A discovery call essentially covers all the necessary data required to further the prospect’s conversion funnel position. It won’t be unfair to say that discovery calls play a crucial role in setting the stage for the product demo. That’s because this is the first time the prospect directly interacts with the salesperson. Hence, these calls can move the prospect ahead in the sales funnel. This is also where an SDR can listen to the prospect’s requirements directly, and strategize better. So, an SDR must know how to get things going effectively in a discovery call.
Simple steps to make your discovery calls efficient
Discovery calls are the most prominent examples of ‘first impression matters.’ The more professional and well-curated your call is, the higher the chances of the deal progressing in the sales funnel. Let’s look at some steps to acing the call.
Time the duration of each segment
A discovery call starts with introducing yourself and the prospect and then moves to the product information segment. The next part is a subtle pitch of your product or service and then the wrap-up. Each segment has to be planned out carefully to enhance the efficacy of your calls. Segmentation allows you to be more in control of the call and avoid any haphazard actions during the call. Keep the introduction short and sweet, and without too much gap, move on to the next segment.
Get the agenda straight from the beginning
Predetermine what you’ll be talking about well before the call to ensure no time is wasted during the call. It’s great to start with the agenda of the call right from the beginning. That’s because it establishes the objectives straight away and builds a base for the conversation to proceed. People appreciate reps who respect their time, so mentioning all that’s going to be covered in the call is essential before starting anything else.
Keep the call interactive
A sales rep who doesn’t listen to a prospect’s question and talks continuously will likely not gain any conversions. So, you must prepare some questions for the prospect beforehand. The questions could be as simple as you want, but turning the conversation around occasionally will ensure that the call remains engaging and that the prospect isn’t bored. Listen to your prospect’s answers carefully. Ask follow-up questions if necessary. This can create a win-win situation because it’ll also reveal certain details about the client’s life that you could use later during the pitch.
Apart from asking questions, the other obvious step is to answer your prospect’s questions. You should immediately clear any doubt or confusion to ensure that everybody is on the same page. It’s a great sign if, in a discovery call, the conversation is going both ways, i.e., if you have a responsive prospect.
Explain all the ‘WHYs’
All the ‘why’ questions are critical to address and clarify. That’s because this is where you get the chance to explain at length why the product is useful, why they need to see a demo, and why investing their money in this product or service is worth it. Never leave a prospect hanging. Always reply to the best of your knowledge, but never misinform or avoid a question. That’s because these things can make you look untrustworthy and unprepared.
Focus on moving things ahead for a demo
The sole purpose of planning a discovery call beforehand is so that you stay in control of the conversation and can lead the prospect toward the demo part. If a prospect agrees to receive a demonstration, you’ve brought them ahead in the conversion funnel. You get more chances to pitch, impress, and close a deal. So, keeping track of your end goal while answering the prospect’s questions is vital. Always inform them just how much is necessary, and refrain from giving out all the details because that may cause them to lose interest in the demo.
Do a recap before you end the call
If we think about it, you can say a lot in a single discovery call. The prospect knows little to nothing about the product before the call. So, during the call, reps bombard the prospect with a lot of information about the product, the need for buying, and the demo info. So, doing a recap before ending the call is only logical. This step will ensure that the information you provided stays in their mind and that you’ve accomplished your agenda for the call.
End on a sweet note
The intro grabs their attention, but the ending is what will stick with them. The impression you leave a prospect with is what they’ll remember when they connect with you in the future. Always be sweet and simple, and show genuineness in your speech. This practice should be adequate to build a good rapport.
Discovery calls can be intimidating because everything moves quickly, and there’s no time to lose. So, the simple way to ace a call is to be prepared, polite, and open to questions from the prospect. If you follow the steps we’ve detailed here, figuring out the optimum discovery call strategy for your product should be easy.