{"id":82176,"date":"2024-01-30T10:22:18","date_gmt":"2024-01-30T18:22:18","guid":{"rendered":"https:\/\/honeybook.site.strattic.io\/?p=82176"},"modified":"2024-01-30T10:22:19","modified_gmt":"2024-01-30T18:22:19","slug":"discovery-call","status":"publish","type":"post","link":"https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/discovery-call","title":{"rendered":"Tips and tools for a successful client discovery call"},"content":{"rendered":"\n<p class=\"has-text-align-center\"><em><em>Client discovery calls are essential for independent businesses to determine if there\u2019s a good fit with potential clients. It also gives you more information to close the sale or book the project. To make the call successful, use these tips and tools.\u00a0<\/em><\/em><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"793\" src=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-1024x793.jpg\" alt=\"Man conducting a client discovery call\" class=\"wp-image-82181\" srcset=\"https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-1024x793.jpg 1024w, https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-300x232.jpg 300w, https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-768x594.jpg 768w, https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-1536x1189.jpg 1536w, https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature.jpg 2000w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p>Client discovery calls are an important step in the sales process, especially for independent businesses. This isn\u2019t just because discovery calls determine whether the <a href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/evaluate-customer-fit\">customer is a good fit<\/a>\u2014though that\u2019s certainly their main goal.&nbsp;<\/p>\n\n\n\n<p>It\u2019s because smaller service providers already have limited time and resources to spare for every potential client. Each <a class=\"wpil_keyword_link\" href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/discovery-call\" target=\"_blank\" rel=\"noopener\" title=\"discovery call\" data-wpil-keyword-link=\"linked\">discovery call<\/a> ideally should lead to a concrete sales opportunity if there\u2019s a good match with your services.&nbsp;<\/p>\n\n\n\n<p>Use these tips to ensure you\u2019re getting the most out of each call; plus, hear from other independent business owners about how they conduct their <a href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/discovery-session\">discovery sessions<\/a>.<\/p>\n\n\n\n<p><strong>Jump to: <\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"#successful-call\">What makes a successful client discovery call?<\/a><\/li>\n\n\n\n<li><a href=\"#agenda\">What should go into a discovery call agenda?<\/a><\/li>\n\n\n\n<li><a href=\"#questions\">What discovery call questions should you always ask?<\/a><\/li>\n\n\n\n<li><a href=\"#follow-up\">How to follow up after your discovery call<\/a><\/li>\n\n\n\n<li><a href=\"#tips\">Tips for getting the most out of your sales discovery calls<\/a><\/li>\n\n\n\n<li><a href=\"#honeybook\">Supercharge your sales discovery calls with HoneyBook<\/a><\/li>\n<\/ul>\n\n\n\n<span id=\"successful-call\"><\/span>\n\n\n\n<h2 class=\"wp-block-heading\">What makes a successful client discovery call?<\/h2>\n\n\n\n<p>A successful client discovery call should be an interactive conversation that helps both you and the potential client get to know each other. It\u2019s a chance for you to learn about their needs, goals, challenges, and expectations to determine if there&#8217;s a good fit between your services and what the client is looking for.<\/p>\n\n\n\n<p>The key elements that make a great discovery call include:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Providing an agenda ahead of time so your client knows what&nbsp;<a href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/10-discovery-questions-for-new-leads\">discovery questions<\/a> you\u2019ll ask during the call<\/li>\n\n\n\n<li>Setting the tone at the beginning of the call to show your personality and start building a rapport<\/li>\n\n\n\n<li>Asking open-ended questions that allow clients to provide detailed answers<\/li>\n\n\n\n<li>Listening attentively without interrupting or trying to steer them away from certain topics<\/li>\n\n\n\n<li>Making sure all of the information exchanged is clear and concise<\/li>\n\n\n\n<li>Summarizing key points at the end of the meeting so nothing gets lost<\/li>\n<\/ul>\n\n\n\n<p>Overall, the call should help you evaluate&nbsp;<a href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/qualified-leads\">qualified leads<\/a> so you can determine whether it makes sense for them to move further into your sales process.