How to Rock Your Next Discovery Call

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Learn what to say on a client discovery call, how to sound like a pro and how to land the jobs you really want.

You're a freelance writer who finally got a pitch response or an inquiry from a potential client. Great! Now, it's time to get ready for your discovery call.

Your first discovery call can be really nerve-racking. What are you supposed to say, and how do you come across as a professional - especially if you're a new freelance writer?

In this post, we'll talk about what you should say in a discovery call. And if you're a little nervous, don't worry! I’ve got some tips and tricks on how to conduct yourself like a professional.

How to Rock Client Discovery Calls

If you hate getting on the phone or Zoom to talk about a project - especially before it's been confirmed - know that discovery calls are a necessary part of building your business as a freelance writer.

When you're just starting out, you need to invest time with potential clients to understand what kind of projects they need from you. You also need to establish rapport with them. This will increase the likelihood that they will hire you for a job.

Read this: 11 Steps to Find Freelance Writing Jobs

What Is a Discovery Call?

Before we continue, let's make sure we're on the same page as to what a “discovery call'' really is.

Discovery calls are often the first phone call or video call that you have with a potential client. 

Perhaps you reached out to them via email to pitch a project idea. They expressed interest in your services, and they want to get on a call to talk more about what they're looking for.

In all honesty, discovery calls are absolutely essential. 

Discovery calls help the client feel more comfortable with you. After all, many people like to put a face to someone they’ve been emailing with. Discovery calls help you get to know potential clients - and determine if you're someone who can actually help them.

Discovery calls are meant to define the projects clients need (and if you are willing to do them). Later on in this post, we'll talk about how discovery calls can catch potential red flags so you can avoid nightmare clients!

What Is the Goal of a Discovery Call?

First and foremost, the goal of a discovery call is to determine if you and this particular client will be a good fit for each other. You provide the right service, they are fun to work with and pay you what you deserve.

By the end of the call, your client needs to understand several things:

Who you are 

What kinds of services you provide

What projects you are eligible to perform

What the price of the projects will be (maybe)

And by the end of the call, you also need to understand several things:

What problems they're facing

Why they need a writer

What their “high-priority” projects are

What timeline they expect projects to be delivered

If you even want to work with them

That sounds like a lot, doesn't it? Don't worry! I will break down the discovery call process to make sure you hit on all of these points. By the end of this article, I hope you feel more confident in conducting a discovery call.

Great discovery calls can really boost your self-esteem and land the gig at the price you’re looking for. 

What Do You Say in a Discovery Call?

This is where a lot of writers get nervous. They don't know what to say in a discovery call - let alone how to come off as a professional when they’re a complete newbie to the industry.

Keep reading to find out what to say during the discovery call. I use this structure during each of my discovery calls. Potential clients are always surprised at how professional I sound, how confident I come across, and what kinds of intuitive questions I ask them.

And more importantly, this discovery call outline helps me determine if I even want to work with this client. I can detect red flags and find out if we're on the same page with pricing, deadlines and project scope.

Without further ado, let's talk about what to say in a discovery call with a potential client.

Part 0 - Before the Call

Before you even get on a call with the prospect, you’ll want to conduct a SWOT analysis of their business. SWOT stands for strengths, weaknesses, opportunities and threats.

This is a great marketing analysis tool that you should be familiar with. Why? A SWOT analysis helps you recommend the best projects, solve problems and justify why you’re the best person for the job!

It's important to understand what a client is already doing well and what can be improved. By knowing this, you'll be able to offer viable solutions that will help them meet their business goals. And by hitting on things that they really, really need, you’ll look like a professional who can solve their problems.

Let's Break Down the SWOT Analysis

Strengths: What are the strengths of this client or their business? Think about what this client has going for them. If they've approached you to write blogs, are they already ranking high on Google? If they approached you to write website copy, is their homepage already using compelling and concise marketing copy? You don't want to suggest projects for things that they’ve already been successful with!

Weaknesses: What are the weaknesses of this client or their brand? Have you noticed that their email marketing copy doesn’t have a CTA? Do they have low conversion rates on their social media ads? If you read their blogs, do they have a consistent posting schedule… or have they not posted a blog since 2016?

Opportunities: This is key! Here is where you present yourself as the perfect solution. If they need help with their blogs, you'll be there to write SEO content that ranks. If you're a copywriter, you'll optimize their copy for the most conversions. Really focus on this area. You'll have to convince them that you're the perfect person for the job. 

Threats: Think of “threats” as challenges. Threats to a client's business could be pain points, competition or even past failures. In the discovery call, you'll have to hit on these pain points to persuade them. We'll talk about it more below.

Part 1 - The Greeting

At the beginning of the call, give them a warm, friendly yet professional greeting. Thank them for giving you the time to talk about some projects. If you'd like, you can say one sentence about your previous experience, just to establish some credibility.

Otherwise, in the interest of time, state the purpose of the call. I learned this trick from Filthy Rich Writer founder, Nicki Krawczyk. It helps to make sure that both of you are on the same page about what will get done in the discovery call.

Part 2 - Establishing Your Expectations

As mentioned before, the purpose of a discovery call is to determine if you and this potential client are a good fit for working together. State that out directly, and then follow up with, “Does that sound good to you?”

