How to Run a Top-Notch Discovery Call: Preparation and Mindset

March 28, 2023

<table align="center" border="0" cellpadding="0" cellspacing="0" class="row-content stack" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;color:#343446;background-color:#fff;width:500px" width="500"><tbody><tr><td class="column column-1" style="mso-table-lspace:0;mso-table-rspace:0;font-weight:400;text-align:left;padding-bottom:5px;padding-top:5px;vertical-align:top;border-top:0;border-right:0;border-bottom:0;border-left:0" width="100%"><table border="0" cellpadding="0" cellspacing="0" class="divider_block block-1" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="pad"><div align="center" class="alignment"><table border="0" cellpadding="0" cellspacing="0" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="divider_inner" style="font-size:1px;line-height:1px;border-top:1px solid #bbb"> </td></tr></tbody></table></div></td></tr></tbody></table><table border="0" cellpadding="10" cellspacing="0" class="text_block block-2" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:14px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:16.8px;color:#000;line-height:1.2">How to Run a Top-Notch Discovery Call, Part 1 of 2: Preparation and Mindset</div></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-3" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif;mso-line-height-alt:18px;color:#000;line-height:1.5"> 👋  You recently joined the Pollen waitlist and now have access to our newsletter, where we share in depth tactics and best practices for freelancers. Pollen is a professional development network for freelancers, and will be launching publicly soon!   ⭐️ Apply to our Early Access Program! ⭐️ We're looking for freelancers to give early access to Pollen at a discounted rate in exchange for feedback. If accepted, you get dozens of playbooks, access to coaching, events, a professional network and more. If growing your freelancing business and professional network is important to you, <a href="http://email.runpollen.com/e/c/eyJlIjoxMjU2ODEsImVtYWlsX2lkIjoiZXhhbXBsZSIsImhyZWYiOiJodHRwczovL3RhbGx5LnNvL3Ivd3ZNRTk0P2VtYWlsPXt7Y3VzdG9tZXIuZW1haWx9fVx1MDAyNnV0bV9jYW1wYWlnbj0zJTJGMjgrV2FpdGxpc3QrTmV3c2xldHRlclx1MDAyNnV0bV9jb250ZW50PTMlMkYxNCtNZW1iZXIrbmV3c2xldHRlclx1MDAyNnV0bV9tZWRpdW09ZW1haWxfYWN0aW9uXHUwMDI2dXRtX3NvdXJjZT1jdXN0b21lci5pbyIsInQiOjE3MDg1MzI3NTR9/d1fda0cfc4258a60fbd6a6cc2d9742affdb6733c3de2f0d33c2d28ed2ab6734b" rel="noopener" style="text-decoration: underline; color: #343446;" target="_blank">fill out this form</a> and we'll contact you.</div></div></td></tr></tbody></table><table border="0" cellpadding="10" cellspacing="0" class="button_block block-4" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="pad"><div align="center" class="alignment"> <a href="http://email.runpollen.com/e/c/eyJlIjoxMjU2ODEsImVtYWlsX2lkIjoiZXhhbXBsZSIsImhyZWYiOiJodHRwczovL3RhbGx5LnNvL3Ivd3ZNRTk0P2VtYWlsPXt7Y3VzdG9tZXIuZW1haWx9fVx1MDAyNnV0bV9jYW1wYWlnbj0zJTJGMjgrV2FpdGxpc3QrTmV3c2xldHRlclx1MDAyNnV0bV9jb250ZW50PTMlMkYxNCtNZW1iZXIrbmV3c2xldHRlclx1MDAyNnV0bV9tZWRpdW09ZW1haWxfYWN0aW9uXHUwMDI2dXRtX3NvdXJjZT1jdXN0b21lci5pbyIsInQiOjE3MDg1MzI3NTR9/d1fda0cfc4258a60fbd6a6cc2d9742affdb6733c3de2f0d33c2d28ed2ab6734b" style="text-decoration:none;display:inline-block;color:#ffffff;background-color:#000000;border-radius:9px;width:auto;border-top:0px solid transparent;font-weight:400;border-right:0px solid transparent;border-bottom:0px solid transparent;border-left:0px solid transparent;padding-top:5px;padding-bottom:5px;font-family:Arial, Helvetica Neue, Helvetica, sans-serif;font-size:14px;text-align:center;mso-border-alt:none;word-break:keep-all;" target="_blank">Apply to Early Access</a> </div></td></tr></tbody></table><table border="0" cellpadding="10" cellspacing="0" class="divider_block block-5" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="pad"><div align="center" class="alignment"><table border="0" cellpadding="0" cellspacing="0" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0" width="100%"><tbody><tr><td class="divider_inner" style="font-size:1px;line-height:1px;border-top:1px solid #bbb"> </td></tr></tbody></table></div></td></tr></tbody></table><table border="0" cellpadding="0" cellspacing="0" class="text_block block-6" role="presentation" style="mso-table-lspace:0;mso-table-rspace:0;word-break:break-word" width="100%"><tbody><tr><td class="pad" style="padding-bottom:10px;padding-left:20px;padding-right:20px;padding-top:10px"><div style="font-family:Arial,sans-serif"><div class="" style="font-size:12px;mso-line-height-alt:18px;color:#000;line-height:1.5;font-family:'Helvetica Neue',Helvetica,Arial,sans-serif">Over the next 2 weeks we're covering an essential part to freelancing sales: discovery calls. You'll learn how to prepare and run these calls, close more clients, and genuinely enjoy the process. Agenda + preparation = successThe discovery call is your first chance to have a face-to-face chat with a prospect. We think of them less as sales calls, and more as you getting up to speed as a part of their team.  The goals of a discovery call are 3-fold:<ol><li>Connect: Build trust and move the sales process forward. </li><li>Qualify: Determine the fit between both parties.