Lynda ArtesaniLegal Accountant and Data Migration Specialist at The Proper Trust

The biggest secret to a successful discovery call? Listening!

1 Mar 2024 · 1 min

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In this brief dialogue, the speakers emphasize that the most critical element of a discovery or consultation call is active listening. They advise sales or consulting professionals to pause, refrain from dominating the conversation, and focus on asking thoughtful questions that let the prospective client speak. The discussion highlights a specific tactic for attorneys—especially family law practitioners—by asking what makes their firm unique and what motivates them each morning. This approach uncovers the client’s core values and differentiators, enabling a more tailored and compelling pitch.

The one most important thing that I feel you really need to think about before you jump into a consultation with a potential client or a brand new client is listen. Tell yourself to stop and listen. It's not so much a time for us to talk. It's more of a time to ask them the question.
I think what you're leading to is some good points of like, okay, you start the conversation and then as soon as they start talking, just allow yourself to listen to what you're Yes. Is what you're going with. Yeah, I agree.
And I like, I like to ask them specifically because we work with attorneys. I like to ask them more about their firm and what makes their firm special. So maybe we're talking to a family law attorney and, you know, we ask them, what makes yours special? What is it that really gets you going and getting up in the morning and being excited about your firm?