<\/p>\n\n\n\n<blockquote class=\"wp-block-stackable-blockquote stk-block-blockquote stk-block stk-a1547a0 is-style-default\" data-v=\"2\" data-block-id=\"a1547a0\"><div class=\"has-text-align-left stk-block-blockquote__content stk-container stk-a1547a0-container stk-hover-parent\"><div class=\"stk-block-content stk-inner-blocks\">\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-01d1cc6\" data-block-id=\"01d1cc6\"><style>.stk-01d1cc6 .stk--svg-wrapper .stk--inner-svg svg:last-child{height:35px !important;width:35px !important}.stk-01d1cc6 .stk--svg-wrapper .stk--inner-svg svg:last-child,.stk-01d1cc6 .stk--svg-wrapper .stk--inner-svg svg:last-child :is(g,path,rect,polygon,ellipse){fill:#131416 !important}<\/style><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-01d1cc6\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-01-d-1-cc-6-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-01-d-1-cc-6-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 50 50\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path d=\"M19.8 9.3C10.5 11.8 4.6 17 2.1 24.8c2.3-3.6 5.6-5.4 9.9-5.4 3.3 0 6 1.1 8.3 3.3 2.2 2.2 3.4 5 3.4 8.3 0 3.2-1.1 5.8-3.3 8-2.2 2.2-5.1 3.2-8.7 3.2-3.7 0-6.5-1.2-8.6-3.5C1 36.3 0 33.1 0 29 0 18.3 6.5 11.2 19.6 7.9l.2 1.4zm26.4 0C36.9 11.9 31 17 28.5 24.8c2.2-3.6 5.5-5.4 9.8-5.4 3.2 0 6 1.1 8.3 3.2 2.3 2.2 3.4 4.9 3.4 8.3 0 3.1-1.1 5.8-3.3 7.9-2.2 2.2-5.1 3.3-8.6 3.3-3.7 0-6.6-1.1-8.6-3.4-2.1-2.3-3.1-5.5-3.1-9.7 0-10.7 6.6-17.8 19.7-21.1l.1 1.4z\"><\/path><\/svg><\/div><\/span><\/div>\n\n\n\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-2638a0f\" data-block-id=\"2638a0f\"><p class=\"stk-block-text__text\">I have found that listening carefully during the discovery call, taking notes (via the Notes section in HoneyBook), and then tying those back to my services and how I can assist them has been really helpful for conversion. <br><br>Potential clients feel heard and understood, and because the services are tied back to the specific pain points they described, they feel they have found a solution to their problem. <br><br><em>&#8211; Geily Romero, Accountant and Fraction CFO at <a href=\"http:\/\/cuttingedgefinancialsolutions.com\">Cutting Edge Financial Solutions<\/a><br><\/em><\/p><\/div>\n<\/div><\/div><\/blockquote>\n\n\n\n<span id=\"agenda\"><\/span>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>What should go into a discovery call agenda?<\/strong><\/h2>\n\n\n\n<p>Now that you know what a successful client discovery call should look like, it\u2019s time to consider exactly what to include in your agenda. Of course, each call should be customized to the new client you\u2019re dealing with, but remember that at this stage, your goal is to learn more about them and ensure they\u2019re ready for the sales pipeline.<\/p>\n\n\n\n<p>Review your agenda carefully with your clients within the first few minutes of the call. Let them know what to expect so they can be prepared for what\u2019s coming. This small step also keeps everyone on task and aligned in the qualification process.<\/p>\n\n\n\n<p>Here are the pieces to&nbsp;<a href=\"https:\/\/www.zendesk.com\/blog\/discovery-call\/\">include in your discovery call<\/a> agenda:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1. Goals of the meeting\u00a0<\/h3>\n\n\n\n<p>First, cover the reasons you\u2019ve scheduled this discovery call and why it\u2019s important. What do you want to accomplish? Leave room for the client to also chime in with their goals for the initial call, too.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">2. Your introduction<\/h3>\n\n\n\n<p>Next, introduce yourself and your business. Keep it brief, but provide an overview of how long you\u2019ve been in business, why you started in the first place, your mission and values, the types of clients you work with, and any other important points you want new clients to know about you.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">3. Client introduction<\/h3>\n\n\n\n<p>Allow clients plenty of time to introduce themselves. What are their priorities right now? What are they looking for in a business partner? What\u2019s their&nbsp;why? This allows them to get excited about what they\u2019re doing and show you who they really are.