting, sending over additional information, or a proposal. Clear expectations help keep momentum and show you’re serious about moving forward.
Book the Next Meeting
Don’t wait too long to schedule your next conversation if it makes sense. Keeping the momentum going is key to turning interest into action.
After the Call: Keep the Connection Going
Your work isn’t done when the call ends. Following up properly keeps the conversation alive and builds on the connection you’ve started.
Send a Thank You Email
A brief thank-you email shows professionalism and reinforces your interest. Reference key points from the call to remind the client of the progress made and express excitement about the potential for working together.
Offer More Value
If it makes sense, share additional resources or insights based on the conversation. Whether it’s an article, a relevant tool, or a piece of advice, this extra step shows that you’re invested in their success and provides immediate value.
Client discovery calls are all about preparation, effective communication, and consistent follow-up. These conversations help you build strong, lasting client relationships when done right. With every call, you can showcase your expertise, understand your client’s needs, and set the foundation for a successful partnership. So take a deep breath and get ready to ace your next client discovery call!
Ready to work with a business strategy consultant with over 15 years of experience…
…someone who has transformed businesses, skyrocketing their revenue?