If the client says that it's all good, continue with the call. If the client thought that this call would consist of something different, address the discrepancy and determine if you should continue with the call.

Most people understand the purpose of a discovery call. However, you can always stop the call at the beginning. Politely, of course. There's no need to waste your time or the client's time!

Part 3 - Understanding Their Needs

It's super important to understand the needs of your client right upfront. So, the next step in the discovery call is to ask a few questions to get to know them, their business, and their needs.

All you have to say is that you have a few questions that you need to ask to better understand what they're looking for and what their goals are.

You Need to Find Out Three Things About Your Clients

Desires and goals: Ask questions like, “What do you want to get out of us working together?” Since they're on a call with a professional writer, you can ask, “Why are you considering my help?” Another great question: What's your big vision for your business?

Pain points and hardships: Come right out and ask about their pain points. For example: Ask about what business challenges they are currently facing. Ask about where they feel limited or blocked in their business. Ask them, “What do you think is holding you back from getting the results you want?”

Urgency and deadlines: It's important to understand the urgency of their problems. If they want to solve problems within the next month or two, they’re actively trying to find solutions (AKA you). However, some of their problems might not be as urgent. So, if you suggest a project of low importance to them, they'll be less likely to take it on with you. A great way to understand urgency is by asking this question: What do you imagine will happen if you don't make any improvements now?

Part 4 - Possible Projects

Now that you have a ton of information about their desires, goals, pain points, hardships, and the urgency, you have a really good foundation to offer projects that will solve their problems as soon as possible.

A great transition between getting this information and presenting the projects is to say, “Based on what you've told me, there are a couple projects that I think will really help you meet your goals.” If you can be specific about what goals they will achieve, even better! 

When you're just starting out as a freelance writer, I suggest having a few projects in mind before the call. 

Have a list of 1-3 projects that you want to mention on the call. It will help you feel more confident and provide direction. However, be prepared to improvise if you have to.

For each project, mention these key things:

What the scope of the project is 

The purpose of the project

Constructive criticism about their current version (their blogs, copy, etc.)

How your project idea will help their business

As you talk through each of the projects, you'll get a sense about which one the client thinks is a high priority. Sometimes, you'll hit the nail on the head with an awesome project idea that the client really wants. Other times, your recommendation may be inapplicable, but that's okay! Your prospect understands that you may not have all of the information you need, just yet.

Part 5 - Pricing and Timelines

Pricing and timelines are exceptionally important, but many writers get nervous when they talk about them on a discovery call.

When I first started as a freelance writer, I gave fixed project quotes right on the call. I would give them a time frame, usually about a 1-2 weeks turnaround. This was helpful in the beginning because it made me ask for (and get) the rates I wanted. 

As time went on, I gained more experience. Different kinds of clients started reaching out to me. Pricing in discovery calls became harder to do because I was taking on more complex projects.

Clients understand that writers may need to take time after the call to determine the price. Complex projects often need adequate discussion so that both parties understand the scope.

Nowadays, I don't disclose my pricing on the call. Even if a client asks for a “ballpark” range, I rarely give it. Instead, I say something like, “Now that I have a better understanding of the project, let me take some time after this call to calculate a quote for you. I'll have it for you by the end of the day.”

All in all, discussing price during a discovery call is up to you. Another reason why you might want to wait is to make sure your quote reflects the project deadline. If you get on a discovery call, and the client wants a quick turnaround, you'll need to calculate an expedite fee (AKA rush fee).

How Do You Close Out a Discovery Call?

You've conducted almost the entire discovery call. Congratulations! Now, how do you close it out?

If the client has agreed to a project or seems really enthusiastic, close out the call with enthusiasm and mention the next steps. Explain that you're really excited to work with them and that you'll be in touch.

If the client seems underwhelmed, remain professional. Thank them for their time and tell them that you still will follow up with an email. 

Your Next Steps After a Discovery Call

Once you're done with the call, move on to the next steps. The “next steps” depend on if you do or don't want to work with this client. Regardless, always send a follow-up email.

What if You Really Want to Work with this Client?

If you really want to work with this client, create your project quote and get it ready to send.

In an email, thank them for their time, and tell them that you've drafted a quote.

I always write a sentence to remind them about how I will help them reach their goals. For example: If a prospect needs paid social media ads, I might say something like, “I can't wait to help you boost conversions from your social media ads!”

What if You Don’t Want to Work with this Client?

You may get off a call and realize that this client is not for you. Maybe you detect red flags. Maybe you know they need a different kind of professional.

Either way, it's important to send a follow-up email with your contact information. If you really want to, you can still attach a project quote. This keeps a record of your pricing and discussion.

Otherwise, if you really don't want to work with this client, you don't have to attach a quote. Instead, say something like, “After thinking it over, I believe I'm not the best professional for your needs.”

Good Luck with Your Call!

Now that you know what to say in a discovery call, I suggest you create a discovery call template. I use one for all of my discovery calls! It makes it really easy and fast to prep for a prospect.

I know you still may be nervous. You'll feel better once you have a few calls under your belt. My very first discovery call was a little choppy, but I tried my best to act professional and portray confidence.

Nowadays, I don't fret over discovery calls. I know what I'm looking for, I know my worth and I feel completely in control during the call. Eventually, you will too!

Heads Up, Writers!

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Heads Up, Writers! (Read Below)

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