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">4. Primary challenges the client is facing<\/h3>\n\n\n\n<p>This is a great time to then dive into the client\u2019s top challenges. Ask them what led them to your business. Ask about their industry and the current overall landscape. You could promote precision by asking specifically for their top three challenges this year, or simply what their number-one challenge is at the moment.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">5. How your business can help<\/h3>\n\n\n\n<p>You can then talk about how your business helps with their unique challenges. This is when you can hit on your process and your solutions in more detail. Let the client know that you hear their concerns and are ready to solve their problems. Be specific about how your business goals align with theirs.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">6. Questions the client has about the business<\/h3>\n\n\n\n<p>Open up the floor to see what the client wants to know about you. They may have initial questions about timeline, approach, and even payment structure. Have these details ready so you can practice transparency and give them a solid idea of what the relationship will look like. Remember that the discovery call is an opportunity for both of you to discover more about the other.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">7. Next steps<\/h3>\n\n\n\n<p>The last component of your agenda should be a clear outline of what happens next. This may be a second call, an in-person meeting, a meeting with other people from your business, or submitting paperwork. Whatever it is, make sure the client knows exactly what the expectations are and who is responsible for the next step.<\/p>\n\n\n\n<span id=\"questions\"><\/span>\n\n\n\n<p>The great thing about having a discovery call agenda is that you can plug and play for each new client, making small adjustments as needed. Another component to consider is what your must-have questions are under each of those agenda items. These questions should be asked every single time so you always get the information you need.&nbsp;<\/p>\n\n\n\n<p>Here are discovery call questions you should always ask:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>What are your current business goals?&nbsp;<\/strong>This question allows the client to open up about what\u2019s on the horizon for them. Ask this question early to get the momentum going and get them talking about what excites them.<\/li>\n\n\n\n<li><strong>What are your current business challenges?&nbsp;<\/strong>As mentioned, your agenda should include a place for challenges. These challenges likely drove the client to work with you, so it presents the perfect opportunity to assess and encourage the ongoing business relationship.<\/li>\n\n\n\n<li><strong>What would be a successful outcome of our work together?&nbsp;<\/strong>Expectations should be set early on. By asking what kind of outcome the client expects to see, you\u2019re getting on the same page and ensuring those expectations are realistic and achievable.<\/li>\n\n\n\n<li><strong>What is your target budget?&nbsp;<\/strong>Asking about money can be uncomfortable, but it\u2019s important nonetheless. Leave room to ask what the client is considering in terms of budget to ensure alignment. This must be completely covered early on in the relationship.<\/li>\n\n\n\n<li><strong>What are your timeline expectations?&nbsp;<\/strong>Asking where the client is regarding timing is crucial. This is where you can loosely map out what your shared timeline is for service delivery so you both know what the next few months to a year will look like.<\/li>\n<\/ul>\n\n\n\n<p>These questions are a must so both parties have the foundational information they need to succeed. They should be staples in your discovery call agenda.<\/p>\n\n\n\n<span id=\"follow-up\"><\/span>\n\n\n\n<p>takes the next step. However, you should always follow up with your new client, even if the ball\u2019s in their court. Here are a few strategies for following up post-call:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Send out a brief thank-you email that summarizes key points from the call.&nbsp;<\/li>\n\n\n\n<li>Show gratitude for their time.