Are you looking to increase the number of sales that you generate as a service provider? If so, then you need to start using discovery calls in your sales process. Discovery calls are a great way to learn more about potential clients and determine if they are a good fit for your products or services. In this blog post, we will discuss five tips for mastering the discovery call and converting more leads into sales! With this discovery call checklist, you can feel confident that every discovery call you conduct will be effective and result in more closed deals.
What are discovery calls and why are they important in the sales process
So what do you talk about in a discovery call?
Discovery calls are a key part of any successful sales process as a service provider. These calls allow you to learn more about potential customers and determine if they are a good fit for your products or services. During discovery calls, you can ask questions about their needs, goals, and pain points in order to create the best possible sales pitch.
As a social media manager I have found discovery calls to be incredibly valuable for my sales process. By using discovery calls, I am able to better understand the needs and goals of potential clients so that I can tailor my proposal to fit their needs.
Who should be involved in discovery calls?
Typically, discovery calls involve members from both the buyer’s and seller’s sides of the equation. This could include sales representatives, account managers, or other team members who have specialized knowledge about your products or services. It is important to bring the right people into these conversations so that you can get accurate information and make informed decisions based on it.
How discovery calls can help increase sales
Discovery calls are an incredibly effective way to convert your leads into actual sales. By learning more about your potential clients and understanding their needs, goals, and pain points, you can create tailored sales pitches that speak directly to their interests and concerns. Additionally, by using discovery calls to qualify leads and weed out those that are not a good fit, you can focus your time and energy on the prospects most likely to convert into sales.
How to prepare for a discovery call
Before a discovery call, it is important to do your research and prepare some key discovery call questions ahead of time. This will help ensure that you cover all the necessary topics during the conversation and get the information you need to make informed decisions about your potential customers.
Some good discovery call questions to ask include:
What are your goals?
What challenges are you facing right now?
How do you currently measure success in your business or organization?
Discovery call checklist
Now you might be wondering: “How do you structure a discovery call?” and “What should I cover in my discovery call?”
With this discovery call checklist, you can feel confident that every discovery call you conduct will be effective and result in more closed deals.
Tips to help you convert more leads into sales using discovery calls
There are many strategies and techniques that can help you convert more leads into sales using discovery calls.
Some key tips include:
– Prioritizing your discovery calls and focusing on the most promising prospects first. This will help ensure that you have the time and energy to follow up effectively with any interesting leads after the discovery call is over.
-Start by introducing yourself and your company, as well as outlining the purpose of the discovery call. This lets your potential customers know right away what to expect from the call, so they won’t be caught off guard or feel pressured
– Asking targeted questions based on your research into each potential customer’s needs, goals, and pain points. This will allow you to create customized sales pitches that speak directly to their interests and concerns, increasing your chances of converting them into sales. Data shows that the most effective approach is to ask an average of 12-15 questions on discovery calls. But remember instead of rapid-fire questions, have a natural conversation with your prospect and leave time for discussion. Your goal is to make them feel comfortable, not like they’re under interrogation! On average, top reps limit their talk time to 45% of the call time, allowing the prospect to speak the remaining time.
Check out our Discovery Call Template if you want a done-for-you discovery call script with what questions to ask and some other great tips for a successful discovery call.
– Keeping detailed notes or records of all discovery calls so that you can refer back to them later when following up with leads or deciding which prospects to focus on.
– Finally, using tools and resources like sales tracking software or CRM platforms, can help you stay organized and focused during discovery calls, and make it easier to follow up effectively with leads after the conversation is over. With these tips in mind, you can master discovery calls and increase your chances of converting more leads into sales.
What not to do during discovery calls
While there are many strategies and techniques that can help you convert more leads into sales during discovery calls, there are also a number of common mistakes to avoid. Some key things not to do include:
– Allowing distractions or interruptions to interfere with your discovery call. This can make it difficult for you to stay focused on the conversation or may lead you to miss important information that your potential customers are sharing.
– Trying to rush through discovery calls or skipping over important topics in order to “get to the sale”. This can result in a discovery call that feels disjointed and ineffective, which may turn off potential customers and decrease your chances of converting them.
– Failing to listen carefully and actively during discovery calls. This can make it difficult for you to hear what your potential clients are saying or may lead you to miss important information that could help you create customized sales pitches and follow up effectively after the conversation is over.
How Long Should a Sales Discovery Call Be?
There is no definitive answer to this question, as the length of discovery calls can vary depending on a number of factors, including the size and complexity of the product or service being sold, the experience level of your potential clients, and their individual needs and preferences. According to stats, successful sales discovery calls are 30-40 minutes long.
However, in general, discovery calls should be long enough to allow you to have an in-depth conversation about your potential clients’ needs and goals, while also providing enough time for you to ask targeted questions and gather the information that you need.
As a general rule of thumb, discovery calls typically last anywhere from 30 minutes to an hour. However, if you feel that a discovery call is going particularly well or that there is additional information that you need to gain from your potential clients, it may be worth extending the call for a bit longer. Ultimately, the most important thing is to focus on having a meaningful conversation with your potential clients and gathering all of the information that you need in order to effectively convert them into sales.
Red flags to watch out for during discovery calls
Red flags to watch out for as a social media manager can include signs that your potential client is not interested or open to hearing what you have to say, such as appearing disengaged, not responding to questions or comments, or cutting the discovery call short.
Also be on the lookout for signs of disinterest or apathy, such as failing to ask questions or responding in a non-committal way. In an ideal discovery call, prospects ask between 8-10 questions.
Another red flag is when the potential client is vague or unclear about their needs, goals, and/or pain points. This can make it difficult to create personalized sales pitches or tailor your follow-up strategies after discovery calls, and may decrease the likelihood of converting them into sales. It can also be challenging to serve a client who isn’t clear about their needs, so it is important to listen carefully and ask probing questions during discovery calls in order to get a better sense of what your customers are looking for.
If a client is more interested in your prices than your product or service, this can also be a red flag. This indicates that they may not be the right fit for your business and that you should consider focusing on other prospects instead.
In order to identify red flags early on during discovery calls, it is important to do your research beforehand by carefully analyzing potential customers’ online profiles, such as reviewing their website, social media activity, or blog posts. This can help you get a better sense of their interests, needs, and preferences before the discovery call even begins. With this information in mind, you can be more prepared to ask appropriate questions and respond effectively if any red flags arise during discovery calls.
I hope you have learned some more about how to conduct a discovery call. Whether you are a service provider just starting out in the industry, or an experienced sales expert looking to improve your discovery call skills, this discovery call checklist can help you master your calls and increase your chances of converting more leads into sales.