Discovery Calls Don't Have to Feel Salesy

We get it. No one wants to slide into someone's DMs with a "hey girly!" and a not so subtle MLM pitch. 🤦‍♀️

But why do discovery calls sometimes feel weirdly similar: awkward, cringey, and like you're suddenly a pushy salesperson trying way too hard to close the deal?

Discovery calls do NOT have to feel that way. Promise.

Skip the TED Talk 

You don't need to dive straight into your life story or a full overview of your professional journey. Trust us, they've already Googled you, checked your site, and probably done enough of a deep dive before even committing to booking this call.

We’re not saying DON’T talk about yourself. Just skip the 10 minute monologue at the beginning. People will feel talked at, not talked with, and you’ll quickly notice the glazed over eyes. 😴

Instead, keep it casual. Chat, listen, and naturally weave in examples of how you've helped clients just like them. Suddenly, you're connecting, not selling.

Ask Better Questions

Instead of rattling off a checklist ("Do you need payroll? Sales tax? Quarterly filings?"), ask what's feeling clunky in their books right now, or what's keeping them up at night. 😩

Then, and this is key, genuinely listen to their answers. When you truly understand their pain points, offering your solutions feels natural and easy, because you’re actually helping, not pitching.

The Budget Talk Doesn’t Have to Be Awkward  

Asking upfront about budget isn't about discounting your worth. It shows you're genuinely listening to them and figuring out solutions tailored specifically to their needs.

Sometimes this means adjusting deliverables slightly or tweaking workflows, but it always means you're offering real solutions instead of trying to sell every service on your menu just because you can. Trust me, people can feel the difference! 

Still Feeling Unsure? 

We know it’s tricky (and honestly kind of weird) when you’re a bookkeeper and suddenly expected to wear this Salesperson Hat. 🧢 It helps so much to see how someone else actually runs a discovery call in real life.

That’s exactly why we recorded a behind the scenes Mock Discovery Call inside The Ayrre Club, complete with our real time commentary and the exact Discovery Call Questionnaire we use every single time. Having it handy lets us stay fully present and genuinely listen, without worrying about missing key questions or important details.

Bottom line? Your potential client doesn't want a sales pitch. They just want someone they trust with their books (and their business).

Keep it real, keep it natural, and you'll never risk sounding like "hey girly!" again. 😉