So, you are excited. You have a prospect that wants to talk to you. You are ready for your first discovery call.
What is a discovery call?
The beginning of the sales process, that is, the first call you do after a prospect connects with you or you company. Period.
But, remember, as a first step on your relationship you must be prepared for it. This means that you must take care of preparatory tasks and follow some steps on your call to be successful.
And being successful doesn’t mean you are closing a deal on the first call. You can, but sometimes the prospect needs some time to make a decision.
That is why it is so important to get ready for discovery calls. They are important for your business, but are also important for your prospects as you want to convert them into customers by sending them your superb and cool proposals made on Quoters.
The process: discovery calls step by step guide
A discovery call starts before actually picking up the phone or starting your most-fave meeting software. But this part of the post pretends to be a guide, so we will be guiding you all over the process.
And, btw, don’t forget getting your fave pen and notebook. You will be taking some notes.
1. Research and plan
This is important as it will be helping you to understand your prospect. Remember you can find some information on the Internet about the person you will be talking to, apart from the one you get on your CRM from their visits to your website.
Browsing through LinkedIn (and connecting there so they can find more about you too), can be a good idea, so you can find information about interests, common points of contact, etc. This can help you identifying some questions you can make on the call and even points to start or avoid on that conversation.
2. Qualify your prospect
Q&A time, hooray!! Yes, you will be asking your prospect about some issues that may qualify (or disqualify) for your sales process.
You need to identify their interest on your product or service as this will allow you moving from one question to another and create a consistent idea of the needs of your prospect and how covering them.
Prepare some closed-ended questions (the ones that can be answered with a yes/no) and some closed-ended questions to create a conversation. Remember that if you need only yes/no answers you can use a form. But on a conversation you can identify some points that may be not easy to find on that yes/no contact.
Open-ended or closed-ended questions. What is best?
Well, there is no easy answer for this nor even an ideal combination of them. You can start with some closed-ended ones just to break the ice, and after some of them, moving onto some open-ended ones. However, try to limit the questions on the discovery call to the ones that are really really necessary and avoid overwhelming your prospect.
Our advice: let the conversation flow. You will get more information and then you can move to the next part. Or actually disqualifying the prospect and end up the call.
3. Identify and intensify pain points
Prospect came looking for an actual solution to one or more issues. After those questions you will have a better picture of them and how to address a solution.
On the conversation you need to use all your sales skills to identify key pain points. These will be the ones your lead will use to make a decision and convert on client. And you need the stress how your solution is the best as your experience has proven it to be so.
If you know they are now using a competitor product or service, you can ask about how satisfied they are, what actual challenges are or if there is a volume license need.
Of course, be humble. There is no perfect solution, and you will probably have a roadmap and dates for it. Be transparent too. And emotional too: if you are empathetic, your buyer will feel more comfortable.
Tip: using a webcam will help you a lot here. As you can see your buyer’s face and the reactions. All this in real-time, so you can do the appropriate follow-up.
Data: according to Gong data, when using webcams, you will be closing 41% more deals.
4. Storytelling to close
Now that you know everything, specially your prospect challenges, it is time to go further. Introduce your buyer some potential scenarios if they choose your product or service, tell what the main benefits are.
Here it is important to have some success stories to show: you have some more customers, let them know their success. And, of course, show all the process: implementation, how you will be guiding them, how supportive you are. That is, show your buyer what next steps will be so they can be more confident on how professional you are.
You were emotional and empathetic before, now it is time to be rational. And to show how rational the decision has become.
5. Schedule now!
As discovery calls are part of the sales process, don’t expect closing deals on just one call.
Some more steps are needed and both your buyer and you know about it. So don’t hesitate to say it: “So, next steps are ________”.
Those steps can be an email summarizing the conversation, a proposal, a new call… Say it. Your buyer needs to know that you will be acting according to what you were talking about.
How about you? Are you ready for your next sales discovery call?