Have you noticed that there are a lot more Discovery Calls happening?
Personally, I have seen them be called various things – Virtual Coffee meeting; Coffee & Cake Sessions or Discovery Calls.
We will stick with the traditional title – Discovery call.
What is a Discovery Call?
It is a pre-arranged call between two parties who may want to sell to each other or work together and they have to find out if they are a good fit for each other. These calls should be fee free.
I have discovery calls with potential clients and also potential team members.
What is good etiquette for a Discovery Call?
Here are my 8 points
- Do your research – especially if you want to try and get some business at the end of this process; you need to demonstrate you have done your research, found out about the other person; check out their social media profiles and presence. If you can, find out some information about their company performance and what issues they are facing in the current climate.
- Use an app like Youcanbookme or Calendly to offer people to book slots themselves which provides greater flexibility and a level of professionalism.
- Use ZOOM for the meeting and ask permission to record the session – this will help to go over any points you discussed and to summarise the session.
- Be prepared to listen – you should be doing more of the listening than the talking!
- Build rapport – can you see yourself working with this person/company?
- Find out their pain points
- Link to a case study to offer examples of success and make yourself stand out.
- Always follow up the session with the key points discussed and action steps agreed with dates included.
My most down to earth discovery call was with a person who thought the call was audio-only, they were in fact at the hairdresser with a head full of foils! We both found the funny side of this experience!
From your own experience, would you add anything else to my list? What has worked for you?
And if you want to book me for a call here is the link.
