A Strategy for Preparing for a Successful Discovery Call
Have you just come off a string of discovery calls or meetings only to hear the dreaded lines: “You’re too expensive,” “I need to think about it,” or “I’m speaking to other VAs”?
Feeling that knot of nerves before meeting a potential client, worrying about what they’ll ask and what you need to say to stand out?
Let’s be straight. Making a brilliant first impression is vital, whether that’s face-to-face, over the phone, or on a video call. But here’s the thing: The impression starts before the meeting even begins.
It starts with your preparation. And it starts, most importantly, with you and your mindset.
The Truth About Confidence (It’s Not Fluffy)
In countless mentoring sessions with VAs, the real issue beneath the surface of client struggles is a crippling lack of confidence and a negative belief system. It’s always a list of “What ifs”:
‘What if they’ve spoken to other VAs who are better than me?’
‘What if they won’t pay my fees?’
‘What if I say the wrong thing and put them off?’
Sound familiar? Stop it. That thinking is an anchor dragging you down.
As your straight-talking mentor, I’m telling you to flip the script. Start with the opposite:
What if the fact they are meeting with you shows genuine interest? Their time is valuable; they wouldn’t take this call if you hadn’t already made a good initial impression.
What if they have spoken to other VAs and realised you are the unique, powerful fit their business needs?
What if they instantly see the huge value in your services and how that will positively impact their bottom line?
Now, for each of those statements, simply remove the ‘What if’. You now have a list of powerful affirmations that change your whole frame of mind.
This is the first step in the fight. When you are genuinely confident in the value you know you will deliver, the right clients will show up.
The Problem with ‘Features’ – Get to Your Value
Now, let’s talk about what not to say. Avoid falling back on generic, weak features that every single VA on the planet can offer:
“You only pay for the time you use.”
“There are no overheads such as office space or equipment.”
“You don’t have the expense of a PA’s salary and employee benefits.”
Yes, these are all true and valid features. But because every VA offers them, they do not make you special. They don’t justify your price tag.
You are unique.
Think about your value:
What makes you different?
What can you specifically help your clients achieve?
When you walk away, what tangible results have you delivered?
How can you help them hit their goals and seriously boost their income?
When you can articulate the value you bring to the relationship, you’re on solid ground.
Step Into Your Prospect’s Mindset
You need to switch your focus from your own nerves to understanding your prospect.
Have you ever been caught flat-footed when a client asks a question you hadn’t pre-empted? It’s embarrassing and instantly makes you look unprepared.
Put on your detective hat. What questions are rattling around in their head?
How will this VA’s service actually solve my current challenges?
What are the results I can realistically expect from using them?
How does the process work? (No jargon, please.)
Does this person truly understand my business expectations?
People don’t want to be asked, “So, how can I help you?” unless they already know the answer. They want a confident professional to take the lead.
The simplest way to do this? Show them you understand their pain points before they even have to explain them.
Prepare well, and you stand a far more powerful chance of winning them over. You only get one shot at this first impression. Don’t waste it.
In the next post, I’ll tell you the specific areas you should be discussing to influence and persuade your prospect, the research you need to do, and how to control the meeting to get the outcome you want.
Ready to stop feeling too expensive and start booking high-value clients? Awesome.
You’ve learned the crucial first step: MINDSET.
But mindset alone won’t get the contract signed. You need a system to showcase your value, articulate your worth, and close the deal without begging for the business.
Ready to cut the small talk, ditch the “I’m too expensive” headache, and step into the professional, high-earning VA you are meant to be?
Which option is right for you to stop losing clients over “thinking about it”?
