"I’ll think about it and get back to you."

If hearing those words at the end of a discovery call makes your heart sink, you’re not alone! We’ve all been there: hanging up the phone, feeling like the conversation went well, only to realise later that yet another potential client has slipped through the net.

So, what’s going wrong? And more importantly, how can you fix it?

What You’ll Learn:

•  Why most interior designers convert just 30% of their discovery calls (and how the best convert 70-80%)
• A counterintuitive shift that will instantly boost your booking rate
• Five powerful questions to ask on your next discovery call
• How to make potential clients feel so understood they can’t wait to work with you 

The Uncomfortable Truth About Your Discovery Calls

Here’s the thing; most of us approach discovery calls completely backwards. We think our job is to impress potential clients by talking about us, our experience, our process, our portfolio.

The truth is, when we focus too much on ourselves, we’re missing a crucial fact: clients don’t actually care about our process… at least, not at first.

What they do care about is whether we truly understand them. Their frustrations. Their challenges. Their vision for their home.

And that’s where the magic happens! 

The Statistic That Changed Everything

On average, interior designers convert only 30% of their discovery calls into paying clients.

But the top designers? They’re converting 70-80%.

What’s the difference? They follow what I call The 30:70 Rule - and trust me, this one shift could change everything for you.

The 30:70 Rule: The Game-Changer for Discovery Calls

Most designers talk for 70% of the time and listen for only 30%. The best designers flip this; they spend just 30% of the call talking, and 70% asking questions and truly listening.

It sounds simple, but the impact is huge.

Think about it… how often do you come away from a call thinking, “I really nailed that, I explained my process so well!” but then the client still doesn’t book?

That’s because clients aren’t looking for an expert to lecture them. They’re looking for someone who gets them.

And the only way to do that? Ask more, talk less!

Beyond Just Listening: The Strategic Question Framework

Now, this doesn’t mean sitting in silence while the client talks. It’s about asking the right questions, the kind that uncover their true motivations, pain points, and desires.

Here’s how to apply the 30:70 Rule in three simple steps:

1️⃣ Shift from Telling to Asking

❌ Instead of: “I’ve been designing homes for 10 years and specialise in contemporary interiors.”
✅ Try: “What’s been your biggest frustration with your current space?”

See the difference? The second question instantly makes the conversation about them, not you.

2️⃣ Go Deeper Than the Surface

❌ Surface question: “What’s your budget?”
✅ Deep question: “How do you want your home to feel when the project is complete?”

The first question is transactional. The second is transformational. And clients buy transformations, not services.

3️⃣ Listen for Emotional Triggers

When a client says things like:

💬 “I feel embarrassed to have people over.”
💬 “I never feel truly relaxed in my own home.”
💬 “My partner and I can’t agree on anything.”

These are goldmines. If you can reflect these emotions back to them, they’ll feel deeply understood, and that’s when they’ll want you to be the one to fix their problem.

Case Study: The "Magazine-Worthy" Home

A designer I know had a client that wanted a “magazine-worthy” home. If they had taken that at face value, they might have focused on sleek, high-end finishes.

But when asked, “What would having a magazine-worthy home mean to you?” the client admitted she felt pressure from her critical mother-in-law, who always had something to say about her home.

That changed everything about how they approached the project. And it’s the reason she signed up to work with them, on the spot!

5 Powerful Questions to Ask on Your Next Discovery Call

Ready to put this into practice? Try asking these:

1️⃣ “What’s not working in your current space?”
2️⃣ “How do you want to feel when the project is finished?”
3️⃣ “What have you tried before that didn’t work?”
4️⃣ “What would make this project a complete success for you?”
5️⃣ “What’s the cost of not making these changes?”

Trust me, these questions will transform your discovery calls.

The 30-Minute Challenge

Try this on your next discovery call:

🎯 Aim to talk for just 9 minutes (30% of the time) in a 30-minute call.

It might feel uncomfortable at first, but you’ll be amazed at how much more clients will open up.

Bonus tip: Record your next call (with permission) and listen back. Are you talking too much? If so, now you know what to tweak.

The Active Listening Toolkit

Want to level up your listening skills? Try these simple techniques:

✅ Summarise: “So what I’m hearing is…”
✅ Ask follow-ups: “Can you tell me more about that?”
✅ Reflect emotions: “It sounds like this has been really frustrating for you.”

These small shifts make clients feel truly heard… and will make them more likely to book.

When Should You Talk About Yourself?

Don’t worry… I’m not saying never talk about your expertise. But wait until the right moment.

Once you fully understand their needs, then, and only then, explain how your approach will help.

Think of it like a doctor. Would you trust a doctor who prescribed medicine before listening to your symptoms? Of course not! Your clients feel the exact same way.

Your Next Steps

🚀 What’s one question you’ll start using in your discovery calls? Let me know, I’d love to hear!

Want to learn more about how to get more clients? Check out this blog post that will help you out!