Don't Blame it On The Disco

A discovery call is one of the most critical stages in the sales process.

It's your chance to get into a conversation with a potential client and understand your prospect's pain points, learn about their goals, and determine whether your product or service is the right fit for them.

But let's be honest: discovery calls can be nerve-wracking, and it's not uncommon to leave a call feeling like you missed an opportunity or didn't make the right impression.

One thing I like about marketing is there is no upper-limit to how much you can improve if you dedicate yourself to simply getting better each time.

That's the mantra I take on each call: have a rough outline of what worked last time, and try to improve on it.

The good news is that with the right approach and preparation, you can improve your discovery calls and increase your chances of closing deals. Let’s explore some tips and best practices for getting better at discovery calls for your next one.

Best Tip This Week: 10 Open-ended Questions

Uncovering customer needs is critical to successful sales, and the best way to do it is by listening.

These 10 open-ended questions by Shane Martin can be used on discovery calls to uncover information that might help you provide better solutions:

Here are the ones I find most useful:

- What challenges are you currently facing in your business, and how do you think our services could help address those challenges?

- How would you define success for this project/service?

- What do you think sets your company apart from others in your industry?

- What have you already tried and why didn't that work?

Tip No. 2: Panic at the DISCO

As an architect or designer, your first meeting with a potential client can set the tone for your entire working relationship. It's an opportunity to not only showcase your expertise and experience but also build a strong rapport and establish clear expectations. However, managing that initial meeting can be a daunting task, and you may find yourself struggling to make the right impression.

In this article, Tyler Suomala shares a proven approach to managing your first meeting with a potential client, covering four key steps:

• Build Rapport (5 mins)

• Upfront Contract (1-2 mins)

• Deep Dive (<20 mins)

• Next Steps (5 mins)

Tip No. 3: How to Close the Call

"Would you be totally opposed to us moving forward today?"

That's the easiest way for you to ask for a sale. I spent more than a decade in sales and I've used versions of this close to move leads forward in the sales cycle. It works.

Fun Section: Discovering Kyoto's Timeless Treasures

Planning a trip to Japan later this year so I'm bookmarking this for reference. The thing is this house archetype, along with other Southeast Asian building types (like Hanoi's shophouses, Malay five-foot way) provide a glimpse of how much our built spaces represent our work-life ideals.