Discovery Call Script

Introduction

Objective: Establish rapport, set expectations, and confirm the agenda.

Script:

Greeting: "Hello [PROSPECT NAME], this is [YOUR NAME] from [YOUR COMPANY NAME]. How are you today?"

Small Talk: "How’s everything on your end? I hope you’re doing well."

Setting the Agenda: "Thank you for taking the time to speak with me today. The purpose of this call is to better understand your needs and challenges and to see how [YOUR COMPANY NAME] can assist you. Does that sound good?"

Confirmation: "Great! Let’s jump right in."

Understanding the Client's Needs

Objective: Gather detailed information about the prospect’s pain points, goals, and current situation.

Script:

Initial Inquiry: "Can you tell me a bit about your business and the specific challenges you’re facing right now?"

Probing Questions:
- "What are your primary goals for this year?"
- "What have you tried so far to address these challenges?"
- "Are there any particular obstacles that have been difficult to overcome?"

Clarification: "Could you elaborate on that? I want to make sure I fully understand your situation."

Positioning Your Solution

Objective: Introduce your product/service as a solution, aligning it with the prospect's needs.

Script:

Value Proposition: "Based on what you’ve shared, it sounds like [YOUR COMPANY NAME] could be a good fit for you. We specialize in [BRIEF OVERVIEW OF SERVICES], which can help you [SPECIFIC BENEFIT THAT MATCHES PROSPECT'S NEEDS]."

Case Study Reference: "For instance, we recently worked with [SIMILAR COMPANY] and helped them achieve [SPECIFIC RESULT]."

Checking for Interest: "Does that sound like something that would be helpful for your business?"

Addressing Concerns

Objective: Respond to any objections or concerns the prospect may have.

Script:

Invitation for Questions: "Do you have any questions or concerns about what I’ve shared so far?"

Handling Objections:
- "I understand that [OBJECTION], and that’s something we’ve addressed with other clients by [SOLUTION]."
- "I hear you. Let me explain how we ensure that [SPECIFIC CONCERN] won’t be an issue."

Reassurance: "Our goal is to ensure you’re completely comfortable with our approach."

Next Steps

Objective: Establish clear follow-up actions and maintain momentum.

Script:

Summary: "To summarize, it seems like we could really help you with [KEY POINTS DISCUSSED]."

Action Plan: "I’d like to propose the next steps. We could set up a demo/meeting on [DATE] to go over how our solution would work specifically for your business."

Confirmation: "Does that time work for you?"

Closing: "Thank you so much for your time today, [PROSPECT NAME]. I’ll send over a follow-up email with all the details we discussed. I look forward to continuing our conversation."

Post-Call Follow-Up

Objective: Reinforce the conversation and keep the prospect engaged.

Script:

Follow-Up Email:

"Dear [PROSPECT NAME],

Thank you for your time today. I enjoyed our discussion about [SPECIFIC TOPIC DISCUSSED] and believe that [YOUR COMPANY NAME] can provide the support you need to achieve your goals.

As agreed, here are the next steps:

[RECAP OF AGREED ACTIONS]
[SCHEDULED MEETINGS/DEMO DATES]

Please feel free to reach out if you have any further questions. Looking forward to our next conversation on [DATE].

Best regards,

[YOUR NAME]

[YOUR COMPANY NAME]

[YOUR COMPANY EMAIL]"

Closing Thoughts

Objective: End the call on a positive note, leaving the door open for further communication.

Script:

Final Remarks: "I’m excited about the possibility of working together. Please don’t hesitate to contact me if anything else comes up before our next call."