Discovery calls are a crucial part of the first connections VAs make with potential clients. But many virtual assistants underestimate the importance of such a call.
A discovery call is when a virtual assistant makes a first phone call or has a video call with potential clients to help them learn more about their business and what products and services they provide.
Make your questions as straightforward as possible to help the discovery call go smoothly. Remember, this is the first step to building a fruitful business relationship with potential new clients.
This article will provide many vital tips on making your first discovery call a success.
The Importance Of Planning A Discovery Call
That first virtual assistant discovery call is vital because it is your only chance to make an excellent first impression. And as we all know, first impressions count.
Always pre-plan what questions to ask your potential new client; doing so will give you confidence and, in turn, make the person you speak to feel at ease.
Always listen intently to what the other person is saying and take notes during the call. Taking notes will help you if you have any follow-up questions or need to research the answer to any questions you are asked.
The purpose of a virtual assistant discovery call is to land that dream client, and making a favourable impression can lead the caller to recommend you to other businesses.
Virtual Assistant Discovery Call Questions
1 – What Made You Start Your Business?
Asking open-ended questions like this one during discovery calls allows the potential client to talk more freely about what their business has to offer.
More often than not, people are only too happy to talk about their business and how it runs, and this allows you to gauge who their target customer base is.
Chatting freely during discovery calls can help you identify what is needed from you by the prospective client to build a solid business relationship.
Being attentive, listening carefully, and making notes will always help with any follow-up questions for the potential client.
2 – Do You Have Other Virtual Assistants?
Discovery calls are essential to determine which businesses are serious about working with your company.
Asking if they already have virtual assistants working for them will indicate how serious they are about hiring an additional virtual assistant.
Think carefully if the company you speak with appears to be using multiple virtual assistants. Often this is a good indication that they are asking a lot of a VA business, so think carefully before committing to a long-term agreement.
Knowing why they have such a high turnover of virtual workers will ease your fears. However, always be aware that if the company is new to working with a virtual assistant business, it will need more guidance from you.
3 – What Customers Do You Work With?
When making a client call, you must find out about their customer base. This will help you identify the skills needed to do the job.
Always be clear about the skills needed before agreeing to a formal business contract.
An excellent understanding of your client’s target audience will ensure you perform your role exceptionally.
Implementing the proper practices will help you learn how each client likes to do business with their customers, proving an advantage when making your next discovery call.
4 – What Are Your Current Pain Points?
When making discovery calls, you must establish the fundamental areas where your client needs assistance.
Being open and transparent about where you can help the client allows you room for negotiation when finding solutions around problematic situations before you agree to a business arrangement.
Unfortunately, there will be times when you cannot reach an agreement on working together. However, making an excellent professional impression is vital because you never know when their circumstances may change.
Also, their favourable recommendation to other businesses may lead to you landing more clients.
5 – What Are Your Expectations For A VA?
When you run a virtual assistant business, client discovery calls are vital in helping you understand the level of expectation your would-be client expects from your service.
For example, the prospective client may be expanding their business and need to hire a VA to deal with the extra administration duties that come with expansion.
The business owner’s answer should help you work out if they are realistic in their expectations regarding the number of hours and tasks they require the VA to perform.
If their expectations are unrealistic, then at least you can advise them and try to reach a compromise without costing them too much more money.
6 – What Level Of Support Do You Need Now?
Often clients need to fully realise the number of hours of VA support they need. So before taking the next step, it is vital to have a constructive conversation about the number of hours of support they require.
It’s OK to commit to providing 15 hours a week when the tasks the client expects to take 20 hours per week to finish.
You have to be sure you can provide exemplary high-quality service to your new client.
During the virtual assistant discovery call, it is up to you to be clear about how many hours you think it will take to perform the tasks they need. Both parties must agree to the set hours before they sign any business agreement.
7 – Will The Hours Increase In The Future?
During the virtual assistant discovery call, you must ask about the possibility of hours of service being increased at a later date.
It is common practice to talk figures and budgets with a potential client. If you don’t ask about how much they have to spend on a VA, you could waste a lot of time trying to negotiate an agreement that will never be suitable.
Remember, this call is all about discovery, so don’t be disheartened if their expectations exceed their budget and an agreement can’t be made. Like everything in business situations changes, they may have a bigger budget in the future.
8 – What Are Your Current Skill Shortages?
Often businesses don’t realise the level of VA support they require until they hire one. In this case, you must be flexible and indicate what skills your company can provide.
It may be the first time your client uses a VA service, and they can be unsure and nervous about how much help their team needs. Therefore, it is up to you to explain and propose a working arrangement that suits both parties.
Making your client feel comfortable with the level of service and skillset you provide will go a long way to making them feel at ease with using your services on future projects.
This call is a chance to sell yourself and your skills and show them that you are a good fit and want to join their company to help ease the burden.
Contact Us Today
As you have read, discovery calls are unlike sales calls and are a chance to discuss what services you can provide future clients.
If you have experience working as a VA and want to expand your client reach, then contact us today. We have a wide range of customers waiting to hire enthusiastic VAs to take on a large range of services.