Discovery calls don’t have to feel rushed or uncomfortable. Fi shares how to approach them as an expert — creating a calm, intentional conversation and confidently recommending the best-fit solution for your client.

In this episode of Money Secrets, Fi continues **Part 2 of the four-part From Maybe to Yes series.** In this episode she’s diving into one of the most misunderstood, high-impact skills in small business: **running a great discovery call.**

Listen to Episode 56

What You’ll Learn in This Episode

Why discovery calls start before the actual call: Fi breaks down why your sales process begins the moment someone books. From filtering ideal clients to preparing questions, research, and setting expectations: the groundwork is what determines whether the call leads to a yes.
How to position yourself as the expert (without being pushy): Fi explains how to confidently lead the conversation, set an agenda at the start of the call, and create a calm, guided experience that helps clients trust your expertise.
How to get clients talking about their goals, not just their problems: You'll learn how to uncover what clients really want, what’s currently not working for them, and how to reflect that back so they feel understood, seen, and supported.
The power of recommending packages instead of custom quotes: Fi shares why bespoke quoting slows down your sales process, and how having clear packages allows you to confidently recommend the right option on the call.
How to handle objections with clarity and ease: Instead of avoiding hesitation, Fi teaches how to invite objections, let clients express all of them openly, and walk through each one with reassurance and expertise.
Why discovery calls are also market research gold: Fi explains how to use the language your leads naturally use, their words for their problems, goals, and fears, to strengthen your marketing and improve conversions.
How to identify when someone is not the right fit, and still build the relationship: Learn how to gracefully redirect, recommend someone else, and stay in integrity without burning bridges (because referrals and future work often come from these calls).

How to Run Discovery Calls - From Maybe to Yes #2 (EP#56)

Money Secrets Podcast – Episode 56

Introduction

We've made a lot of progress as a society in many areas, but one thing that hasn’t changed enough is our relationship with money. If we want to tip the scales in favour of marginalised people, we need to understand the secrets to making money in small business.

The more we talk about money — especially the secrets that usually stay behind closed doors or on the golf course — the more empowered we become. My mission is to get more money into the hands of good people, specifically business owners like you.

Because I believe small business can change the world. And to do that, we need to be making more money.

Acknowledgement of Country

This episode was recorded on the lands of the Wurundjeri People of the Kulin Nation. I’d like to acknowledge them as the Traditional Owners and custodians of this land and water that I live, work and play on.

I pay my respects to Elders past and present, and recognise that sovereignty has never been ceded. This always was, and always will be, Aboriginal and Torres Strait Islander land.

How to Run Discovery Calls That Feel Calm, Confident, and Lead to Yes

Discovery calls are one of the most important — and most misunderstood — parts of a service-based business.

In this episode of Money Secrets, Fi Johnston breaks down how to run discovery calls that feel calm, professional, and genuinely supportive, while also positioning you as the expert and increasing the likelihood of a clear, confident yes.

This episode is part two of the four-part From Maybe to Yes series, inspired by a mini-program run inside Good Money Club. It’s designed to give you practical, immediately usable tools — not scripts, pressure tactics, or awkward sales tricks.

Your Sales Process Starts Before the Call

A discovery call doesn’t begin when you jump on Zoom.

It starts much earlier.

Before someone ever books a call with you, they should already have clarity around:

Who you help
What you offer
How to book
What working with you looks like
(Ideally) what it costs

Strong sales processes begin by attracting the right people into your orbit — not everyone. Clear messaging, visible packages, transparent pricing (where possible), and thoughtful booking questions all help filter and prepare potential clients before you ever speak to them.

This means fewer awkward calls — and better conversations.

Position Yourself as the Expert (Without Being Pushy)

One of the biggest shifts Fi encourages is this:

A discovery call is not a casual chat, and it’s not free consulting.

It’s a structured, professional conversation where you guide the process.

A simple but powerful technique is starting the call by outlining an agenda — what the conversation will cover, how long it will run, and what the outcome will be. This immediately builds trust and helps your client relax, because they know what to expect.

When people feel safe and guided, they open up.

Let the Client Talk — and Really Hear Them

Great discovery calls aren’t about impressing someone with how much you know.

They’re about deeply understanding:

What problem they’re facing
What they’ve already tried
What isn’t working
What it’s costing them
What success would actually look like

Your role is to ask thoughtful questions, listen carefully, and reflect back what you’re hearing.

A simple check-in like:

“This is what I’ve heard — have I understood that correctly?”

can be incredibly powerful. It helps your client feel seen, heard, and understood — which is often the real reason they book a call in the first place.

Make Recommendations Based on Goals — Not Guesswork

Instead of asking clients what they think they need, Fi encourages business owners to anchor the conversation around goals.

Questions like:

What would success look like here?
Are you trying to maintain stability or grow?
What would a great outcome actually change for you?

Once you understand the goal, you make the recommendation.

This is where expertise comes in.

Rather than offering endless bespoke options, clear packages or productised services allow you to confidently say:

“Based on what you’ve shared and the goal you’re working towards, this option is the best fit — and here’s why.”

This removes confusion, builds trust, and helps clients feel supported rather than overwhelmed.

Good Money Club

Are you a female or LGBTQIA+ business owner who wants to make more money and create meaningful change? My 6-month program, Good Money Club, is designed to help you do exactly that.

We work on your pricing, positioning, business model, and mindset — so you can build your bank account and your impact. Read more about Good Money Club.

Address Objections Openly (and Calmly)

One of the most powerful moments in a discovery call is asking this directly:

“Is there anything that would stop you from moving forward?”

Inviting objections into the open removes tension and gives your client permission to voice hesitation, uncertainty, or concerns.

Your job isn’t to argue or convince — it’s to listen, respond calmly, and provide clarity. When people feel safe to be honest, decisions become easier.

Discovery Calls Are Also a Research Tool

Not every discovery call will convert — and that’s okay.

Calls are:

Relationship-building moments
Market research opportunities
Messaging goldmines

Pay attention to the language people use. Notice recurring phrases, fears, and goals. These words belong on your website, in your marketing, and in your content.

Sometimes a call won’t lead to a client — but it might lead to a referral, collaboration, or future opportunity. A respectful, generous conversation is never wasted.

Final Thoughts

Discovery calls don’t need to feel awkward, rushed, or draining.

When you approach them with structure, clarity, and confidence — and when you focus on understanding goals rather than pitching solutions — they become one of the most powerful tools in your business.

You’re not there to convince.
You’re there to listen, recommend, and guide.

If you’d like help working through this process yourself, you can download the workbook and start refining your discovery calls straight away.

Next in the Sales Sprint series, we’ll be diving into how to create proposals that get a confident yes.

Outro

Thank you for listening to Money Secrets. If you loved this episode, please subscribe, share it with a friend, or leave a review. Your support helps us get these conversations into the hands of more good people who deserve to thrive in business.

We’ve come so far as a society in many ways, but money is one of the areas where progress hasn’t been enough. If we want to tip the scales in favour of marginalised people, it starts with understanding the secret: money in small business.

In this podcast, Money Secrets, host Fiona (Fi) Johnston—Chartered Accountant, small business advocate, and impact enthusiast—dives into the conversations we need to have about money. The secrets that once stayed behind closed doors (or on the golf course) are finally out in the open.

Fi’s mission? To get more money into the hands of good people, like you. She believes small businesses have the power to change the world, and the key to making a bigger impact is to make—and manage—more money.

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Thank you to everyone involved for bringing this podcast together. We are excited to hear from you with any questions, feedback or suggestions for future episodes that you might have. Send a Direct Message to @peach.business

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