</li><li> Understand: Uncover your prospect’s pain points, priorities, and goals. ‍</li></ol> Discovery calls are simple – even gratifying – when done right. By the end of this series, you’ll have a ready to use process for piloting discovery calls with confidence, learning the client’s pain points, tactfully selling your services, closing, following up and more.  Before the call, build a company profileYou want to go into the conversation with background information that will help you ask better questions and get the  ball rolling faster. We recommend spending 15-20 minutes (or more!) researching the company and person before the call. Get to know the company:<ul style="line-height:1.5;mso-line-height-alt:24px"><li>What do they sell or produce?</li><li>How long have they been in business?</li><li> Who is their target customer?</li><li>Where do they have a presence?</li><li>Are there any website improvements you would suggest right off the bat?</li><li>What are recent announcements they’ve shared?</li><li> How big is the team you may be working with?</li><li>Do you have relevant work to showcase?</li><li>What might be their budget for this project? </li><li>Do you think they may need an introductory offer or a higher-tiered offering?‍</li></ul> 💡Expert tip: To get an idea of the budget, try <a href="http://email.runpollen.com/e/c/eyJlIjoxMjU2ODEsImVtYWlsX2lkIjoiZXhhbXBsZSIsImhyZWYiOiJodHRwczovL2dyb3dqby5jb20vP3V0bV9jYW1wYWlnbj0zJTJGMjgrV2FpdGxpc3QrTmV3c2xldHRlclx1MDAyNnV0bV9jb250ZW50PTMlMkYxNCtNZW1iZXIrbmV3c2xldHRlclx1MDAyNnV0bV9tZWRpdW09ZW1haWxfYWN0aW9uXHUwMDI2dXRtX3NvdXJjZT1jdXN0b21lci5pbyIsInQiOjE3MDg1MzI3NTR9/da69ca01ae7772d838554bb887c52681ad3ef95b030f8d1716f8a5d42b698a10" style="text-decoration: underline; color: #343446;">Growjo</a> – an index of fast-growing companies, including their funding and annual revenue. ‍(This is not an affiliate link, just a tool we love).  Similarly, get to know your contact: <a href="http://email.runpollen.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" style="text-decoration: underline; color: #343446;"></a><a href="http://email.runpollen.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" style="text-decoration: underline; color: #343446;"></a><ul style="line-height:1.5;mso-line-height-alt:24px"><li>Who are you going to talk to?</li><li>What is their role and background?</li><li>What authority do they hold in the company?</li><li>What are some commonalities to connect you two together – outside of offering them your services?</li></ul>Build the agendaWith the preliminary details you’ve already received via email and the information you uncover, sketch out a plan for the discovery call.   By setting an agenda, you are being intentional about what you need to get out of this call. This is the most efficient way to everyone's time, shows that you have your act together, and makes you someone they can trust. What's included in the agenda?<ul style="line-height:1.5;mso-line-height-alt:24px"><li>A purpose: What you're aiming to get from the call</li><li>Questions: Specifics of what you are looking to learn</li><li>Introduction: Sharing your expertise and process</li><li> The goal: Next steps for when the call ends  ‍</li></ul>There is no need to write an essay; it's just a short outcome-driven outline to set the expectations. You could send this to the prospect or verbally share it with them in the first few minutes. It could look something like this: The purpose of today’s call is to:<ul style="line-height:1.5;mso-line-height-alt:24px"><li style="list-style-type:none"><ul style="line-height:1.5;mso-line-height-alt:24px"><li> Learn about the company, the product launch, timeline, and where I fit into the workflow</li><li>Provide an overview of my experience and process as a landing page copywriter</li><li>Discuss logistics and see what the best next step may be</li></ul></li></ul> If you're feeling an icky sales feelingThe discovery call is not a “spiel” to win over a new client at any cost. It’s someone with a problem meeting with someone with a solution. You are not selling them, you are solving something for them.‍ At the end of the day, you're just having a conversation. X: I am selling a product/service✔: I am solving a problem and/or helping them achieve a goal ‍  X: I am asking for too much money✔: My prices are based on the value I bring to this business X: They don’t want my services… I shouldn’t push too much✔: I'm qualified to fill a need this prospect actively has  If there is a good match, it’s the beginning of a blossoming relationship between you and your next client. If there isn’t, you can part as acquaintances and wish them well. ‍ In next week's newsletter, we'll cover the structure of a successful discovery call, from the intro all the way to the follow up. 👋  Also, since you've made it this far, reply to this email with a quick "hello" to remind Google that this shouldn't be in your spam folders. Plus, we'd just love to hear from you!</div></div></td></tr></tbody></table></td></tr></tbody></table>

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How to Run a Top-Notch Discovery Call: Preparation and Mindset

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