{"id":25681,"date":"2021-06-08T11:26:28","date_gmt":"2021-06-08T11:26:28","guid":{"rendered":"https:\/\/www.similarweb.com\/corp\/blog\/?p=19171"},"modified":"2023-07-06T07:13:00","modified_gmt":"2023-07-06T07:13:00","slug":"how-to-prep-for-a-discovery-call","status":"publish","type":"post","link":"https:\/\/www.similarweb.com\/blog\/sales\/b2b-sales\/how-to-prep-for-a-discovery-call\/","title":{"rendered":"How to Prep for a Discovery Call"},"content":{"rendered":"

You\u2019ve scheduled a discovery call. Awesome. You’re on your way to bringing in a new customer or client and making a sale – but before you get started, you need to ask yourself a few questions to guarantee that your call will knock the socks off the person on the other end of the line. Discovery calls, after all, are a crucial part of your sales strategy<\/a>, sales funnel<\/a> and buyer’s journey.<\/p>\n

In this blog post, we\u2019ll take a look at what discovery calls are, how to prepare for a discovery call, and which mistakes you probably<\/em> want to avoid making. We’ve also got a handy discovery call checklist for you – just call it the cherry on top. 🍒<\/p>\n

What is a discovery call?<\/h2>\n

Discovery calls for a buyer are similar to trying on new clothes or shoes before purchasing them in the store. You know you like them, you think you want to buy them, but you\u2019re not entirely sure. What will convince you to take the plunge and pull out your credit card? Trying them on for size.<\/p>\n

The same decision-making goes into discovery calls. The goal is to see if you (the service provider) and the buyer are a potentially good fit for one another. It\u2019s the chance for both of you to try each other on, to see if you understand each other\u2019s needs, goals, priorities, and problems, and whether you can help the buyer solve their issues. 👕<\/p>\n

Over a third of salespeople in a recent survey<\/a> said prospecting is sales teams’ biggest challenge when it comes to B2B sales. And discovery calls are an important part of a (efficient) sales prospecting process – after all, you don’t have the time for customers that aren’t a good fit for your business (or don’t want you) being caught up in your net. But it’s not just a matter of luck.\u00a0The fate of a discovery call can be highly dependent on how well prepared you are, the value you bring to the call, and the discussion that\u2019s generated between you.<\/p>\n

At the end of your call, your goal should be for your potential client to say to themselves: \u201cYes! That\u2019s what I need\u201d. Next step: following up with the right sales-enablement content<\/a>.<\/p>\n

Short on time or just prefer video learning? Watch our two minute guide to crushing your next discovery call.<\/p>\n