<\/li>\n\n\n\n<li>Express excitement about starting this relationship.&nbsp;<\/li>\n\n\n\n<li>Provide the information and documents you promised promptly.<\/li>\n\n\n\n<li>Deliver contact information for anyone else within your business they may need to contact.<\/li>\n\n\n\n<li>Send an introductory email including another staff member they\u2019ll be working with.<\/li>\n\n\n\n<li>Ask the client if there\u2019s anyone else they would like to bring into the conversation.<\/li>\n\n\n\n<li>Keep correspondence professional and hopeful.<\/li>\n\n\n\n<li>Emphasize open communication so the client knows they can always reach out with questions.<\/li>\n<\/ul>\n\n\n\n<p>Avoid going radio silent after your new client discovery call. Show them you value their time and that you\u2019re taking next steps seriously. Make them feel like a top priority. Ensure it\u2019s clear where you\u2019re going from here and when they should be ready to move forward.<\/p>\n\n\n\n<p><a href=\"https:\/\/hbbadmin.reliablepenguin.com\/all-in-one-business-platform\">HoneyBook\u2019s platform<\/a> helps you accomplish goals like these when you\u2019re working with new clients. Make client management easier by working in just one software.<\/p>\n\n\n\n<span id=\"tips\"><\/span>\n\n\n\n<h2 class=\"wp-block-heading\">Tips for getting the most out of your sales discovery calls<\/h2>\n\n\n\n<p>The same key elements above are applicable to most client calls. What makes sales calls special is how you should approach them. Here are some actionable tips you can use to prepare, ask the right questions, and get the right answers from your initial sales calls.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">1. Do your pre-call research to come prepared<\/h3>\n\n\n\n<p>Before any call with a potential client, review your&nbsp;<a href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/how-to-identify-your-ideal-client\">ideal customer profile<\/a>. Think about the qualities they have, and which questions you can ask to vet them. Knowing what to look for in their answers will help you get more out of the process.&nbsp;<\/p>\n\n\n\n<p>Before the call, you can also spend some time learning from their website and social media accounts as well as any information you gathered through an intake form. Think about your clients from similar industries or with similar needs and how you solved similar problems for them. You can come prepared with specific case studies or testimonials that directly apply to your potential client.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-stackable-blockquote stk-block-blockquote stk-block stk-65b2f14 is-style-default\" data-v=\"2\" data-block-id=\"65b2f14\"><div class=\"has-text-align-left stk-block-blockquote__content stk-container stk-65b2f14-container stk-hover-parent\"><div class=\"stk-block-content stk-inner-blocks\">\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-aedc05d\" data-block-id=\"aedc05d\"><style>.stk-aedc05d .stk--svg-wrapper .stk--inner-svg svg:last-child{height:35px !important;width:35px !important}.stk-aedc05d .stk--svg-wrapper .stk--inner-svg svg:last-child,.stk-aedc05d .stk--svg-wrapper .stk--inner-svg svg:last-child :is(g,path,rect,polygon,ellipse){fill:#131416 !important}<\/style><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-aedc05d\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-aedc-05-d-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-aedc-05-d-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 50 50\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path d=\"M19.8 9.3C10.5 11.8 4.6 17 2.1 24.8c2.3-3.6 5.6-5.4 9.9-5.4 3.3 0 6 1.1 8.3 3.3 2.2 2.2 3.4 5 3.4 8.3 0 3.2-1.1 5.8-3.3 8-2.2 2.2-5.1 3.2-8.7 3.2-3.7 0-6.5-1.2-8.6-3.5C1 36.3 0 33.1 0 29 0 18.3 6.5 11.2 19.6 7.9l.2 1.4zm26.4 0C36.9 11.9 31 17 28.5 24.8c2.2-3.6 5.5-5.4 9.8-5.4 3.2 0 6 1.1 8.3 3.2 2.3 2.2 3.4 4.9 3.4 8.3 0 3.1-1.1 5.8-3.3 7.9-2.2 2.2-5.1 3.3-8.6 3.3-3.7 0-6.6-1.1-8.6-3.4-2.1-2.3-3.1-5.5-3.1-9.7 0-10.7 6.6-17.8 19.7-21.1l.1 1.4z\"><\/path><\/svg><\/div><\/span><\/div>\n\n\n\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-c2145b0\" data-block-id=\"c2145b0\"><p class=\"stk-block-text__text\">I generate a task to prep for the call the day prior, and this is when I review their intake form and do a few minutes of online research into their organization. I put these notes in my private details in HoneyBook so I can reference them as we meet. <br><br>I also keep HoneyBook open during the sales call to take notes and document deliverables in the private details area. This helps as I normally make the proposal a few days later and can recall what they need and any variances from my normal framework proposal.