How to Nail Your Interior Design Discovery Call
Hey there friend– let me know if you’ve ever been in this position... You’ve got your phone in hand, your airpods are in your ears, and you’re counting down the seconds until it hits 10:30am, (the time of your discovery call appointment) until you can hit “send”. If you’ve gotten the pre-call jitters, I feel you. Mastering discovery calls takes practice, confidence, and a few good experiences in your corner.
So if you’ve been feeling iffy on your disco calls, or if it’s something you aren’t currently doing, hang tight. I’m about to break down the whole process for you, with a little bit of the psychology of sales calls sprinkled in for good measure.
Image by Vlada Karpovich
Let’s start with the basics, what is a Discovery Call?
A discovery call is a free, 20-30 minute call with a potential client to learn about their project needs and see if you’re a good fit for their project. (Hint, hint, not every client is going to be right for you, you can read more on that here). This initial conversation sets the tone for your relationship and remember, it’s not about convincing a client to hire you. The point of a discovery call is to ahem, discover if what you do is a good match for what they need.
Below I’m hooking you up with a comprehensive framework to help you nail your next discovery call. And with each one under your belt, the conversation will flow more and more seamlessly.
How to Kick Off a Discovery Call
Ahh, the intro– the easiest part. Haha. The intro is your chance to make a rapport with the client, leading the call will give you immediate credibility and will give you a leg up on the conversation.
Small talk is great, but also introduce yourself, share your company name, and remind the client of why you’re calling. To make sure you’re not on a disco call (giving it your all, mind you) with someone who’s in the middle of caring for babies, or eating tacos on the other end of the line, it’s a good idea to ask if now is still a good time to chat.
They say yes. Got that out of the way? Good.
Share the Agenda for the Call
Before you get into the meat and potatoes, or worse– the dreaded “what can I help you with?” question, take a minute to share the purpose of the discovery call and what you’ll be chatting about with the client. This is where having some structure comes in handy. First we’re going to talk about this, and then we’ll talk about that, and at the end we’re going to do this, sound good?
Feel free to engage in some light small talk, find common ground, or talk about a mutual interest to create a sense of familiarity. People like to work with people they like, know and trust, and since you’re already likable, we just have to get them to feel comfortable with you (know) and understand what you’re offering (trust).
Understand the Client’s Needs and Goals
Gathering essential information about the client's needs and situation is crucial. Ask open-ended questions to show genuine interest in the client’s needs and to identify key pain points. Listening carefully builds trust and positions you as a thoughtful problem solver. This is your opportunity to understand their challenges and demonstrate that you’re there to help them find solutions.
Share Your Background and Approach
Explaining how your solutions align with the client’s needs is where you start to connect the dots. Tailor your approach to their specific issues, showing that you offer personalized, thoughtful solutions rather than a one-size-fits-all outcome. This tailored approach can increase the perceived value of your services. It’s about demonstrating that you understand their unique situation and have crafted solutions specifically for them.
And please, if you’re just starting out, don’t feel that you don’t have enough credentials to share a compelling background story. More than likely your ideal clients won’t care at all about hard facts, they’ll just be curious to know (as we all are) how you got to where you are.
Examples that all are perfectly wonderful:
I’ve been a designer for 22 years…
I started this business in January…
I’ve been working with a designer since college…
You are enough, just the way you are.
Figuring Out if They're the Right Fit
So, you've got a potential client on the line. How do you know if they're the right fit for what you offer? It’s all about asking the right questions. Think of it as a first date: you’re figuring out if there’s chemistry. You want to make sure they’re into what you’re bringing to the table and that you’re into them too. It saves everyone time and makes sure you’re both on the same page.
Lay Out What’s Next
Once you've had the chat, it’s super helpful to map out what happens next. This gives your potential client a clear idea of the road ahead and shows them that you’ve got your act together. No one likes to be left hanging, so let them know exactly what to expect next. Like how you’ll be sending them a link to your booking calendar to book their in-home consultation appointment.
Wrap It Up and Clear Up Any Confusion
At the end of the call, it’s time to wrap things up and make sure everyone’s on the same page. Summarize what you talked about and confirm the next steps. This helps solidify their commitment and clears up any lingering questions they might have. You want them to hang up feeling positive and clear about what’s coming next.
Keep in Mind: Not Every Call Will Turn into a Client
Remember, not every discovery call will turn into a paying gig—and that’s totally fine! The goal is to find out if you’re a good match for each other. Having a network of industry pals is super helpful; you can pass on projects that aren't quite right for you to someone who specializes in that area. It’s all about building good relationships! If you're getting overwhelmed with calls, consider creating a service and pricing guide. It helps potential clients get a sense of what you’re all about before they schedule a call.
Phone or Video? You Decide!
Discovery calls can be done over the phone or via video. Phone calls are great for jotting down notes, while video calls add a personal touch and let you share visuals. Choose whatever works best for you and your style.
Grab Your Free Discovery Call Script
Ready to ace your discovery calls? We’ve got a free script ready for you, packed with prompts and tips. Download it here and start turning those calls into clients with ease!
