Discovery Calls: Waste of Time or Worth It?
Do you (really) have to do discovery calls to get writing clients?
If you’re like most writers, you hate the idea of discovery calls, especially if you’re just starting out. You have to get on the phone with a stranger and (somehow) persuade them to hire you. That’s so much pressure!
In this post, we are going to talk about the pros and cons of doing discovery calls. I’ve done it both ways throughout my writing career, and to me, there is a clear winning way to do it.
Keep reading to find out if I say “yay” or “nay” to discovery calls.
What Is a Discovery Call?
A discovery call is used in all facets of business. It’s when you get on a call with a potential client or partner to learn more about products, services - and at the end - come to some sort of agreement.
Not all discovery calls are client-to-service provider calls. You may also get on a discovery call if you are looking to network with other professionals and want to see if you two are a good fit.
However, since Ambitious Writer Society is all about taking your writing career to the next level, you will most likely be exposed to discovery calls when a potential client is interested in working with you.
Why Do Writers Do Discovery Calls?
Most writers conduct discovery calls ahead of starting a project. In my experience, most clients are not able to fully explain what they are looking for via writing (because they’re not writers).
Discovery calls help you gather so much more relevant information than emailing back and forth. It’s in these calls where you can get a sense as to how this potential client acts, and you can start to pick up on client red flags.
You’ll also be able to ask any relevant questions to this potential client and get answers right away - versus waiting days for email correspondence.
Wondering what information is gathered in a writing discovery call? In these calls, it’s important to hit on a variety of topics in order to make it worth your time. Such topics include:
Client’s main goals
These pieces of information are key to helping you create a custom project quote. You’ll need to know what projects they’re looking for, why they need these projects and the time you have to complete it. After all, you for sure don’t want to miss out on profitable writing rush fees!
Can I Get Out of Discovery Calls or Not?
Many writers are very hesitant to conduct discovery calls, especially when first starting out. And, I’d be lying if I told you that I don’t get at least a little bit nervous before calls, even today.
When you’re so used to writing on your own at your computer, it’s normal to feel a little apprehensive about getting on a live call to talk about projects. However, I’ve done projects that got started with discovery calls and some that never had a discovery call - and there is a clear path that I recommend you take.
But before we get to the bottom of whether or not discovery calls are worth it for writers, let’s look at some pros and cons to discovery calls.
The Benefits of Discovery Calls for Writing Work
Discovery calls are an opportunity to build rapport with a potential client. It can also help you hash out additional information about what a client is looking for.
Discovery calls are a standard of the business world, so you might as well get used to them if you want to hit it off with high quality clients.
In my experience, whenever I decide to do discovery calls, I gain so much clarity and insight about the project. I’ve been able to identify and connect with awesome clients that I was excited to work with (and yes, many times I got a positive response after these calls).
On the other hand, I’ve also been able to identify subtle client red flags that helped me steer clear of certain clients. Just by doing a 30-minute discovery season, I’ve saved myself countless hours of trouble by identifying poor fits. This then gives me time to get on discovery calls with other prospects.
The Drawbacks of Discovery Calls for Writing Work
Now, let’s talk about the drawbacks of discovery calls. If you’re already nervous about discovery calls, I can feel you trying to lean in on these drawbacks and use them as excuses to get out of them. Well, let’s see if that’s a wise decision or not…
The bad thing about discovery calls is that it can really interrupt your natural workflow. Maybe you’ve been writing all day and then you have to get on a call in the middle of the afternoon. Talk about a productivity buster!
They also make most writers nervous, and no one likes to be in that headspace. I get it.
You have to spend time prepping for the call, spend time on the call and then spend time after coming up with a quote. Then, after doing all of that, your prospect may decide to say “no” to working with you. What a waste!
Discovery calls can also be a bummer when you instantly realize that this prospect is not for you. Whether they clearly have red flags or they simply need a different type of professional, you find yourself sitting on a call with an unqualified prospect. Then, instead of really listening to what they have to say, you’re racking your brain as to how to get out of this call in the first place. All normal issues.
So, to sum it up, discovery calls make writers nervous, can be a lot of work and have no guarantee of landing the job. Do all the signs point to discovery calls being… pointless
In Summary
When I was just starting out, I found myself doing a mix of discovery call-initiated projects and some that were not. And let me say this: Discovery calls are a must for me, even today.
I have been burned by projects in which I turned down discovery calls. Burned big time. Several times, I’ve opted out of discovery calls because I didn’t have time or simply didn’t want to do them. Then, I signed on with clients, and it was always a total disaster.
Details that could have easily been hashed out in the discovery call come and bite me from behind. The clients have no clue how the process works, and suddenly, I find myself frustrated and working too hard for what I originally quoted.
So, before you shy away from doing discovery calls, remember that one 30-minute discovery call can be a game changer as to whether you land the job. One 30-minute discovery call can also save you loads of unwanted work, stress and heartache, so please, don’t skip them!