<br><br><em>&#8211; Dr. Michael Tatonetti, CEO of <a href=\"http:\/\/www.pricingforassociations.com\">Pricing for Associations<\/a><\/em><\/p><\/div>\n<\/div><\/div><\/blockquote>\n\n\n\n<h3 class=\"wp-block-heading\">2. It\u2019s the quality, not the quantity, of questions<\/h3>\n\n\n\n<p>Did you know that it takes around&nbsp;<a href=\"https:\/\/www.salesforce.com\/ca\/blog\/2017\/06\/3-critical-numbers-guide-sales-discovery-calls.html\">11 to 14 questions<\/a> for top sales reps to finish a successful discovery call? The number of questions you ask will always vary depending on your business, but what you ask means more than how much you ask.&nbsp;<\/p>\n\n\n\n<p>Focus on questions that let you better understand your potential client\u2019s current and future needs, which includes things like their own discovery process. Again, your prep work comes into play here. If you\u2019ve solved similar problems before, you\u2019ll have good context to work with and the confidence to back up your claims.<\/p>\n\n\n\n<blockquote class=\"wp-block-stackable-blockquote stk-block-blockquote stk-block stk-1f3b40d is-style-default\" data-v=\"2\" data-block-id=\"1f3b40d\"><div class=\"has-text-align-left stk-block-blockquote__content stk-container stk-1f3b40d-container stk-hover-parent\"><div class=\"stk-block-content stk-inner-blocks\">\n<div class=\"wp-block-stackable-icon stk-block-icon stk-block stk-22801a6\" data-block-id=\"22801a6\"><style>.stk-22801a6 .stk--svg-wrapper .stk--inner-svg svg:last-child{height:35px !important;width:35px !important}.stk-22801a6 .stk--svg-wrapper .stk--inner-svg svg:last-child,.stk-22801a6 .stk--svg-wrapper .stk--inner-svg svg:last-child :is(g,path,rect,polygon,ellipse){fill:#131416 !important}<\/style><span class=\"stk--svg-wrapper\"><div class=\"stk--inner-svg\"><svg style=\"height:0;width:0\"><defs><linearGradient id=\"linear-gradient-22801a6\" x1=\"0\" x2=\"100%\" y1=\"0\" y2=\"0\"><stop offset=\"0%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-22801-a-6-color-1)\"><\/stop><stop offset=\"100%\" style=\"stop-opacity:1;stop-color:var(--linear-gradient-22801-a-6-color-2)\"><\/stop><\/linearGradient><\/defs><\/svg><svg xmlns=\"https:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 50 50\" aria-hidden=\"true\" width=\"32\" height=\"32\"><path d=\"M19.8 9.3C10.5 11.8 4.6 17 2.1 24.8c2.3-3.6 5.6-5.4 9.9-5.4 3.3 0 6 1.1 8.3 3.3 2.2 2.2 3.4 5 3.4 8.3 0 3.2-1.1 5.8-3.3 8-2.2 2.2-5.1 3.2-8.7 3.2-3.7 0-6.5-1.2-8.6-3.5C1 36.3 0 33.1 0 29 0 18.3 6.5 11.2 19.6 7.9l.2 1.4zm26.4 0C36.9 11.9 31 17 28.5 24.8c2.2-3.6 5.5-5.4 9.8-5.4 3.2 0 6 1.1 8.3 3.2 2.3 2.2 3.4 4.9 3.4 8.3 0 3.1-1.1 5.8-3.3 7.9-2.2 2.2-5.1 3.3-8.6 3.3-3.7 0-6.6-1.1-8.6-3.4-2.1-2.3-3.1-5.5-3.1-9.7 0-10.7 6.6-17.8 19.7-21.1l.1 1.4z\"><\/path><\/svg><\/div><\/span><\/div>\n\n\n\n<div class=\"wp-block-stackable-text stk-block-text stk-block stk-470251e\" data-block-id=\"470251e\"><p class=\"stk-block-text__text\">Listen more, talk less. Foster an environment where your client can express their obstacles, what\u2019s worked, and what hasn\u2019t. Then and only then should you speak and prescribe which service or solution is best. When we listen we learn. <br><br>You can also start your call with transparency that if you feel you can help them you\u2019ll save some time to discuss how you can work together. <br><br><em>&#8211; Matthew Eriksen, Brand Designer and Business Coach at <a href=\"http:\/\/goodbrandpartners.com\">Good Brand Partners<\/a><\/em><\/p><\/div>\n<\/div><\/div><\/blockquote>\n\n\n\n<h3 class=\"wp-block-heading\">3. Follow up and follow through<\/h3>\n\n\n\n<p>After the call, make sure to recap what you discussed before signing off. That doesn\u2019t have to be a long-winded dialogue\u2014just a few sentences that summarize the prospect\u2019s pain points and next steps. You may want to go ahead and discuss the product or service that would be a good fit, or simply let them know when you\u2019ll be sending an email with a personalized quote.