The Epic Virtual Assistant’s Guide to Client Discovery Calls

A discovery call (aka a sales call), is usually the first face-to-face conversation you’ll have with a prospective client to learn if you’ll make a good working fit. It can be intimidating, especially if you’re new to it, but it’s a hugely valuable part of your business. Not only do discovery calls lead to paying clients, they also lead to highly qualified referrals, whether or not you signed the client.

That’s why running epic discovery calls is so important; if you infuse genuine, quality service into every aspect of your discovery process, you’ll become unforgettable in your client’s (and non-client’s) mind and heart.

How do you run a discovery call for a mutually beneficial yes?

(…or a mutually beneficial no, because you don’t want or need to serve every client out there.)

In either case, the calendar confirmation is the first step in the client onboarding process. Building a process around your discovery calls ensures they’re consistently smooth, streamlined, and impactful, with high customer service. That’s what helps to get the yes if it’s a good fit.

Prep for your discovery call

Rather than rely on your calendar’s automated emails, reach out personally to make sure you have all the information you need. (This is about epic discovery calls, remember? Not basic ones. 😉)

Check out their website and social media to see what you can learn about them. You’ll get a feel for their messaging, working style, what services you can help with, and perhaps where you can suggest opportunities for growth. Don’t forget to take notes in your meeting outline.

If you can’t find them online, ask for their website or social handles in your personal confirmation email (but do try to find them first).

Lead your discovery call

Your client is hiring you to take things off their plate, so start by leading the call. Use an outline to make it easier. Some points to consider:

• How do you want the conversation to go? 
• What details do you need in order to determine if you can help them and if they’re a good fit? 
• Do you want to talk about pricing and payments on the call? 
• What are your/their next steps?

Mapping out the call will help you be present and of highest service during the call. 

What if it’s not a good fit?

Don’t be afraid to say during the call that it’s not going to be a good working fit. Your client will appreciate you not wasting their time. If possible, give them a referral or resource to help them find the right solution.

Follow up after your discovery call

Whatever you told your client to expect after the call, follow through. If you promised a proposal by a certain date, make sure it’s sent in that timeframe.

If it wasn’t a good fit, still follow up with another email to thank them for their time and reiterate the resource or referral you gave them at the end of the call.

Here’s to signing your dream clients! Remember, even if you don’t end up signing every single client, every discovery call is an important building block in growing your epic Virtual Assistant business.

To learn more about onboarding new clients, where to find dream clients, and snag my Epic 5-figure proposal template, sign up for my mini-course, The Epic VA’s Guide To Finding And Signing Your Dream Clients. It’s free to all aspiring VAs.