#56 – Top 3 questions to ask a client on a discovery call

What do you do when you receive a new enquiry from a client?

Do you send them your rate card right away?

What happens then?

Here are the top 3 questions that should be asked when we receive that enquiry from a client. These 3 questions make a powerful start to the conversation with a potential (or existing client) – even before we offer our rate card or agree to the project.

We always need to know some key parts of the project so we have a full understanding of what we are handling, what’s on the table, and what we may be committing to.

Even if we have worked with a client before, we must repeat some of the same questions. Even if the fee remains the same, there may be a change in the scope or deliverables.

In order to avoid any sort of miscommunication later on, it’s vital that you ask a set of questions upfront so that you aren’t making any assumptions that you might regret later.

More is Better than Less

Most of the time, over-communication is better than under-communication. When we ask the right questions before offering our rate or creating a quote for a client, it allows us to:

• Understand the scope completely before diving in
• Gauge whether it is the right fit for us and our skills
• Get a handle on what the client expects and if we can meet their expectations
• Understand what commitment the project needs from us and if we have what it takes to complete the project

In the same vein, when you receive an enquiry from a client, refrain from simply sending them your rate card. Instead, request a pre-discussion or short discovery call. 

Top 3 questions to ask on a discovery call with a client

There are many different questions to ask a client to get a sense of their project and every photographer has their own system and set of questions.

When we start speaking to a potential client, start with the most basic but important questions upfront.

Talk about the big picture. here are the top three questions I recommend asking clients during the discovery call:

1. “How many photos and what style of photos are you looking for?”

This question is very important. It has two parts but both are interconnected.

Every style requires a different amount of time and effort. By asking how many photos and what style of photos they want, you can gauge if the job requires one day, 4 hours, or more. This becomes the basis for other questions.

When they share what they’re looking for, you can judge whether they need a food stylist or require you to fulfil the role and offer additional services.

Once you know how many photos and what the extent of styling is, mentally you can start calculating a potential quote. Before you offer any input, though, you need to ask more questions.

Remember, in the discovery call, your job is to listen and absorb more than talk about yourself.

2. “Where will you be using the photos OR what is the usage of the photos?”

This question is often missed but is very important as it allows you to gauge what the value of your photos will be for the client. If it’s for social media, a website, or ads, that would mean one thing. If it’s for magazines, TV commercials, or packaging, then you’re looking at a completely different ballpark figure.

As you’re getting all this information, it can be tempting to jump straight to where you think you can offer help, where it fits in terms of skills, and what fees you’re thinking of.

Once again, remember your job is to listen. Listen so that you have a complete understanding BEFORE committing. By this question, though, you would already have a pretty good idea of the big-picture of the project.

3. “Do YOU have a budget in mind?”

I recommend keeping this as the last question so the client has the chance to first familiarise themselves with your skills and knowledge.

The success of this question is subjective. Some clients come to discussions with clear budgets and some don’t.

Irrespective of the situation, review and offer a tailored quote at a later date.

So, there you go… my top three questions to ask in a discovery call. While I also like to ask about venue, timeline, and other details, I prioritise these questions as they allow me to gauge if we’re a good fit, which is key to successfully completing a project.

Conclusion:

By blindly offering our standard rate card, we may lose the opportunity to get to know a client or to be paid fairly for a project.

So, make sure to include a pre-discussion or discovery call in your business workflow if you aren’t already doing so. Not only will it give you an edge over the competition, but will also convey your professionalism as a photographer.