Asking the right questions is essential when placing discovery calls. Once a prospect has expressed interest in your B2B company -- and you've obtained his or her information -- you can call the prospect. Known as a discovery call, it gives you the opportunity to learn more about the prospect. You can then apply this information to your sales strategy. Discovery calls, however, are only useful if you ask the right questions during them.
#1) How Did You Find Us?
You should ask prospects how they found your B2B company during discovery calls. Discovery calls aren't the same as cold calls. With discovery calls, prospects have already found your B2B company, and they've already expressed some level of interest in its products or services. Asking prospects how they found your B2B company can provide insight into which channels are most effective for lead generation.
#2) Do you have a budget?
Don't forget to ask prospects how much they are looking to spend during discovery calls. If the price of a product or service is outside of the prospect's budget, your chances of generating a sale are slim to none. Fortunately, you can find out how much prospects are looking to spend by asking them during discovery calls.
#3) What Other Products or Services Are You Considering?
B2B buyers often explore products or services from multiple vendors before making a purchase. To land a deal, you'll need to convince prospects that your B2B company's products or services are better than its competitors. This is why it's a good idea to ask prospects what other products or services they are considering during discovery calls.
#4) Who Is Responsible for Making Purchase-Related Decisions?
You should also ask prospects who is responsible for making purchase-related decisions within their business. According to a Gartner report, the average B2B deal includes between six and 10 decision-makers. Even if the prospect whom you can make purchase-related decisions, there might be other decision-makers within his or her business.
#5) When Do You Need the Product or Service?
During discovery calls, inquire about prospects' timeframe. In other words, try to find out when they need the product to be delivered or the service to be completed. Prospects are often on a tight timeframe. They need products and services quickly so that their business will stay afloat. By inquiring about their timeframe, you can meet their unique needs while closing more deals in the process.