If you’re a virtual assistant and you would like to have your dream clients begging to work with you, you need to carefully plan your virtual assistant discovery call questions. The discovery call is usually the first one-to-one conversation you will have with a potential client.
The objective of any discovery call is to sign the client, right? Yes and no. If you’re going into every call thinking that you need to sign the client, you’re taking the wrong approach.
The goal is to sign a client with whom your goals align. A discovery call is your chance to scope out any glaring red flags that might surface as you chat through the details of working together.
Therefore, let’s dive straight into how to plan your discovery call questions as a virtual assistant.
Importance Discovery Call Questions
Before we discuss the planning of virtual assistant discovery call questions, let’s first understand their significance. Discovery call questions:
· Help you gain a better understanding of a client’s business needs
· Help you align your services with client needs
· Help you gauge your potential clients’ personalities and how well they match with yours
How to Plan Discovery Call Questions
Here are pro tips that will help you plan and nail your virtual assistant discovery call questions.
1. Do your research
Before getting on the call with your potential client, prepare for it. We don’t mean putting on some nice clothes and waiting. But it is also necessary to look good on your call.
Do a bit of stalking beforehand and research the client’s website and social media. Find out what their business is about. By doing this, you will be able to align your questions with their line of business.
You should also research the most common objections that you’re likely to encounter during a discovery call and train yourself on how to handle them.
2. Build a list of engaging questions to ask
Thinking about the questions you’ll ask is a great way to ensure that you can lead the conversation during the call. Having these questions gives you control of the conversation. So that you don’t find yourself stumbling on your words after “Hello”.
Having prepared questions earlier also shows how valuable you will be to your potential clients once they hire you. Examples of questions to ask are:
· Tell me about your business and who you serve
· Have you worked with a virtual assistant before?
· What are the top three tasks you are seeking help with?
· How many hours of support are you looking for?
3. Plan your introductory remarks
Consider covering these points at the start of your discovery call, before jumping into the questions:
· Your name and role
· Your company
· Why you’re calling
· Your goals for the conversation
4. Think about your closing remarks
Just like the introduction, having a plan for ending the discovery call ensures that your potential clients leave the conversation feeling positive and ready to decide. Here are a few suggestions you can use to end your discovery call successfully:
· Provide testimonials from satisfied customers similar to your potential client
· Help your potential client imagine how working with you can benefit them in the future
· Review your plan for overcoming your potential client’s pain points
5. Have fun!
Although this is not about the questions, it is important to keep in mind that the discovery call is a two-way interview. It’s not all about you drilling your potential client with your list of questions and neither is it all about them drilling you. Think about it as a chance to vibe each other out over lunch!
Need More Help Planning Your Virtual Assistant Business?
Planning discovery calls makes a small part of running a successful virtual assistant business. Join our Royal VA Community now to learn more tools that will help you succeed in the remote working space.