Chris WiserSerial Entrepreneur and MSP Growth Catalyst

How To Make Discovery Calls Feel Like A Friendly Chat?

Name: How To Make Discovery Calls Feel Like A Friendly Chat?
Uploaded: 2025-03-17T17:00:23Z
Channel: Chris Wiser
Description: Chris Wiser explains how to start discovery calls with an upfront contract, a brief script that tells clients what you're doing and why. It signals…

17 Mar 2025

Watch on YouTube

Chris Wiser explains how to start discovery calls with an upfront contract, a brief script that tells clients what you're doing and why. It signals you'll dig into their pain points without ambush, turning the call from interrogation into conversation.

First we're going to open with an upfront contract. What an upfront contract does is it helps the client get comfortable with you because remember, when you do a discovery call, they don't know what you're going to ask them. It might feel a little bit like an interrogation. So what we do, and I'll model this for you, what we do when we open a discovery call is we say, hey, I really appreciate you taking time to meet with me today. As you know, today we're here to learn a little bit more about your company, how it works and what's troubling you. Now I'm focusing on what's troubling you because every client that we go to visit has a reason for wanting to do business with you. So you might as well get that reason out on the table. Okay, but the difference between a first time appointment and a discovery call is that when we're in the discovery call we are going to dig deeper into the pain.