Top Discovery Call Mistakes You Must Avoid

Avoid these top discovery call mistakes to win over luxury wedding couples

Here are ways to avoid these top discovery call mistakes to lead to successful relationships and filling up your books with ideal clients.

When it comes to running a luxury wedding business, discovery calls are your first chance to build trust and showcase your expertise. However, many wedding professionals unknowingly make discovery call mistakes that push potential couples away. Learn how to avoid them asap!

1. Don’t Overwhelm Your Clients

Planning a wedding is a full-time job—on top of the full-time jobs your couples already have (and personal life to boot!). Most couples arrive at discovery calls already feeling overwhelmed and stressed. While us wedding professionals want to be helpful, adding in layers of information guides and pouring on education will do the exact opposite of what you want. Instead focus on making the call a calming, positive, and productive experience.

What You Should Do:

• Give the couple a simple agenda to guide them – use a scheduling link for ease
• Always do a virtual meeting and record (ask for approval first!) to be able to present
• Highlight how you can make the process smoother and less stressful for them.

Pro Tip: Position yourself as a problem-solver who understands their emotions and challenges.

2. Stop Asking the Same Old Questions

One of the biggest discovery call mistakes is relying on overused, surface-level questions like, “How did you two meet?” or, “When did you get engaged?” While these are fine for small talk, they don’t help you stand out in a competitive luxury wedding market.

What to Do Instead:

• Ask meaningful, open-ended questions like, “Tell me about your journey as a couple.”
• Encourage them to share their story as individuals as well as a couple – shows interest in them as humans
• Pay attention to their tone, reactions, and gauge their interest levels to understand what matters most to them – Shows the green, yellow, and red flags

Pro Tip: Deeper conversations create memorable experiences and as someone who truly cares.

3. Don’t Be Too Salesy

Yes, the ultimate goal is to book the client, but coming across as overly sales-focused can be extremely off-putting and gives couples the ick. The discovery call is not the time to hard-sell – don’t screenshare a 15-page brochure of services. Trust me, not the place. Rather, it’s the time to build trust and rapport.

What to Do Instead:

• Focus on understanding their needs and provide story telling solutions
• Sprinkle in your expertise by offering industry insights or advice
• Leave the detailed sales pitch for the proposal stage – Schedule a proposal chat (Keep them on the hook!)

Pro Tip: Discovery calls are to discover the couple as much as they are discovering you.

Master Discovery Calls to Win Luxury Wedding Clients

Avoiding these common discovery call mistakes can transform how couples perceive your luxury wedding business with hospitality and kindness at the forefront. By reducing stress, standing out with unique questions, and focusing on relationships over sales, you’ll create an exceptional experience that sets you apart from the competition.

Key Takeaway: Discovery calls are about connection, not just conversion. Show couples that you understand their needs, and the bookings will follow naturally.