Every discovery call brings the potential of a new deal. Whether you meet prospects in person, on the phone or on a video call, you have an opportunity to get to know their needs, preferences and pain points. The goal of each discovery call is to uncover this kind of valuable information so you can pitch the right promo solutions and address the prospect’s needs effectively.

A post on the Clari blog says that sales discovery calls are the first step to building meaningful client relationships. How can you get the most out of your discovery calls? We outline six steps from the Clari post in this issue of PromoPro Daily.

Step 1: Do your research. Use resources like LinkedIn, company websites and industry reports to learn more about what’s going on in the prospect’s world. The Clari post says it’s crucial to thoroughly research your point of contact and their business before reaching out. Take some time to dig deep and learn about their industry, company size and challenges.

Step 2: Set a clear call agenda. On your discovery call, be sure to clearly articulate the purpose for your call. The Clari post recommends introducing yourself to set a friendly tone and then letting the prospect know your intentions for the conversation.

Step 3: Establish a two-way rapport. Sales discovery calls allow you to qualify your prospects, but remember they’re also assessing you. That’s why it’s so important to establish a genuine rapport through a two-way conversation. The Clari post suggests asking open-ended questions like, “What are your goals for the quarter?” and then actively listening. Show that you care by using affirming statements like, “That sounds like a great goal” or “That’s so true.”

Step 4: Focus on the prospect’s pain points. This step requires asking the right questions. For example, the Clari post advises asking, “What specific issues are you currently encountering?” Once you identify their main challenges, you can investigate the implications and consequences of these challenges.

Step 5: Guide the prospect toward the solution. This is a critical step, according to the Clari post, because it involves showcasing your promo solution in a way that resonates with the prospect’s unique needs and challenges. Reiterate their challenges and how your solution can address these challenges. Then, conclude with a specific next step.

Step 6: Don’t neglect the after-call review. According to the Clari post, many sales professionals overlook this step. It involves analyzing the conversation and looking for what went well and how you can improve in the future.

A discovery call is a chance to establish rapport and position your promo company as a valuable partner. Make the most of each opportunity by following the six steps above, from conducting thorough research to reviewing the call afterward. This is how you can make each call strategic and successful.

Compiled by Audrey Sellers
Source: Clari staff contributed this piece to the Clari blog. Clari is a revenue management platform that helps companies optimize revenue generation by analyzing data across the entire organization.