Your first discovery call is officially on the books. YAY! I am so proud of you. At any stage of your business, but especially in the beginning, booking discovery calls is such an accomplishment. Now, let’s talk next steps. You’ve got a potential client booked for a discovery/introduction call, but what the heck do you actually say to them? Don’t worry—I’ve got you.
Let’s talk through six questions you could ask to keep the conversation friendly, productive, and headed in the right direction.
#1: “Tell me more about you.”
After you spend the first few minutes talking pleasantries (“How’s your day/your weather/your dog/etc.”) and thanking them for inquiring with you, ask questions about your potential client. Not their business. Them. You will inevitably spend a large amount of time learning about their business/should already have a solid grasp on the work they do, so officially kick off the conversation by establishing a human connection first. Remember, this discovery call also serves as an opportunity for both you and the potential client to see if you would be a good fit for one another.
#2: “Tell me more about your business and the work you’re doing.”
You started with human connection first, and now it’s time to talk business. Specifically, their business. Come into this conversation having done your research, but allow yourself to ask questions about their work, things you’re curious about, and other specifics that can’t be gleaned from their website.
#3: “What is the #1 frustration you’re experiencing in your business right now?”
Ask this to start to shift the conversation toward why you’re chatting today. If a client is looking to hire a virtual assistant, they likely need help in a variety of places that you’re the expert in. Whether it’s social media, task management, or other administrative tasks, your presence in their business will inevitably help them reclaim their time so they can focus on other areas of their business.
#4 “How can I help with [insert frustration]?
Here’s where you get to position yourself as the solution to their problem. If they respond with “It will allow me to focus my time on X” or even “I’m not entirely sure,” you have the chance to step in and show them how your services will help in both the short and long term. Additionally, this allows you to share more about your work, process, and past results you’ve gotten clients.
Tip: Validate your potential client’s frustration before jumping into sharing how you can help. “Social media can be challenging, I totally see where you’re coming from.” People want to feel seen–this is a simple way to do that.
#5 “What would a successful partnership between us look like for you?”
I love asking this because it allows me to see what time spent working with this person entails. Do they want to be super hands-on? Will a weekly or bi-weekly status call suffice? Are they an email-only kind of client? There’s a lot of important information you can receive from asking a question like this. Now, this isn’t the call to discuss super minutiae details, so try not to get too in the weeds here. Ideally, you’ll have a kick-off call dedicated to discussing communication preferences, timelines, schedules, etc.
#6 “What other questions do you have for me?”
I strayed away from “Do you have any questions?” when I was in the classroom. An open-ended, feedback-based question requires more than a simple yes or no response. Even if they don’t have questions (they’ll probably have a few!), it’s framed in a more thoughtful, insightful way.
As you prepare for your discovery call, remember that it’s more than just a conversation—it’s the foundation for a potential working relationship. The questions you ask can set the tone for your collaboration and show a genuine interest in helping your client succeed. By focusing on understanding their needs, frustrations, and expectations, you’re positioning yourself as a valuable partner in their business journey.
One thing to note: this guide does not include talk about budget. Ideally, they know the cost of your service coming into this conversation and wouldn’t have booked if they knew they couldn’t afford it. I’ve talked budget on this call and have discussed it in a follow-up email. It’s entirely your choice.
Use these questions as a guide, but I encourage you to add your own style and personality to them! Check out my other free resources for more help. Happy chatting. You’ll do great <3
Want even more support? Watch my free Masterclass or enroll in Educators Exit.
