How to Do New Client Discovery Calls Right (and Avoid Time Wasters)

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Close More Sales With A Smart Discovery Call Process

Do you hate having wasted calls with no follow-up and no sale? Have you ever waited for days for the client to return your call and let you know if they want to move forward? How much time have you spent on calls that never led anywhere? How frustrating! Time is money so don't waste their or yours!

Do you want to significantly improve and fully automate your discovery call process? Here is my breakdown.

I. The Pre-Call Setup

Here are the steps to getting a new lead on a call. The first part contains tasks you only have to set up ONCE, and then they will work for you forever.

1. Create a simple inquiry landing page with an embedded inquiry form

This is where a new lead can submit an inquiry. For reference, my landing page is kristamollion.com/coachwithme. It takes less than 5 minutes to build one of these and is super easy! Make sure to include the appropriate custom fields. For B2B, for example, you may want to add "Company Name", "Title", "Company Size" and "Company Website". Adjust your fields according to your market. Make sure to include an opt-in notification and make it a double opt-in.

2. Create an intake questionnaire for new clients who are interested in your services

Ask the right questions, but keep it short. The purpose is to figure out if this lead is truly a good fit for you. I call this the "ICA test." It sounds logical, but make sure to confirm they are actually looking for services and have a budget! This questionnaire will save you many unwanted, time-wasting inquiry calls. Here is mine. NOTE: If you fill it out, you'll be added to my mailing list. If a person isn't considering hiring you but "just wants to have a call", send them a link to book a virtual coffee instead, if you are open to it (you have the right to say 'no' if you don't see the purpose).

3. Set up your new lead inquiry automation

This is done within your email marketing tool. I highly recommend Convertkit (affiliate link). If you use my link to sign up for a free trial, I will send you a video tutorial how to set up a lead inquiry automation step-by-step.

You'll need an amazing sales email that contains your bio, testimonials, sales brochure, a short video about you, etc. This email goes out to someone who doesn't yet know if they should hire you so do a great job of convincing them of your value but keep it to 3 paragraphs maximum. The CTA is to answer some questions if they'd like a quote for (with a link to your questionnaire).

You'll need 2 follow-up emails: one for someone who qualifies for a call and one for those who don't. Your automation will direct them to the right email.

NOTE: Before the discovery call, I assume you already have set up your calendar with 3 different free call types: 15 Minutes, 30 Minutes, and Virtual Coffee. If you work in different time zones, like I do, you may have more (Example: Virtual Coffee Australia). Time zones aside, you'll want different call types because the tags and questions are different, and you need that to make your automation rules work.

4. Share the link to your landing page in multiple locations

Your booking page link can be added in multiple places like on your website, your socials, your articles, or your email footer. Obviously, it can also be sent directly to people who ask to hop on a call. This is a great CTA to use everywhere to get new business.

5. Watch the automation work while you relax (priceless)

A lead clicks on the link in the email above to fill out the Questionnaire and submit to set up the call or request a quote for services.

The lead receives the automated call link email after they submit the Questionnaire, ONLY if they passed the ICA test. If they don't pass, a different automated email is sent with non-call resources.

The lead clicks on the link in the email above to book the call, and they receive confirmation. A Zoom link is automatically created, and the new booking appears in your calendar.

Done!

NOTE: My system will not only significantly save you time but also reduce spammers, flirts, and time wasters who are too lazy to fill out all the information. If a potential client says they can't, that is the "test" not to want to work with them because they are surely poor communicators and won't be good client material. There are exceptions but this is my general experience.

Now on to the fun part: the actual call.

II. The Discovery Call

My 4-Step Easy 15-Minute Call Flow:

1. Restate the problem: "I see in the questionnaire you answered you need help with X. Tell me more." - (5 minutes)

2. Present your services: "Based on what you've told me, here is what I can offer you: X." I would present two options always. Remember, this is the moment to show them your amazing offers. Don't hold back. Wow and impress. Sell yourself! Talk about money. Always. -(5 minutes)?

3. Ask for the sale: "What are your thoughts about these options?" Listen and make sure to address any objections, etc. -3-5 mins

4. Next steps: "Would you like me to send you the proposal? When do you want to start?" (1 min)

If you want a downloadable discovery call script with more detailed tips to keep on hand for your discovery calls, get it here.

In case you missed it, please watch my video tutorial on how to do a discovery call right:

WATCH ON YOUTUBE

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