Are You Wasting Time on the Wrong Prospects?
If you’ve ever received a discovery form back with one-word answers, or worse, left blank, you know the frustration. You want to help, but you also want to work with clients who are invested in the process. The truth is, how a prospect fills out your discovery questionnaire tells you a lot about how they’ll work with you in the future.
Why a Discovery Questionnaire Matters
Shows Who’s Serious
A detailed, thoughtful form signals a client who is keen to work with you and values your expertise. If someone cannot be bothered to fill out a few questions, will they really engage in the project or follow your advice?
Saves You Time
You can spot red flags early. If a prospect gives rushed or vague answers, it is a sign they might not be committed or could be difficult to work with down the line.
Improves Your Results
The more you know about a client’s needs, goals, and challenges, the better your recommendations will be. A proper discovery process sets everyone up for success.
Make Sure You Ask the Right Questions
A good discovery questionnaire is not just about filtering out the wrong clients, it is also about setting your project up for a win. Make sure your questions are:
- Relevant to the project: Ask about business goals, current challenges, and what success looks like for them.
- Easy to understand: Avoid jargon or overly technical terms. Use plain language that anyone could answer, even if they are not an IT expert.
- Open-ended where it matters: Give prospects a chance to explain their needs in their own words. For example, “What is the biggest frustration with your current website?” or “What would make this project a success for you?”
Writing your questions in a human, conversational way makes it easier for prospects to give thoughtful, useful answers. It also sets the tone for the relationship, showing that you care about understanding their business—not just ticking boxes.
What to Look for in Questionnaire Responses
- Detail and effort: Are the answers thoughtful, or just “yes/no” and blanks?
- Clarity on goals: Does the client know what they want, or are they just fishing for prices?
- Willingness to share: Have they provided enough background for you to understand their business?
If you see rushed, half-complete answers, it is a warning sign. You are looking for clients who are ready to invest time in the process, not just those shopping around.
Microsoft Forms: A Handy Tool for Discovery
One of the best tools for running your discovery questionnaires is Microsoft Forms. It is easy to use and, crucially, it tells you how long it took the prospect to complete the form. If it is filled out in five minutes or less, chances are the answers will be rushed and unhelpful. If someone takes their time, it shows they are engaged and serious.
How to Use This Insight
- Prioritise prospects who give detailed, thoughtful answers
- Be cautious with those who rush through or skip questions
- Do not be afraid to ask for more info or clarify vague responses
- Focus your energy on clients who value your process, it is better for everyone
Overcoming Common Objections
- “If we make it too hard, we will lose leads.”
You only want to work with clients who are serious about partnering with you. - “Some people are just busy.”
If they are too busy for the basics now, will they make time for the project later? - “I feel bad turning people away.”
It is about finding the right fit, so you can deliver your best work.
Ready to Qualify Your Clients the Smart Way?
A discovery questionnaire is more than admin, it is your first filter for finding great clients and a key to understanding their needs. If you need help setting up a questionnaire with Microsoft Forms, we will help you for free.
