There is always a debate about whether to ask questions before or during a discovery call with potential customers.
Personally, I think it’s best to ask questions before the call or give the prospect an idea of what to expect during the discovery call in an email. This gives them time to prepare and might help us learn important things during the call that could benefit the campaigns if they decide to work with us.
But an even better idea is to skip the discovery call altogether by sending a detailed and customized questionnaire.
Hey Tom,
Thanks for chatting with me about your business. Based on what we talked about, I have put together some questions for you to answer in a questionnaire customized based on your requirements. Take your time with it.
Your answers will help me understand your business better and create a proposal that fits your needs. If you have any questions, we can still connect on a call.
I understand it gets difficult for you to manage time from your busy schedule, so I have tried my best to include all the essentials in the questionnaire.
Looking forward to hearing from you.
Cheers!
And that’s it.
Everything in written, and documented.