The discovery call
Lesson 14 of 23 · 7 min read
The biggest mistake on a sales call is pitching. A great first call is mostly questions. By the time price comes up, you should understand their business better than they expected — and they should feel understood, not sold.
The five questions
- Where are you stuck right now — what is working, what is not?
- What would "done" look like — what do you actually want?
- What is the biggest thing in the way — time, money, tech, buy-in?
- What is a new customer worth to you? (this quietly tells you what they can pay)
- If we fixed this, what changes for the business?
The call is confirmation, not a pitch. You are confirming a real problem, real money, and real urgency. If any of the three is missing, it is not a deal yet — and walking away from those is a skill, not a loss.
Take notes out loud. "So if I am hearing you right..." Reflecting their situation back is the most persuasive thing you can do, because it proves you actually listened.
This is the part most people skip.
The lessons are free. The delivery is the hard part — and that's ours. When you're ready to put a client's site in front of a real studio, book a call.