“Why did the client cancel their discovery call? … They discovered the invoice first.”

Hey Boss!

Let’s talk about discovery calls—the bridge between interest and conversion.

When done right, a discovery call is more than just a chat; it’s your chance to qualify leads, build trust, and guide prospects toward a yes.

Think of it as your audition. The better prepared you are, the easier it is to transform a casual conversation into a booked client. Today, I’m breaking down how to nail your discovery calls so they consistently lead to conversions. Let’s dive in!

Today, I’m going to show you how to design a framework that becomes your signature—something clients remember, share with others, and choose you for.

Let’s dive in!

GROWTH HACK
How to run a discovery call that converts

A great discovery call is structured, intentional, and client-focused. Here’s how to do it:

1. Set the agenda upfront 🗂️

Don’t leave the call open-ended. Outline what will happen.

What to do:

• Start by saying, “Here’s how we’ll spend our time today.”

• Cover introductions, goals, your process, and next steps.

• This shows professionalism and keeps the call on track.

2. Ask powerful questions ❓

The goal isn’t to pitch—it’s to uncover the client’s real needs.

What to do:

• Ask about their current challenges and what they’ve tried before.

• Dig into their goals, timelines, and desired outcomes.

• Listen more than you speak.

3. Position your solution 💡

Now that you understand their problem, connect it to your solution.

What to do:

• Frame your service as the bridge between their challenge and their goal.

• Use simple language, not jargon.

• Emphasize benefits over features.

4. Handle objections with ease 🛡️

Every client has doubts, and that’s normal.

What to do:

• Acknowledge their concerns and reframe them with evidence or examples.

• Share quick wins, testimonials, or case studies.

• Keep it conversational, not defensive.

5. End with a clear next step ✅

Never leave the call hanging—guide them forward.

What to do:

• Propose the next step, whether it’s booking, signing, or scheduling.

• Make the action simple and immediate.

• Confirm it before ending the call.

SPEED IT UP WITH AI
Smart Ways to Save Time 🚀

AI can help you prep and polish your discovery calls faster than ever:

1. Feed AI your ideal client profile and have it generate a list of discovery call questions.

2. Paste a prospect’s website or LinkedIn profile into AI and ask for tailored talking points.
   

3. Roleplay objections with AI so you practice confident responses.
   

4. Summarize your notes after the call using AI to create an instant follow-up email.

TWEET TREATS
Straight from the feed

Build a skill, share your journey, grow an audience, and turn your expertise into a service. It’s not easy—but it is simple. Stick to what works.

LINK LOVE
Handy resources

Here are some resources to dive deeper into discovery calls:

👉 Why Your Discovery Calls Are Dangling (Not Converting)

👉 The Sales Discovery Process: Strategies to Drive More Conversions

👉 Discovery Call Conversion: How to Convince Coaching Clients

👉 Ultimate Sales Discovery Call Guide to Boost Conversions

👉 Get your free 14-day trial of Book Like A Boss

IN CASE YOU MISSED IT
Catching you up on the latest

THAT'S A WRAP
Quick recap

A discovery call is your chance to shine and guide the client toward saying yes. By setting the agenda, asking smart questions, and ending with a clear next step, you’ll turn more consultations into paying clients.

So, go ahead and run your next call like the pro you are!

As always, if you need help with anything, just reply to this email :)

~ Justin and the BLAB team

WEBSITES LIKE A BOSS
Get a $3,000 custom website, built for free and ready to accept bookings for just $97/month

For service pros, freelancers, and small business owners who want a custom, high-converting website (done for you) with built-in booking tools that drive sales and signups.

💻 Custom design done for you

📅 Built-in booking + payment system

📢 Blog, email capture & galleries built in

🚀 Optimized to convert visitors into clients