The Designer’s Guide to Effective Discovery Calls: What to Ask & What to Avoid
Your discovery call is more than a quick chat—it’s the first impression that can turn a curious lead into a committed client. Get it right, and you’ll walk away with a confident yes (and a clear understanding of what’s ahead). Get it wrong, and you risk wasted time, mismatched expectations, or ghosted follow-ups. 😬
This guide will help you lead discovery calls with clarity, confidence, and purpose—by knowing what to ask, what to avoid, and how to guide the conversation like the expert you are.
🎯 The Purpose of a Discovery Call
A discovery call is your chance to:
Qualify the lead before investing more time
Get a high-level overview of the project
Establish trust and authority
Set the tone for how you work
Decide whether you and the client are the right fit
🧩 Think of it as the foundation of your working relationship.
✅ Questions You Should Ask
These questions help uncover the client’s needs, expectations, and mindset—so you can tailor your service accordingly.
1. “Can you tell me about the space you want to work on?”
Get the client talking early—this gives you insight into their vision and how they describe their space.
2. “What are your goals for the space?”
Functionality? Resale value? A complete refresh? Knowing their priorities helps shape your pitch.
3. “What’s your timeline for this project?”
A client needing results in two weeks may not be the right fit. Always confirm deadlines upfront.
4. “Have you worked with an interior designer before?”
First-timers may need more education around process, pricing, and expectations.
5. “What budget have you set aside for this project?”
Budget talk can be uncomfortable, but it’s essential. Phrase it as part of the planning process, not a test.
6. “How involved do you want to be in the process?”
Some clients want to approve every detail—others prefer a hands-off experience.
➡️ Use your Interior Design Project Consultation Notebook Template to guide these conversations with structure and confidence.
🚫 What to Avoid Asking (or Doing)
Not everything is fair game during a discovery call. These missteps can kill the momentum:
🚫 Diving too deep too soon
This is not a full design consult. Avoid giving design advice or solving their layout problems right away.
🚫 Underselling your process
Saying things like “I’m flexible” or “we’ll figure it out later” can make you seem unsure. Stick to your structure.
🚫 Talking too much about yourself
The client should be doing most of the talking. Your job is to listen and guide—not sell every service you offer.
🚫 Skipping boundaries
Don’t forget to mention your process, timelines, and how you communicate—this avoids trouble later.
🗂 Your Discovery Call Checklist
Before the call:
Review the client’s completed Client Questionnaire (from the Client Prospecting Pack)
Pull up your Consultation Notebook Template
Have your process and pricing ready to reference
During the call:
Let the client speak first
Take notes and listen for red flags or alignment
Ask your structured questions
Mention what happens next if it’s a fit
After the call:
Send a follow-up with your Fee Proposal Template
Include a recap and next steps to keep the momentum
Your discovery call is not about selling—it’s about qualifying. When you guide the conversation with thoughtful questions and structure, you show up as a professional who knows exactly what they’re doing.
Ready to make your next call effortless? Grab the Interior Design Project Consultation Notebook Template to lead every conversation with clarity and confidence.
