When I first started my virtual assistant business, discovery calls were my least favorite thing, ever. There are some important things I learned along the way that really did help with getting more new clients from those discovery calls, even as an introverted who really hated selling. I’m happy to share some discovery call tips and tricks that might work for you, too.
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Discovery Call Tips and Tricks
I have social anxiety, and about 20-30 minutes before a discovery call, I would get super nervous, anxious, and a bit overwhelmed. At that early stage as a service provider, I definitely had the wrong mindset. I always felt like a discovery call felt like a regular job ‘interview’ but here’s the thing:
A discovery call is an interview between you both.
Just because they book a discovery call doesn’t mean you can or want to work with them as a client. You are vetting the client just as much as they are vetting you. Knowing that and keeping that in the back of your mind takes a bit of the pressure off of a discovery call.
Do You Need Discovery Calls?
No, you don’t. I stopped taking discovery calls and only offered my calendar link if a potential client explicitly asked for a discovery call. Otherwise, all of my clients were booked via email communication only. And that worked for me because I was confident in my work, my pricing, my packages, and my skillset.
So, no… you don’t have to do discovery calls or have a booking link anywhere on your website, unless you want to.
How to Land More Clients on a Discovery Call as an Introvert:
Lead the Call With Confidence
Make sure you lead the call. You want to be the one asking questions and keeping the flow of the call moving in the right direction. At the end, make sure to open up the conversation for the client to ask you any questions, too, but you definitely want to be the one leading the call as the expert you are!
Prepare and Research Before the Call
Always go into the call feeling prepared. Knowing what you want to say or having done a bit of research prior also leads to more confidence while discussing things on the call. There’s nothing worse than getting on a discovery call with a client who says something like, ‘I don’t know if you looked at our website but….’ and you didn’t.
You don’t need to spend tons of time on this, but enough to feel prepared. Take a few minutes to look at their website, social media presence, re-read the job description (if applicable) – whatever you need to feel better prepared and know some things that you want to mention or ask them.
Don’t Compromise On Your Prices
You might land more clients if you do compromise on your prices, but that’s not sustainable and not the point. If you’re an introvert, or even just soft spoken, some clients can assume they can push your boundaries or walk all over you a little bit. Sometimes they don’t do it intentionally, but if they have a super extroverted or powerful personality, it can happen without them (or you!) even realizing it’s happening.
That’s why not compromising on your prices or policies during the call will lead to you having more clarity and confidence while discussing these things on the next discovery call you have with a client. Plus, if a client is trying to take over the conversation and question your worth, is that really a client you’d like to work with?
I know first-hand how hard discovery calls can be as an introvert. I avoided them (successfully) like the plague 😂 but hopefully, these tips will help you land more clients on discovery calls and get more confident with the process. Of course, you can also just say no to discovery calls completely, too, and I promise you’ll still find tons of clients who are okay with that and don’t even mention a discovery call.