Master Your Discovery Calls
Guest Blog Post by Nicole Leaderboard Sales
So you’ve added a “Book your Free Discovery Call” button on your website; way to go!
Now what…
While you may think this is an opportunity to shine in front of your prospective customer; if you’re not careful you could blow it.
Discovery means that you learn as much as possible about your potential customer by asking great questions. Ask questions that start with:
Why
How
What
Tell me more
Your potential customer agreed to spend time with you on a Discovery Call because they feel you could potentially help them solve their problem-what exactly is their problem? Great discovery results in them realizing they may have more problems then they originally thought they had-or great discovery can lead to your customer realizing the primary problem they had isn’t really a problem at all.
Your Discovery Call is not a therapy session, vent session or coaching session. It’s certainly not an opportunity to tell them how AMAZING YOU are. It’s an opportunity for you-the business owner to do a DEEP dive and ask LOTS of questions.
A successful Discovery Call means by the end you can list at least 3 pain points your potential customer has.
It’s your job now to align your solutions to solve their problems. How will your business take their pain away-how much money will it save them if you solved their #1 issue?
nicole
