As a dietitian running your own private practice, you are probably the one that’s also doing all of the discovery calls in your practice. If you’re new to discovery calls, this is a great time for you and your potential client to get to know each other.
While your client might be seeing if they want to work with you, this call is also for YOU to see if you want to work with that client, and if you’re actually the best fit for them.
But, before you have a call with someone, there’s a step that happens before that: the intake questionnaire that is on your sales page. Just using a basic contact form on your website is not going to help streamline your business or sales process, so we want to make sure that you have a streamlined questionnaire that is asking the right questions (without asking too many questions).
The client intake questionnaire
This initial questionnaire is not when you will be asking for a full health history from your potential client. This intake questionnaire on your website is to help get a quick snapshot of your potential client’s situation, and see if there are any red flags. From a business standpoint, this will help streamline your private practice (and your inbox!), so you don’t spend unnecessary time on calls with potential clients who are not a good fit for you.
Questions to include on your intake questionnaire:
- What challenges or struggles do they currently have?
- What are their goals for working with you?
- Which service are they interested in?
Depending on if you accept insurance or only self-pay, you’ll also want to make this clear in your intake form! This will also help make it clear to potential clients if they’re a good fit or not. For example, if you do not take insurance, you could have a checkbox on the form that says, “I acknowledge you do not take insurance and I will need to pay for services out of pocket.”
Your website as a whole should be helping clarify who is a good fit for working with you. Your website should be helping your business, not under-selling you. If it’s not helping you, we need to make that happen for you.
Discovery call question ideas for dietitians
So, once you’ve looked through your potential client’s intake questionnaire and determined they’re a good fit, it’s time for a discovery call! Again, a sales discovery call is for both parties to determine if they’re a good fit. While the client will have questions for you, it’s important you also ask them some questions, too.
So, here are a few questions you could start with:
- Tell me about yourself and your health journey
- What problems are you trying to resolve right now?
- What have you tried so far?
Right from the start, you get a picture of who your client is, their health struggles, and what they’ve tried so far. It’s particularly helpful to know what they’ve tried so far, because if your approach is the same as something they’ve already tried, you may not be a good fit. (Though, you would need to assess if they fully followed through on that attempt, how long they tried, etc.)
If there are no red flags on their situation yet, you could continue with more questions:
- What roadblocks are you dealing with right now?
- What would a successful outcome look like?
- What is your timeline for resolving this issue?
These questions will help you dive deeper into your client’s situation. It’s important to ask about what success looks like to them, so that you know if your work can help them reach that goal. For example, if their idea of success is losing 50 pounds, and you don’t focus on weight loss, that wouldn’t be a good fit. The client’s timeline is also important so that you can set realistic expectations. Again, if their goal is to lose 50 pounds in one month, you can clarify what would be realistic (or that you’re not a good fit).
Tips for a successful discovery call
Now that you’ve got a few questions up your sleeve, there are some other factors to keep in mind for a successful discovery call.
- Try to keep it casual. People can tell when you are trying to pressure them into buying. Personally, I don’t require that people make a decision on the call, they can think about it and email me later.
- Adhere to the time limit. When people schedule the call, make sure they know how long it will take, and stick to that timeline.
- Repeat things back to the client. As your potential client is sharing about their struggles, it can be helpful to reiterate their problems back to them, so that you’re both on the same page and understand each other.
- Try to avoid yes and no questions. While there may be one or two “yes or no” questions that come up, open-ended questions will help you get more information from your client.
- Let them ask questions! Again, this call is for both of you, so allow time in the call for them to ask you questions about your process.
