Why Are Discovery Calls Important?
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As entrepreneurs, we rely on service providers for help when outsourcing big projects or getting feedback on how to grow our business. We spend a lot of time and hard earned money with service providers and it is important that we do our due diligence.
I am going to share why discovery calls are important for both sides, whether you are the service provider or the client.
As a service provider, discovery calls are crucial for your business.
- Get to know your potential client better through a series of questions to determine their needs and challenges.
- Determine what their expectations are from you.
- Determine if the potential client is a good fit. This means you are realistically able to meet and/or exceed their expectations for the project. Good fit also means your values, personality, and the work styles needed for the project are in alignment.
- Share your experience and provide feedback.
- Define and set clear expectations for your work. Underpromise so you are able to overdeliver. DO NOT overpromise in a desperate attempt to get the sale.
Discovery calls are of mutual benefit, similar to job interviews. You are both at the table, or on the phone in the case, to determine if it is of mutual benefit. For both parties, ask questions that ideally do not have answers on the website.
DISCOVERY CALL TEMPLATEGet your free Discovery Call template today and access additional templates in the Little Black Desk Academy.
As a client, discovery calls are crucial for finding out if the service provider will be able to meet your expectations, help you achieve your goal and work styles.
- Have a list of questions prepared for the service provider to better understand their process and workflow and how you fit into it.
- Share what your expectations and needs are from the service provider in order to make this a successful relationship.
- Determine if the service provider is a good fit. This means they have the experience and results from previous work to show they can meet your needs. Good fits also mean your values, personality, and work styles needed for the project are in alignment.
- Have a clear understanding of what your role is in the project and what they will need from you and when in order to do their best work.
- Ask about their communication style and method of delivery preferences.
Neither party should feel rushed to move into an agreement during the discovery call. If you need time to think it over, take 24 hours and then follow up.
Red Flags 🚩
Do not try to make it work if there are red flags. What are red flags?
- It sounds like the other party is disconnected and did not do research about you prior to the call. This shows a lack of genuine interest.
- Their communication prior to the discovery call. If they can’t follow directions, are missing in action, have super delayed responses, or provide incomplete information consider this an indication of how they will operate in the relationship. First impressions are everything.
- DO NOT be desperate and take on a client because you need the money. Those relationships never end well. You are typically overworked and they are dissatisfied. These relationships turn into bad reviews and negative word-of-mouth which spreads like fire.
- DO NOT be desperate and hire a service provider because you need a project done yesterday. A project done well is better than a sloppy and rushed project. Spend your money and time wisely.
- Avoid service providers who cannot validate their work and show proof of results. Look at their portfolio, LinkedIn resume, case studies, blog, social media. Does their work substantiate their expertise or is it fluff and pretty?
When hiring a service provider do not be afraid to ask them for referrals. Read reviews on Facebook or other social sites where clients post feedback. Ask colleagues in the industry who have worked with the service provider before what their experience was.
Communication is key to a great working relationship and discovery calls set the tone. Whether you are a client or service provider use this time wisely to get to know the other person. Wishing you the best of luck!!