Discovery Call: Its Purpose, Advantage, How it's done
- Luis Lugo
- Sep 3, 2024
- 2 min read
Its Purpose
The “discovery call” is the process by which you introduce yourself to a prospective client to solve a problem, provide value, and create a relationship without necessarily charging them for your services. The idea is to let yourself be known and let your work speak for you, this strategy can help you turn that prospect into a long-term client and build a relationship with them.
Its Advantage
This call allows us to make ourselves known and demonstrate the value we can provide as professionals in X or Y industry. Remember that our work is our calling card and our focus should be on the client, their problem, and how we can help them.
How It's Done
Email and text messaging are fascinating methods of communication, however, there is nothing better than calling someone and having a conversation directly (this includes a phone call or video call).
This call can be brief (fifteen to thirty minutes), the important thing is to recognize what the customer's problem is and let them know how we can help them. It is ideal to have at least five to ten questions prepared beforehand, the person's time (and ours honestly) is valuable so let's respect it. Some examples of questions you can ask are the following:
What is your main challenge at the moment?
If you solve this challenge, what do you hope to achieve?
What methods do you use to solve this type of problem?
What is working for you at the moment?
Bonus: The Price
The price for this service is at the consultant's discretion; it may even be free if you are just starting as an entrepreneur. Several variables can be considered, such as the size of the organization and the value we will add to it.
This service introduces us to that client or organization and possibly allows us to continue working with them; that is where most of the monetary gain is created.
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