It’s easy to get caught up in the allure of quick fixes and promises of instant solutions. When it comes to IT support, the discovery call is one of the most important yet often misunderstood steps in choosing the right IT provider.
It’s not just about getting a “free quote” or being pitched on services you don’t need; a truly valuable discovery call should give you insight into your IT landscape and how it aligns with your business goals.
In this blog, we’ll demystify the discovery call, helping you understand what makes a great conversation with an IT provider. You’ll learn how to spot a genuine IT partner who’s invested in your long-term success – and avoid those who are just rushing to close a deal.
Let’s break down what a solid discovery call feels like, what you should expect, and how Techital uses this crucial first step to set a foundation of clarity for your IT strategy.
Red Flags in Rushed, Sales-Driven Discovery Calls
With more businesses partnering with IT providers to support their growth and security, it can be tempting to accept a free call with a potential partner that ends up being just a sales pitch.
In fact, recent data predicts that the IT services market will reach $563.94 billion USD in 2025, as more businesses turn to professionals to help them build IT strategies that set them up for the future.
However, when an IT provider is more focused on pushing a sales pitch than understanding your unique needs, you’ll feel it. These calls are often short, overly transactional, and only focus on services they want to sell, not the solutions your business needs.
Here’s what you might notice in a poor discovery call:
- The conversation feels one-sided, with little room for you to ask questions.
- There’s an emphasis on selling a specific service right away, with no effort to explore your pain points.
- Your IT environment isn’t properly assessed, and you walk away without any new understanding of your business’s IT needs.
This kind of discovery call is often more about closing the deal than truly understanding how the IT provider can support your business.
Five Things Every Business Should Walk Away With
A well-structured discovery call, on the other hand, should leave you with valuable insights and a sense of confidence. Here’s what every business should expect from a solid 30-minute discovery conversation:
- A Better Understanding of Their IT Risks: You should leave the call with a clearer picture of your business’s current IT vulnerabilities and risks. A good IT provider will ask the right questions to assess your system’s weaknesses, whether it’s cybersecurity gaps, outdated infrastructure, or inefficient workflows.
- A Reflection of How Tech Aligns with Business Goals: Your IT should not be a separate entity from your business; it should support your goals. A great discovery call will reflect on how your technology stack aligns with your broader objectives, helping you see where it might be falling short or where it could be optimized to drive growth. Lighthouse IT’s recent article provides insight into the IT blueprint to help your business grow with the right expert guidance.
- Identified Inefficiencies or Overlooked Tools: A true IT partner will help you identify areas where technology is underperforming or tools you might be overlooking. Perhaps there are productivity tools you’re not using to their full potential, or there’s room to automate processes to save time and reduce errors.
- A Recommendation (Not a Pitch): While many discovery calls focus on pushing a sales pitch, a trusted IT provider will offer actionable recommendations based on what they’ve learned about your business. This is not the same as a proposal, but a clear, thoughtful suggestion on next steps – whether that’s a follow-up meeting or a tech audit.
- Confidence About What Comes Next: Finally, a great discovery call should leave you feeling confident about what happens next. You should know exactly how the IT provider will follow up, what additional steps will be taken, and what the next phase of the conversation looks like. Transparency and clarity should be present throughout the call.
Why Discovery Is the Opposite of a “Free Quote” Call
While “free quote” calls can be tempting, they often don’t provide the level of insight your business needs.
A discovery call isn’t about getting a quick price estimate or comparing services on paper; it’s about building a relationship and uncovering the specific needs of your business. This is where you get clarity about pricing, your risks, goals, and technology gaps.
Unlike a “free quote” call, a discovery call should involve an in-depth discussion. It’s a chance for you to engage with an IT provider who’s genuinely interested in solving your challenges. This call is about understanding your business’s IT landscape, not about pushing a sales agenda.
Building the Foundation of a Trustworthy IT Relationship
At Techital, we understand the value of a great discovery call. It’s the first step in a transparent, honest conversation about your business’s IT strategy. By taking the time to assess your specific needs, we help you build a tailored IT plan that aligns with your goals for the future – not just the latest trend in tech.
Are you ready to make your next IT provider a true partner in your success?
Download our Discovery Call Prep Sheet to help you prepare for your first conversation, or book your own no-pressure call with us today. Let’s set the foundation for IT solutions that drive your business forward.
