Mastering Discovery Calls: Your Gateway to Freelancing Success

As a freelancer, you may take discovery calls to land new clients. They’re starting to become less common in my realm, but they’re definitely still used. They’re more common for newer freelancers who may have a less robust portfolio. 

And man oh man, did they make me nervous. I still get a little nervous. But what exactly is a discovery call?

Understanding Discovery Calls

A discovery call is an initial conversation between a freelancer and a potential client. During a discovery call, the freelancer and the client talk about the client's needs, goals, and expectations for a project. It serves as an opportunity for both parties to determine compatibility and align expectations. During this meeting,

both parties will decide whether the collaboration will be a mutual fit.  

Remember that a discovery call is not a job interview. You’re not there to tell them your strengths and weaknesses. Or about that time you handled a challenging moment at work. You’re a business owner. This is a meeting where two business owners are discussing a project and the potential to work together. 

You can say “no” to working with them, too. If you get a bad feeling, walk away. You haven’t signed a contract, and there is no obligation to enter an agreement during a discovery call. 

For freelancers, discovery calls allow a brief view into the business they may be working with.  They provide valuable insights into the client's business, industry, pain points, and desired outcomes. The freelancer can  tailor their services and proposals to those needs. Discovery calls help freelancers establish rapport, demonstrate expertise, and build trust with potential clients. This can set the stage for long-term partnerships.

Preparing for Discovery Calls

You should go into every discovery call prepared. Follow these tips to make sure it goes smoothly:

• Research the Client: Take the time to figure out who you’re talking to and why. If you’re unprepared, they’ll know.

• Take notes: Make sure you write everything down so you can revisit later. You don’t want to miss out on an important point. 

• Be kind and open: Be ready to talk about whatever comes up with kindness. Don’t shut the client down, but listen to their challenges.

• Ask questions: Don’t sit there unengaged. Make sure you’re dialed in and ready with questions if something doesn’t make sense. 
  

What to Expect During Discovery Calls

During a discovery call, freelancers can expect a two-way conversation focused on uncovering the client's needs. You may start with an introduction and talk about your background before moving into the information gathering stage. Then, the project and possible collaborative efforts will come up. This is a great time to ask any questions. Finally, you both decide if you want to work with the other person. 

Summary

Discovery calls are important for landing some clients. They also serve as a way for you to research your market. Make sure you’re prepared and ready for a dynamic conversation. This won’t be a presentation. 

Embrace the opportunity to connect with potential clients, uncover their needs, and demonstrate the unique value you bring to the table. Discovery calls can pave the way for mutually beneficial partnerships.

So, fellow freelancers, don’t freak out at your next discovery call. Your next big opportunity may be just a conversation away!