How Your Discovery Meetings Propel Your Income and Influence

Why the Discovery Meeting Is the Most Important Meeting You Will Ever Have

A discovery meeting is not just an intro call or free consult. It is the moment of truth that defines your influence, impact, and income. It sets the tone for your entire client engagement, dictating how you are positioned, the type of work you land, and how much you are paid.

For consultants and coaches who want to deliver transformational results and command higher fees, the discovery meeting is where you demonstrate your value as a strategic partner, not only as a service provider.

Common Mistakes Consultants Make in Discovery Meetings

Many consultants and coaches unknowingly sabotage their discovery meetings by putting the spotlight in the wrong place. Here are two extremes to avoid:

1. Spotlight on You – Selling your methodology, credentials, or track record might feel natural, but it is not why clients booked the meeting. Clients want clarity and validation, not a sales pitch.

2. Spotlight Only on the Client – Solving the problem too quickly or saying yes to every request without understanding the bigger picture leads to transactional work. Clients often do not see their own strategic needs, which is why they need you.

The goal is balance. You want to shine the spotlight on the partnership, on what you and your client can achieve together.

Shifting the Focus From Wants to Needs

The most powerful pivot you can make in a discovery meeting is moving from client wants to client needs.

For example, if a client asks for conflict resolution training, you could simply agree. But if you guide the conversation deeper, you might uncover that the real issue is production defects costing millions in lost revenue. Suddenly, you are not delivering a $10,000 workshop. You are positioning yourself for a $100,000 engagement that directly impacts business growth.

This pivot transforms you from a vendor to a trusted partner. It also allows you to price your services based on value rather than hours.

The Four Key Outcomes of a Strategic Discovery Meeting

To establish yourself as a peer and strategic partner, your discovery meeting should aim to clarify four things:

1. The Client’s Goals – What they want to achieve.

2. Why Those Goals Matter – The tangible and intangible benefits.

3. The Partnership Needs – Why they need you specifically.

4. The Directional Agreement – Alignment on what success looks like.

When you walk away with these outcomes, you have set the stage for a partnership rooted in trust, influence, and ROI.

Building Credibility Through Framing and Empathy

Clients do not buy your credentials. They buy your ability to understand and articulate their challenges better than they can. This is where framing and empathy come in.

By listening strategically, organizing their thoughts, and reflecting back the bigger picture, you establish credibility and create immediate value. This process not only earns trust but also opens the door to larger, more meaningful engagements.

Overcoming Money Anxiety and Imposter Syndrome

Many consultants fear that if they do not give clients exactly what they ask for, they will lose the deal. In reality, rushing to please often costs you bigger opportunities.

Shifting into strategic partnership requires courage and a new mindset. By slowing down, listening deeply, and guiding clients toward their true needs, you set yourself up for greater influence, higher fees, and more control over your time and business.

Next Steps: Master the Discovery Meeting

• The discovery meeting is more than a sales conversation—it’s the foundation for building authority, trust, and transformational results. Start by practicing the pivot from wants to needs. Use framing and empathy to establish credibility. Focus on the partnership, not just the transaction. Accelerate your mastery, download my free Discovery Meeting Script at betsyjordyn.com/discovery-meeting-script.
• And if you’re ready to multiply your impact and income, join the Impact & Income Accelerator, my 8-week group coaching program designed to help consultants and coaches like you land higher-value engagements with confidence. 👉 Learn more and reserve your spot here: betsyjordyn.com/accelerator

If you enjoyed this post, you may also like:

• Listening is the Ultimate Consulting and Coaching Skill
• Why Some Consultants Land Bigger, Better Engagements
• Service Provider vs Strategic Partner: Which Is Your Path to Greater Impact and Income?

About me: Betsy Jordyn is a brand messaging strategist and business mentor for purpose-driven consultants and coaches. With a background in organizational development—including a consulting career with Disney—she helps experts clarify their unique value, position themselves strategically, and build businesses that deliver impact, income, and personal fulfillment. Connect with Betsy Jordyn to clarify your message, elevate your brand, and attract the clients you're meant to serve. Start here → https://www.betsyjordyn.com/services