Discovery calls: Do we love them, or do we hate them?

Personally, I'm in the latter group.

I get that they can be helpful and are necessary for some projects. But I don't think they're always necessary...or always helpful, for that matter.

The main goal of a discovery call is to determine whether the project and client are a good fit for you. It also lays the groundwork for a successful working relationship.

So, where do you start?

The Scope

To ensure the project fits with your skills, ask "big picture" questions.

"Can you describe your overall vision for this project? What are the primary goals you want to achieve?"

Next, you'll want to find out what the client's version of success looks like. This will help you understand their priorities and, more importantly, manage their expectations.

"What are the key outcomes you're hoping to see?"

Finally, find out the deliverables to clarify the work involved and prevent scope creep later on.

"What specific deliverables are you expecting from this project? Can you give me examples?"

The Client

Let them tell their story so you can tailor your approach and communication style.

"Tell me a bit about your company/organization. What's your brand voice or personality?"

Find out about their target audience to be more effective in your work.

"Who are the primary users or customers you're trying to reach?"

Don't forget to ask about their past experiences. This helps you understand expectations and be aware of any potential challenges that could come up.

"Have you worked with freelancers before? If so, what worked well, and what could have been improved?"

The Logistics

Discuss an official timeline for the project to confirm if it's a good fit so you can plan your schedule.

"What's your ideal timeline for this? Are there any hard deadlines we need to be aware of?"

Ask about the points of contact so everyone is on the same page.

"Who will be the primary decision-maker on this project? Will anyone else be involved in the process?"

Don't forget to discuss the budget!

"Do you have a budget range in mind? It's okay if it's an estimate—it helps me understand the scope."

All About You

Channel your inner influencer with an "Ask Me Anything" time to show your personality and openness and create a connection with the client.

"Now, what questions do you have for me?"

To reinforce your expertise, briefly mention your process only if it makes sense during the conversation.

Unless it's a straightforward project, I usually don't ever discuss rates on the call. I send a follow-up email or proposal after the call ends.

I polled people on LinkedIn, and here's the outcome after 3 days:

As you can see, most people say, "It depends." And in the comments, people explained that they have a pre-qualifying strategy for new clients.

This means they have either a form, questionnaire or some communication with the client before actually getting on a call. Click here for the post.

More on how to pre-qualify a potential client in next week's edition...

A very interesting article about cheese 🧀

​Did someone say 24-hour cheese dispenser? Okay...France! I see you!​

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👋🏼 Until next time, find me on LinkedIn.

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Rochester, Minnesota
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