As an experienced interior designer and business coach who has successfully helped hundreds of designers over the years, I've used discovery calls extensively. But when it comes to interior design, discovery calls just don't make sense. 

Are you an interior designer who is offering any of the following: a) A Discovery call, b) A 10-minute call, c) A Free Introductory call, d) A Consultation or e) A No obligation chat? If so, please read on, so that I can explain why offering any of these is hurting your interior design business and specifically, why interior designers don’t need discovery calls.

The term “discovery call” is rooted in the sales industry, particularly in consultative selling, like business or life coaching. It’s that initial conversation where the salesperson or coach digs deep to understand a potential client’s challenges and needs. It’s designed to help them tailor their pitch and, convert them into a paying client. I learned about discovery calls when I was training to become a business and life coach, and in that context, they make perfect sense.

An interior design discovery call usually takes about an hour, requires preparation and the main goal is to convert the potential client to a paying one. A typical sales call, oops, discovery call would be structured like this:

In coaching, you need time to understand a client’s personal issues, build trust, and make sure there’s a good fit, so a discovery call makes sense because you need to uncover deep-rooted personal issues that require time and trust to explore. However, interior design doesn’t operate in the same way.

Interior design clients don’t need an hour-long discovery call. They don’t need a deep dive into their psyche or a probing session to uncover hidden design desires. They usually have a good idea of what they want, and they’re looking for someone to make it happen. So don’t overcomplicate the process of contacting you or being able to work with you.

If you’re currently offering a discovery call, a 10-minute chat, or a free consultation, here’s a different approach. Be direct and accessible. When a potential client reaches out—whether by phone, email, or even a quick DM—respond promptly and give them the information they need.

You don’t need to overcomplicate things with scheduled calls or consultations. Instead, focus on being available and approachable and know your services inside-out. For example, if a client calls to ask a few questions, simply pick up the phone and talk to them. Don’t make them jump through hoops or schedule a time slot for a brief chat. If you’re responsive and easy to talk to, you’re more likely to land the job without all the extra hassle.

Also, if you’re super clear about what you offer and how it helps your clients (aka basic marketing) then the client just needs a bit of reassurance that you’re a real person and that they like you enough to work on the project with you.

If you need help with your services, have a look at this post about E-Design Services: How To Provide Interior E-Design Service .

Online scheduling might have a place in low cost interior design but, smaller interior design services shouldn’t be hard to sell if you’re marketing correctly! When it comes to traditional services, the client will want to speak to you when they’re excited, not three days from now when you have space in your diary.

The only exception in my opinion are business to business projects, (commercial clients). These clients and business owners might prefer scheduling software because they often work to their diary schedule and they’re less likely to cancel because they wouldn’t have contacted you in the first place if they weren’t serious about working with you.

Some designers believe in pre-qualifying clients before scheduling a discovery call. While this is wise, it’s not always necessary—especially for smaller projects. Small projects don’t require the amount of time as large or complex ones. If you’ve structured your services correctly and marketed them well, small projects should be an easy “yes” for clients.

For larger projects, where clients expect a luxury service, it’s important to remember that “booking in” a discovery call can sometimes insult them. High-end clients don’t want to feel like they’re just another person in your calendar—they want personalised attention. Instead of putting up roadblocks with scheduling calls, focus on nurturing the relationship.

Most clients are intimidated to call an interior designer and are afraid they are wasting your time because they might not be able to afford you. So when they reach out by messaging, emailing or calling, don't scare them away by overcomplicating the process.

As designers, we sometimes overcomplicate things because we want to appear professional. We set up these barriers, thinking we’re protecting ourselves from “tire kickers” or time-wasters. But in reality, most clients are genuine and just need a little guidance. In my 20+ years of experience, I’ve encountered very few “crazies,” and I’ve found that being open and accessible has led to far more positive outcomes than putting up walls.

So, what’s the difference between an interior design discovery call and someone just calling to inquire about your services? An interior design discovery call is a structured, proactive approach where you’re trying to understand the client’s broader needs and qualify them as a lead. An inquiry call, on the other hand, is more informal and reactive. It’s about answering your client’s specific questions and giving them the information they need right then and there.

While discovery calls work well in coaching, they’re often overkill in interior design. Most clients aren’t looking for a deep, exploratory conversation—they just want to know if you can help them and how much it’ll cost. A straightforward inquiry call can accomplish that without all the extra steps.

Interior design is a professional and personal service. You will likely see your clients underwear at some point (if you haven’t already) so you’re going to get very comfortable with each other. Just think about it, NO-ONE in their right mind will trust you as their designer if you don’t even bother to assure them that you’re available to speak, or if your turn around time is 48 hours from an email response or worse, they have to “book in” with you each time they need to ask something.

Interior design services aren’t that difficult to sell if you have created them correctly and teamed that with a marketing plan. If you would like a bit more information on this topic, check out our spotlight on marketing here:  Marketing Interior Design So Your Clients Know What You Do

Break the barriers to them hiring you. It doesn’t make you look desperate. Think about when you purchase something from a shop as a customer. If you want to ask a question about the product, isn’t it infuriating when you can’t get hold of someone? Clients already have builders and subcontractors who do this to them, you’re the professional, keep your standards high.

Discovery calls have their place in industries like business or life coaching, but in interior design, they often create unnecessary barriers and waste your and your clients time. Instead of spending hours on calls that might not lead to a project, focus first on nailing your design services and marketing them (if you need help with this check out our mentorship program: Online Interior Design Course), then break down the barriers to them accessing you.

So, if you’re still offering interior design discovery calls, maybe it’s time to rethink your strategy. Make yourself available, answer questions directly, and skip the mumbo jumbo. Your clients will appreciate the simplicity, and you’ll save valuable time and make more money as an interior designer doing what you love.