Virtual assistant discovery calls can make or break the sale of your service. You’ve taken the time to learn how to become a virtual assistant, set up your virtual assistant website or Freelancing profiles on Fiverr and Upwork, now it’s time to learn how to land a client through a discovery call.
In this post, you will learn what a discovery call is, how to prepare for one, how to conduct one, and how to land more clients on a discovery call.
This post contains affiliate links which means that I will make a small commission if you purchase a product after clicking on any of them, at no extra cost to you.
What Is A Discovery Call?
A discovery call is a meeting you have on the phone or video call that you can:
- get to know your potential client
- learn more about their business and pain points
- explain how you can serve them and better their business
- help the client decide which service package best fits their needs
- decide if this client is a good fit to work with
- negotiate pricing (optional)
- land the sale of your services
- decide on a timeline
How To Prepare For A Discovery Call
Preparing for a discovery call is possibly the most important task. To prepare, you will want to:
- Take a look at the potential client’s website & and social media profiles
- Take note of some things you notice that can be improved on their social media accounts and/or website
- Look for things you may have in common that can create a human connection to the potential client
Questions To Ask In A Discovery Call As A Virtual Assistant
Discovery calls should be kept very conversational and allow for the potential client to do most of the talking. While you are asking leading questions, and answering any questions the client has, give ample room for the client to speak. Remember not to interrupt.
Here is a list of important leading questions to ask on a discovery call as a virtual assistant:
- Can you tell me about yourself and your business?
- What are the main tasks stressing you about your business right now?
- What task would you want to pass on to someone else? (What can I do to help you most)
Make sure you are thoroughly listening to their answers. You need to know how to best serve them.
Express How You Will Help
Confidently express to the potential client how you plan to help take the stress off of them.
Start from the beginning, let them know what steps you will take to solve their problem.
Then get their feedback.
If they like the plan, then it’s time to explain the onboarding process of what you need them to do next.
How To End A Discovery Call
Now it’s time to close the discovery call by guiding the potential client through the steps of onboarding. Let them know how you go about that.
- Maybe you plan to prepare an email for them that will be sent the same-day, with a quick overview of what you both talked about on the call and what the plans are going forward.
- Send them the details of the package that fits their needs best.
- Send a link to the invoice and the contract that needs to be signed.
- Then plan a time for your next meeting to further discuss plans more in depth, receive all login info you may need, and get started working together on the first project.
How To Get Better At Discovery Calls
The best way to get better at discovery calls is to:
- prepare for your call
- research the potential client
- plan/write some main topics you will discuss
- practice a mock discovery call with a friend or loved one
- and the primary way to improve your discovery call skills is to do more of them!
How To Book More Discovery Calls
Do you have your website or Fiverr/ Upwork accounts set up, but aren’t getting any interest for discovery calls?
Maybe it’s a marketing problem. The Virtual Savvy has a free training on how to market your Virtual Assistant Business. Spend some time focusing on a marketing plan and executing that to get more interest in your Virtual Assistant services.
How To Land More Clients In Discovery Calls
If your discovery calls aren’t converting potential clients into clients, it’s time to analyze why and tweak your plan. Answer these questions :
- Is there a common reason the potential client decides against the services?
- If so, write these common reasons and fix the issue. Whether it is a lack of information upfront before the discovery call, a common misunderstanding, unclear price ranges, etc.
- Have a close friend or loved one look at your website or Fiverr/Upwork gigs or profiles and ask them if there’s anything that could be changed to help convert leads into sales.
- Analyze how you are perceived on the discovery calls. Are you timid in leading the call? Or are you using words and body language that exude confidence? Potential clients need you to show expertise and confidence that you can help them with their pain points.
- Make a personal connection with the potential client. They will feel closer to you and more invested in sealing the deal.
- Speak with confidence. Do not say “I think”. Instead, say “I will”, when telling them what you can help them with.
Final Thoughts On How To Run A Discovery Call As A Virtual Assistant
The discovery call can make or break the sale of your Virtual Assistant service. Making a personal connection with the potential client helps them open up more about their pain points and how you can help them achieve their goals. Creating this connection increases the potential for closing the sale.
During the call, take control with confidence, but also give the client plenty of room to speak. Be sure you are listening intently and acknowledging their needs. These key things will take you far on your discovery calls.
