Why Discovery Calls Work and Not Sales Calls

Ashley
Oct 13
3 min read

Updated: Oct 22

Would you believe me if I told you I run a successful 7-figure business and have never made a single sales call? No, seriously. Never. Sales calls just aren’t my thing, they feel forced and transactional. What I am a big fan of? Discovery calls.

They’ve been the secret ingredient behind Pretty Penny’s growth and client satisfaction for years. Let’s talk about why discovery calls work so well, and how we use them to build genuine, long-lasting relationships.

Discovery Calls vs. Sales Calls

Here’s the key difference: discovery calls aren’t about making a sale. They’re about connection. A discovery call is a low-pressure conversation to see if we’re a good fit for each other—kind of like a mutual vibe check. We talk through personalities, packages, expectations, and goals.

In short: sales calls push. Discovery calls guide. And they work wonders because they prioritize people over transactions.

How a Discovery Call Works at Pretty Penny

When someone books a discovery call, here’s what happens:

You talk, we listen. We start by having you share about yourself, your business, and your finances. This quick brain dump gives us the context we need to serve you well.
We guide the conversation. Then, we ask thoughtful questions about your accounting setup, tax situation, and past experiences with other accountants.
We identify your needs. From there, we match you with the right services—whether that’s tax prep, bookkeeping, or full financial strategy.

Our discovery calls are short (about 20 minutes), high-impact, and focused on finding clarity for both sides.

Quick, Low-Commitment, High-Impact

The beauty of discovery calls is that they’re not a huge time commitment. You get clarity, confidence, and an introduction to how we work—without any sales pressure.

Our average call is just 20 minutes, but in that time, we’re able to pinpoint what you need and how Pretty Penny can help your business thrive.

Want to see for yourself? Book your discovery call here.

Transparency Builds Trust

Another reason discovery calls work so well? We lead with transparency.

Our pricing isn’t a secret, we give quotes right on the call. If something doesn’t feel right, we talk about it. Simple as that.

By being upfront about pricing and expectations, we take the guesswork (and awkwardness) out of the process. Most clients have already reviewed our services and packages before booking, so this call becomes the final step in confirming what’s best for them. Check out our full list of services and packages.

The Perfect Fit Matters More Than Just a Sale

We’re firm believers that fit matters more than closing the sale.

If we’re not the right match, we’ll say so—and even point you toward another accountant who might be. Because our goal isn’t just to land another client; it’s to help small business owners find the support that truly fits.

This approach builds lasting relationships built on trust, not pressure.

Who Handles Our Discovery Calls

Right now, I (the owner) still take a good amount of the discovery calls myself; it’s one of my favorite parts of the job! It’s how I stay connected to our clients, understand their needs firsthand, and refine our messaging and services.

I’ve also added another team member to help take these calls, but the spirit behind them will always stay the same: genuine connection first, business second.

How Successful Are Discovery Calls?

Our discovery calls have about a 75% close rate, which translates to around 50% of callers becoming clients.

The others? Some find a better fit elsewhere, some aren’t ready yet and return later, and a few ghost us (it happens!).

And honestly, that’s okay. Every conversation serves a purpose—whether it’s the start of a partnership or simply offering clarity and direction.