Discovery calls are more than just showing off your product; they're crucial for seeing if a prospective customer's needs match what you offer. This article provides specific questions to ask every prospect during discovery calls, as well as which questions to avoid, to help you build stronger relationships and increase sales. For a complete look at discovery call tactics, check out our other article, "The essential guide to discovery call success."
Best practices for discovery calls
Discovery calls are your first real opportunity to connect with a potential client and assess their compatibility with your offerings. Here's how to make the most of these interactions:
Identify business goals
Start the conversation by understanding the current objectives of the prospect’s business. Knowing what they aim to achieve can help you tailor your discussion and demonstrate how your product aligns with their goals.
Question: Can you share the primary goals your business is focusing on currently?
Discover challenges
Ask about the obstacles they’re facing in achieving these goals. This will not only help you understand their pain points but also position your product as a potential solution. For instance, if you are offering a CRM platform and the prospect is struggling with implementation complexities, highlight how user-friendly your system is.
Question: What are the biggest challenges you're facing in reaching these goals?
Assess the stakes
Discuss what is at risk if they fail to achieve their goals. This helps the prospective client see the value of your product in preventing potential losses or complications.
Question: What impact will it have on your business if these goals aren't achieved?
Know the decision-makers
Identify all stakeholders involved in the decision-making process. This understanding allows you to customise your pitch effectively to address their concerns. Prior to making calls, consider consulting Bizzy to verify relevant contacts.
Question: Who all are involved in the decision-making process for this type of purchase?
Evaluate past solutions
Inquire about the solutions they have tried in the past and what worked or didn’t work for them. This insight allows you to position your product as a superior choice.
Question: What solutions have you tried in the past, and what were the strengths and shortcomings of those approaches?
Discuss budget
Though it might seem early, understanding their budgetary constraints is crucial. It helps in framing your offer in a way that matches their financial capacity.
Question: Have you set a budget for this solution, and if so, what range are you considering?
Address concerns
Encourage them to express any reservations they have about your product. This open dialogue can clear misconceptions and reinforce their interest in what you are offering.
Question: Do you have any specific concerns or questions about our product that I can address right now?
Schedule follow-up
Before concluding the call, propose times for a follow-up meeting. Offering specific slots can reduce delays in scheduling and maintains the momentum of the sales process.
Question: Can we schedule a follow-up call to discuss this further? I have time slots available on [mention specific days and times]; which would work best for you?
Additional key questions to get deeper insights
"How would you rate your current system out of 10, and can you explain why?"
"Could you explain your current processes and how many people are involved?"
"What key performance indicators do you use to evaluate success?"
"How long does it typically take to handle [specific problem your product solves]?"
"What budget have you set aside for addressing this issue?"
"Besides short-term goals, what bigger objectives is your company aiming to achieve?"
"What are the biggest challenges your company is currently facing?"
"In terms of this project, what would a successful outcome look like for your business?"
"Are you the main decision-maker for this project, or are there others we should speak to?"
"Who else is involved in deciding on vendors, and how can we cater to their requirements?"
Common mistakes to avoid during discovery calls
When making discovery calls, avoiding some common mistakes can really help you succeed. Here are a few important ones to watch out for:
Talking too much
The key to a successful discovery call isn't just talking about your product, but also listening. Ensure you're not monopolising the conversation. Allow the prospect to share their thoughts and needs without interruption.
Using generic queries
Customise your questions to fit the specific context of the prospective client's industry and business challenges. Generic questions lead to generic answers, which don't provide the insights you need to personalise your pitch.
Making assumptions
Never presume to know what the prospect needs. Instead, use open-ended questions to encourage them to describe their challenges and objectives. This approach helps discover the true pain points and how your product might address them.
Being overly aggressive
Avoid pressuring prospective customers into making quick decisions or commitments. Such tactics can come off as pushy and may jeopardise the relationship before it even really starts.
Overstating your product’s capabilities
Always be truthful about what your product can deliver. Exaggerating or overpromising can lead to unmet expectations, dissatisfaction, and ultimately, a loss of trust.
By avoiding these common errors, you can ensure that your discovery calls are more effective and conducive to building long-term relationships.
Conclusion
Discovery calls are crucial for aligning your product with a prospect's needs. By focusing on understanding their goals, challenges, and decision-making process, and by asking insightful questions, you build trust and customise your solutions effectively. Avoid common pitfalls like talking too much or using generic queries to make these calls more productive and build stronger relationships. For more strategies, check out our article, "The essential guide to discovery call success".
