How to Close on a Discovery Call: Expert Tips for Freelancers and Service Professionals
Learn how to effectively close discovery calls and secure clients for your freelance or service-based business with these actionable tips and strategies.
You've finally landed a discovery call with a potential client, but it's been months since you first reached out. You've spent hours researching their needs, crafting a tailored proposal, and perfecting your pitch. But when it's time to close the deal, you're met with silence or a vague 'we'll get back to you.' You're left wondering what you did wrong and how you can improve your chances of securing the client. This post will show you how to close on a discovery call and turn it into a paying project.
Why this keeps happening
Freelancers and service professionals often struggle with closing discovery calls due to a lack of clear expectations, insufficient follow-up, and ineffective communication. Without a clear understanding of the client's needs and expectations, it's easy to get stuck in a cycle of back-and-forth negotiations, wasting valuable time and energy. Moreover, the absence of a solid contract and payment plan can leave you vulnerable to non-payment or scope creep.
Real example
For example, Sarah, a freelance copywriter, spent weeks working with a potential client on a discovery call, only to have them ghost her when it came time to sign a contract and commit to a project. She lost out on a potential $2,000 project and had to start over from scratch, wasting countless hours and resources.
The habits that fix this permanently
These are the non-negotiables for getting paid reliably in your profession:
How to implement this step by step
Define Clear Expectations and Scope of Work
During the discovery call, take detailed notes on the client's needs, goals, and expectations. Create a clear outline of the scope of work, including timelines, milestones, and deliverables. This will help you stay on track and ensure the client understands what they're getting. For example, if you're working with a client on a content marketing project, define the specific types of content, channels, and timelines you'll use to achieve their goals.
Use a Standardized Contract and Payment Plan
Develop a standardized contract and payment plan that outlines the terms of the project, including payment schedules, cancellation policies, and intellectual property rights. This will protect you and the client from potential disputes and ensure a smooth transaction. For instance, if you're working with a client on a retainer basis, your contract should clearly outline the scope of work, payment schedule, and renewal terms.
Establish a Clear Timeline and Milestones
Create a project timeline that outlines key milestones, deadlines, and deliverables. This will help you stay on track and ensure the client understands what's expected of them. For example, if you're working on a web development project, your timeline might include milestones for design, development, testing, and launch.
Regularly Follow Up with the Client
Regular follow-up with the client is crucial to ensuring they're satisfied and on track. Schedule regular check-ins to discuss progress, address concerns, and make adjustments as needed. For instance, if you're working on a content marketing project, schedule weekly check-ins to review progress, discuss challenges, and adjust the strategy as needed.
Be Prepared to Adapt and Pivot
As the project progresses, be prepared to adapt and pivot as needed to meet the client's changing needs. Stay flexible and open to new ideas, and be willing to adjust your approach to ensure the client's goals are met. For example, if you're working on a branding project, be prepared to adjust your design approach based on the client's feedback and input.
The Becflow solution
Becflow's AI-powered contracts and payment links make it easy to streamline the discovery call process, secure clients, and get paid faster. With Becflow, you can create standardized contracts and payment plans, automate follow-up reminders, and track client progress in real-time. Say goodbye to lost clients and missed opportunities – sign up for Becflow today and start closing more discovery calls!
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