&nbsp;<\/p>\n\n\n\n<p>Lastly, remember to be prompt in sending over any documents or solutions your prospective client may need if they made any requests during the call so that you remain top of mind throughout their decision-making process.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">4. Take notes and move on<\/h3>\n\n\n\n<p>Even if the call didn\u2019t result in a sale, make sure to take notes from the conversation. This will help you with future calls with other potential clients, as it can give you more context about their needs.&nbsp;<\/p>\n\n\n\n<p>At this point, you should have all the information you need to assess how viable they are as a client and whether or not your offerings match well with their needs\u2014even if that means being honest enough to tell them that what they want isn\u2019t something your company delivers. Be polite but firm. Prioritize value-based solutions over short-term wins so both parties benefit over the long term.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">5. Leverage technology to maximize efficiency<\/h3>\n\n\n\n<p>If you\u2019re making sales discovery calls with potential clients, it pays to invest in the right tools. With modern customer relationship management (CRM) and sales automation systems, for example, you can quickly get a full picture of each lead before committing to any calls\u2014including previous interactions and notes from emails or chats.&nbsp;<\/p>\n\n\n\n<p>This helps build trust since they know that you\u2019re taking the conversations seriously while helping you stay organized and saving time. Tools like these can significantly impact your prep work and considerably aid with the call itself because of how much background information you have.<\/p>\n\n\n\n<p>The tools you have on hand can make or break a discovery call in the same way that they can bolster or hinder the entire\u00a0<a href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/sales-process\">sales process<\/a>.<\/p>\n\n\n\n<a id=\"honeybook\"><\/a>\n\n\n\n<h2 class=\"wp-block-heading\">Supercharge your sales discovery calls with HoneyBook<\/h2>\n\n\n\n<p>HoneyBook offers the tools you need to bolster your discovery calls and improve your overall sales process. Through interactive files, for example, you can consolidate the discovery process through branded questionnaires that help evaluate a potential client&#8217;s fit. You can also reach out with payment reminder emails and receive direct payments through the\u00a0<a href=\"https:\/\/hbbadmin.reliablepenguin.com\/online-payment-software\">online payment software<\/a>. The scheduler tool can also help you seamlessly book discovery calls and combine scheduling with other actions, including payments,\u00a0<a href=\"https:\/\/hbbadmin.reliablepenguin.com\/online-contract\">online contracts<\/a>, and more.<\/p>\n\n\n\t\t<div data-elementor-type=\"section\" data-elementor-id=\"88505\" class=\"elementor elementor-88505\" data-elementor-post-type=\"elementor_library\">\n\t\t\t<div class=\"elementor-element elementor-element-af8975c e-con-full cta_click e-flex e-con e-parent\" data-id=\"af8975c\" data-element_type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-d21be99 e-con-full e-flex e-con e-child\" data-id=\"d21be99\" data-element_type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bbc2a58 elementor-widget elementor-widget-image\" data-id=\"bbc2a58\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"370\" height=\"740\" src=\"https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/07\/cta-sales-marketing-banner-black.png\" class=\"attachment-medium_large size-medium_large wp-image-88507\" alt=\"\" srcset=\"https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/07\/cta-sales-marketing-banner-black.png 370w, https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/07\/cta-sales-marketing-banner-black-150x300.png 150w\" sizes=\"(max-width: 370px) 100vw, 370px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-a747e99 e-con-full e-flex e-con e-child\" data-id=\"a747e99\" data-element_type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d55b379 elementor-widget elementor-widget-heading\" data-id=\"d55b379\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<span class=\"elementor-heading-title elementor-size-default\">Make faster sales<\/span>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5ad3ea0 elementor-widget elementor-widget-text-editor\" data-id=\"5ad3ea0\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Customize interactive files and impress your clients with HoneyBook.