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Script For DIscovery Call

The document outlines the parts of a discovery call script for prospects. The goal is to build rapport, understand the prospect's business and pains, define a gap between their current situation and goals, make the gap obvious, propose conducting an audit to provide recommendations in a follow-up proposal. The script guides discussing small talk, gaining control of the call, understanding motivations and problems, asking business questions, defining desired future outcomes, exploring past attempts to address the issue, and closing by proposing next steps without making an immediate sales pitch.

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851 views10 pages

Script For DIscovery Call

The document outlines the parts of a discovery call script for prospects. The goal is to build rapport, understand the prospect's business and pains, define a gap between their current situation and goals, make the gap obvious, propose conducting an audit to provide recommendations in a follow-up proposal. The script guides discussing small talk, gaining control of the call, understanding motivations and problems, asking business questions, defining desired future outcomes, exploring past attempts to address the issue, and closing by proposing next steps without making an immediate sales pitch.

Uploaded by

Aly
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Discovery Call Script for

Prospect
Discovery Call is done to know more of the pains and challenges of
the prospect in his business.

Your goal here is to build rapport and make the prospect


comfortable.

We are not closing any sale here, yet.


We just want to get his pains and diagnose and give
recommendations, later through proposal.

Sending the proposal is another step, which is after the Discovery


Call and the Audit Walkthrough.

Your goal here is to listen, that’s all


The prospect does the most of the talking and you just have to
listen.

You do the Discovery Call after the prospect booked or scheduled


a call to you through your Calendly link.

You can use skype or zoom(free version of 30-min call)

Now, here are the parts of the Discovery Call.


PART 1: You and the Prospect doing the Small Talk.

“Hey is this (Name)? Name how’s your


week/day going?” “Where are you from?”
“How’s the weather? Or how’s your family”

“Awesome! If you’re ready, then we can go


ahead and get started?”

PART 2. Have Control

“Okay, let’s start. I just want to let you know


that at the end of the call you’ve gotten
clarity and value. I have few questions for you
to get some information about your business and
some a bit personal, but we are just going to
get the important information to know where you
are at and what you need help with and whether I
can help you or not. Sounds good?”

You should get a “YES” from them…(wait)

If they try to assert their dominance, say…

“Alright. Good luck then. Bye!”


PART 3: Getting their Pains

“Great! So, what is it that motivated you to


take time out of your day to schedule a call
with me?”

Get them to qualify why they wanted to talk with you and get the
ball rolling on identifying their pain/s.

This is often called the “Why me? Why now?” question.

PART 4: Understanding their Business and Assets

“ That is awesome! Thanks for sharing that. So


tell me what’s the problem you’re currently
facing?”

This is the most important part since you will be getting


information of their pains and challenges. Don't skip this
part.

DO NOT MOVE FORWARD until you uncover the problem


(people will hesitate to say what the problem is- stay on this until
they reveal it). If the answers seems superficial, the secret is
getting deeper by asking enough questions:

If they don’t open up, or they’re making it harder than it should be,
walk away and DO NOT MAKE AN OFFER.
“You know, it actually looks like you don’t
have a problem at all, so I thank you for
your time and I hope this call is worth
your while. Bye!"

“I understand your resistance to sharing that,


but to help you get to where you want to go, I
need to know what your current situation is.”

After giving their pains and challenges to you(kindly take note on


this because this will be your guiding basis of giving solutions).

"Hey XX, I would like to ask you these questions


to get information about your business. Will that
be ok?"

Get a YES on this.

Then proceed asking these questions:

Do you use online or cloud-based apps for record-


keeping?

Are you using Quickbooks Online, Xero, Excel?

1. What is the type of your business, SERVICE


or TRADING?

2. Set up of Business, Single Proprietor,


Partnership, LLC, Corporation?

3. How many years does your business operate?


4. Do you have bookkeeper before?

5. Average number of monthly transactions,


less than 50, more than 50 but less than 100,
and up?

6. Average Gross Revenue Amount, monthly or


yearly?

7. How many bank accounts or credit cards do


you have?

8. What are they?

9. Do you mix your personal with business


expenses?

10.Have you done reconciliation of your books


before?

11.Do you maintain inventory account?(if


trading) When was the last actual inventory
count?

12.When was the last time you file tax?

13. How about bank reconciliation? The last


time you have this?

14. Do you have cash flow issues?

15. Is your Accounts Payable/Loans updated?

16. Is your Accounts Receivable updated?


"Do you have any concerns, issues from your
end? "

If there are additional information, just note this.

PART 5: Defining the GAP

“If we were having this discussion a year from


today, and you were looking back over the year,
what has to have happened for you to feel happy
with your progress?”

Now that they told you what the problem is and you have all the
info to have a clear idea of where they are right now… it’s time to
put a gap between where they are and where they want to be.

Asking this puts their mind on end results and defines their gap
for them.

Because it’s much more powerful if they’re the ones who’ll realize
that they need help.

PART 6: Making the GAP Obvious.

“Okay great, thanks… so given everything you’ve


told me, [insert your diagnosis based from what
they mentioned on the call] … is that right?
Even if you’ve tried your best to make them ‘see’ the gap, it’s not
enough that they know it. You have to put it out there and let them
know that you know it too.

This is where the notes you’ve taken from Parts 3 to 5 will be


useful.

PART 7: Making the GAP wider.

“Did you try something in the past to fix


this?” and “What are the ways you’re thinking
about to solve this problem?”

Note: If they did hire someone before, ask them about the past
performance. This will give you a benchmark. Because to stay in
his/her payroll, all you have to do is to be better than the last one.

If they tried everything and nothing worked, they’ll realize how


wide the gap actually is. This is also to get them to realize that
they don’t know how to solve the problem themselves so they’d
need someone with your expertise.

PART 8: Close the Call

“I see. Thanks for sharing all those valuable


details with me. And I’m really glad to talk to
you.
What I’m going to do for you [NAME] is to ask
for access to your online app/software used(QBO,
Xero, etc.) to perform an audit walkthrough
inside to see the status of the books.

I can send you an NDA(Non-disclosure agreement)


to make you secured on the confidentiality of
the data.

After that, I will send you the results of my


audit walkthrough together with the audit
findings and recommendations and plan of actions
through the proposal.

It will outline the detailed strategy to [insert


desired outcome they’ve told you], the time
required to complete it, the deliverables to
accomplish all the goals you’ve shared with me
today, together with the investment.

You’ll receive the proposal on (date)and just


let me know if you have any questions about
the plan.

How does that sound?”

Wait for a reply.


“Anyway, it was really nice talking to you and
looking forward to send you the strategies I’ve
planned for you and talk soon Bye!”

This is where you bring it home by not even being excited to


close them. In fact, you won’t even mention what you do or what
you can help them with.

Most freelancers will be too excited and ask their prospect’s hand
right then and there and is usually why they don’t get hired.

Why?
Because almost everyone expects to be sold on the call itself. So
be different. Close the gap you opened on the proposal and not
on the call.

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