Discovery Call Framework

Looking for a discovery call framework to help you engage, nurture, and qualify leads for your writing business? Here’s a free one from the Society of Writers!

Our discovery call framework is updated for 2023 and has room for:

  • Client information that you should collect before taking the call
  • Staging questions to help clients understand what you do
  • Qualifying questions to determine if the lead is a good fit 
  • Guidance on how to successfully close the call 

With a few tweaks based on the writing services you offer, you’ll instantly have a set of questions that you can reference during discovery calls (i.e., first-time meetings) with potential clients! Plus, you can add additional questions specific to the company you’re speaking to. 

Get The Template → 

You can edit this template using Google Docs (free) and then view it in Google Docs while on the call or download it as a Word document for editing offline. If you need help using this template or if you’re looking for additional advice on how to smoothly pitch your services to potential clients, keep reading. 

How to Use This Template

  1. Open the template in Google Docs
  2. Make sure you’re logged in to Google
  3. Click “File” and then “Make a Copy”
  4. Edit the questions to your heart’s content
  5. Reference the document during first-time meetings

Psst… If you want to be a superstar, edit the questions as you gain experience based on what you feel is most natural and relevant to your sales style. 

Common Questions 

What is a discovery call? 

A discovery call is typically the first meeting you’ll have with a potential client. You may allow people to book a discovery call with you through your website or you might give them the option when you pitch to them on a site like Upwork. During the call, you’ll both ask each other questions to make sure you’re a good fit. If you are, you’ll discuss pricing and decide on the next steps. 

What’s the difference between a discovery call and a cold call? 

A cold call involves speaking with someone who has no idea who you are or what you do. Meanwhile, a discovery call is a meeting between you and someone who has already expressed interest in your services. A cold call might lead to a person booking a discovery call, but you should never treat a cold call like a discovery call as you need to spend time “warming them up” before trying to sell them your services. 

What questions should I ask during a discovery call? 

It’s important to sound confident during a discovery call, which is why it’s helpful to have questions written out in advance. However, you should skip questions that become redundant or irrelevant during the course of your conversation. During a discovery call, you should ask questions that fall into three categories: Qualification, staging, and next steps. 

How do I customize questions to a specific client? 

To tailor questions to a specific client, use the framework we’ve provided and fill in the first page. As you learn about the client, omit and change questions to make them specific to the content and platforms they’re actively using. 

What happens after a discovery call? 

At the end of a discovery call, you should close with a couple questions and a strong statement on the ideal next steps. This might mean telling the client when they can expect an official quote/proposal in their inbox, making a plan to send over the service contract, or scheduling a follow-up call with additional team members. The next steps will depend largely on the conversation and the client. 

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Sydney Chamberlain
Sydney Chamberlain
As Founder of the Society of Writers, Sydney Chamberlain is devoted to helping women navigate the complexities of freelancing and hone the skills they need to build a thriving business. Her expertise is rooted in nine years as a content writer where she earned first-hand experience with the personal branding, finance, and negotiation tactics that she now teaches the Society.