Discovery Call
A discovery call is the structured initial sales conversation between an MCA rep and a qualified merchant — uncovering capital need, business context, prior funding history, and decision criteria — used to position the right funding product and accelerate toward funding decision.
Why This Matters
Discovery is the highest-leverage conversation in the MCA sales cycle. Strong discovery accomplishes four things: confirms qualification (revenue, time-in-business, current funding stack), identifies the capital use-case (expansion, payroll, equipment, debt consolidation), surfaces objections preemptively (cost concerns, prior bad experiences, timing), and sets the path to deal close. Most MCA shops codify discovery into 8–12 question scripts that reps execute consistently. Discovery quality directly correlates with funding rate — shops with strong discovery convert qualified leads 30–50% higher than shops without.
Frequently Asked Questions
Frequently Asked Questions
What questions should an MCA discovery call cover?
What's driving the capital need? How much do you need and when? What's your current revenue and processing volume? Do you have any current MCA, loans, or factoring positions? What's your time-in-business? What other funding options are you considering?
How long should an MCA discovery call run?
10–20 minutes for standard MCA. Longer (25–40 min) for complex multi-position deals or specialty programs. Beyond 40 minutes, conversion typically declines — long discovery often signals merchant indecision or rep over-pitching.