7 Tips to Close the Deal With Your Discovery Call

A discovery call is an important first step in building a relationship with a potential client. It's an opportunity to learn more about the client's needs, goals, and challenges, and to determine whether there's a good fit between your services and their needs. Here are some tips on how to conduct a successful discovery call with a client:

1. Start with an introduction: Begin the call by introducing yourself and your company. Explain the purpose of the call and what you hope to accomplish during the conversation.

2. Ask open-ended questions: Ask questions that encourage the client to share their thoughts and feelings. Examples include "Tell me about your business, how long have you been an agent, what do you have coming in the pipeline?" or "What challenges are you currently facing in your business?"

3. Listen carefully: Pay attention to what the client is saying and take notes if necessary. This will help you remember important details later. Remember, you are also interviewing them so to speak to ensure you would be a good fit so make sure you are listening for things that may overstep your boundaries such as your hours for example.

4. Clarify and ask follow-up questions: If you're not sure what the client means or if you need more information, ask clarifying questions. For example, "Can you tell me more about that?" or "What specifically do you mean by that?"

5. Discuss your services: Once you have a good understanding of the client's needs, discuss how your services can help them. Be clear about what you can offer and how it will benefit them. Be sure to mention your hours, things you DON'T offer as well. This is the best time to do this vs. having to tell someone "we don't offer that" when they need it.

6. Determine next steps: Before ending the call, discuss what the next steps will be. This could include scheduling a follow-up call or meeting, sending additional information, or providing a proposal.

7. Follow up promptly: After the call, follow up promptly with any promised information and to confirm any next steps.

Remember that a discovery call is not a sales pitch, but rather an opportunity to learn more about the client and their needs. By asking thoughtful questions and actively listening to their responses, you can build a strong foundation for a successful working relationship.