Nail your next freelance discovery call with a new client
Ever wonder how to shine in a discovery call to land that new freelance client? We’ll cover some quick tips to keep the nervous sweats away and confidently land new leads.
But first, before we get into the tips and tricks, here’s a quick primer on Disco Calls.
What’s a Discovery Call?
A sales call, sometimes called a Discovery Call or a Disco Call, is a chance for you to “discover” more about a client or project. They’re a way to sell your services and make sure a client is a good fit for you. They can be conducted via video or phone.
Why should I offer Discovery Calls?
I offer Discovery Calls to all potential clients. Here’s why:
They humanize you
You’ll get in-depth answers about the project
You can sort out all the details quickly and easily without back-and-forth emails
They’ll usually give you a gut feeling
You can propose your rates and negotiate them face-to-face in real time if you need to
Discovery Call Pro Tips
Get ready to nail your Disco Calls – these are my top tips. This is straight out of The Freelance Resource Library (which comes with all of my programs 😉 and will be sold independently as a part of the Black Friday sale!).
Use a Call Scheduling App
Avoid going back and forth via email with your clients. Most have a free version – to schedule your calls. It will save you time and make you look more professional! I use Calendly, and they do have a free version.
Send your pricing guide beforehand
Before you suggest a sales call with a potential client, make sure you’ve sent them your pricing guide. If you think this will be a custom project, let them know that these prices are estimates and may vary based on the project's scope.
Consider a questionnaire
To save yourself time and energy, you can set up a questionnaire and send it to the client before the sales call to gather more information. I’m creating a guide for these – keep your eyes peeled (or join any of my programs to get it in The Freelance Resource Library.
Don’t be scared
Some clients may already know what they’re looking for, have a contract they usually use, and have a set budget. They might come to the call prepared to interview you. That’s fine – especially when you’re first starting out!
But understand that you’re also interviewing them. They might not be a good fit for you. Make sure you speak up and ask all your questions before the call is over! You can always say no to a project.
Get used to being nervous
You’ll be nervous, and it will probably feel intimidating. You might get anxious about it or just overthink it afterward, too. It’s completely normal to experience nerves or imposter syndrome. Heck, I still sometimes get nervous before and after Disco Calls! As you gain more experience, sales calls will become easier for you. You’ll come to understand what you’re looking for in a client and what they expect from you.
Keep it close to the vest
Don't negotiate your rates and packages if they don't try to. Always aim higher than you think they should. You can always negotiate down if necessary.
Discovery Call Agenda Example
This is how I structure a Sales Call. Feel free to steal this agenda!
Introduce yourself and ask a bit about the client and their company.
Define the scope of the project, the client's goals, and if there will be anyone else working on the project. Ask if they have a style guide and/or brand voice guide!
IF THE PROJECT DOESN'T FEEL RIGHT FOR YOU, STOP NOW.
If you don’t want to continue just say something like, “I really appreciate you taking the time to meet with me, but I actually don’t think that this project is going to work for me.” You can say this at any time during the call or even send this as an email after the call if you want to!
If you feel ready to take it on or want more info, continue.
If you don’t have time for it in your schedule right now, offer a date in the future when you could start or offer to refer it to someone else.
Pro tip: Our free Slack community has a channel called #opportunities. You can post it there for an easy, reliable referral!
Once you’ve gathered information about the project and decided to take it on, you can either:
Tell them your pricing (rates)
OR let them know you’ll send them a customized proposal and/or questionnaire via email after the call
Coordinate details of the project:
Dates and TIMES of deliverables
Methods for the deliverables (I use GoogleDrive but you might use Notion, Asana, WeTransfer or some other file sharing or project management tool)
Determine the client's preferred method of communication (suggest yours first though - mine's email or Slack)
Let them know how you collect payments or ask if they have a payment process in place for freelancers.
Ask for resources, assets, style guide, brand voice guide, examples of what they’re looking for (if possible), and anything else you'll need from the client to complete the project if you don’t plan to do so with a questionnaire later.
After the sales call, run them through your onboarding process!