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-771d280 elementor-widget elementor-widget-button\" data-id=\"771d280\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/hbbadmin.reliablepenguin.com\/signup\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Get started<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n","protected":false},"excerpt":{"rendered":"<p>Client discovery calls are essential for independent businesses to determine if there\u2019s a good fit with potential clients. It also gives you more information to close the sale or book the project. To make the call successful, use these tips and tools.\u00a0 Client discovery calls are an important step in the sales process, especially for [&hellip;]<\/p>\n","protected":false},"author":801,"featured_media":82181,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[20,545],"tags":[508,77,473,128],"class_list":["post-82176","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-best-practices","category-mobile-app","tag-client-communication","tag-client-relationships","tag-lead-generation","tag-sales"],"acf":[],"featured_image_urls_v2":{"full":["https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature.jpg",2000,1548,false],"thumbnail":["https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-150x150.jpg",150,150,true],"medium":["https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-300x232.jpg",300,232,true],"medium_large":["https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-768x594.jpg",768,594,true],"large":["https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-1024x793.jpg",1024,793,true],"1536x1536":["https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature-1536x1189.jpg",1536,1189,true],"2048x2048":["https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature.jpg",2000,1548,false]},"post_excerpt_stackable_v2":"<p>Client discovery calls are essential for independent businesses to determine if there\u2019s a good fit with potential clients. It also gives you more information to close the sale or book the project. To make the call successful, use these tips and tools.\u00a0 Client discovery calls are an important step in the sales process, especially for independent businesses. This isn\u2019t just because discovery calls determine whether the customer is a good fit\u2014though that\u2019s certainly their main goal.&nbsp; It\u2019s because smaller service providers already have limited time and resources to spare for every potential client. Each discovery call ideally should lead to&hellip;<\/p>\n","category_list_v2":"<a href=\"https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/category\/business-best-practices\" rel=\"category tag\">Business best practices<\/a>, <a href=\"https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/category\/mobile-app\" rel=\"category tag\">Mobile App<\/a>","author_info_v2":{"name":"Gino R. Di\u00f1o","url":"https:\/\/hbbadmin.dev.reliablepenguin.com\/blog\/author\/gino-dino"},"comments_num_v2":"0 comments","yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Tips and Tools for a Successful Client Discovery Call | HoneyBook<\/title>\n<meta name=\"description\" content=\"Learn about the key elements of a successful sales discovery call and which technology and tools to use.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/discovery-call\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Tips and Tools for a Successful Client Discovery Call | HoneyBook\" \/>\n<meta property=\"og:description\" content=\"Learn about the key elements of a successful sales discovery call and which technology and tools to use.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/discovery-call\" \/>\n<meta property=\"og:site_name\" content=\"HoneyBook\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/honeybook.co\" \/>\n<meta property=\"article:published_time\" content=\"2024-01-30T18:22:18+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-01-30T18:22:19+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/hbbadmin.reliablepenguin.com\/blog\/wp-content\/uploads\/2023\/02\/discovery-call-feature.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2000\" \/>\n\t<meta property=\"og:image:height\" content=\"1548\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Gino R. 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