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The Discovery Call
It’s tough!
That’s the painted picture of a discovery call. But in reality, they are not as hard as they are made out to be.
The goal behind every discovery call is the same: to find out if the prospect is best suited to work with, learn more about them, and sell them your offer.
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Stage 1: Introduction and Get Personal with the Prospect
Here, you introduce yourself and get to know your prospect on a personal level by asking specific questions that will get the prospect to open up and share more information that will help you.
- Examples of a few questions:
- How have you been?
- What are some big wins you had recently?
- What’s your big goal?
Any personal questions that the client can answer quickly would help make them feel more comfortable on the call.
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Stage 2: Qualifying The Prospect
I firmly believe that this phase is crucial in the discovery call because if you make a wrong judgment here, you might end up with the short end of the stick.
So in this stage, be attentive and listen carefully to every interaction.
Try to ask questions that will help you determine whether or not you are a good fit to work with the prospect.
- Tell me more about the project.
- Have you ever hired someone in the past to work on this project?
- What are the main problems you are facing currently?
- What’s going to be your biggest priority in this project?
- What does success look like to you for this project?
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Stage 3: Present Your Solution, Your Offer
Once you get a good grasp of the project, you are ready to present your solution to them.
Here it would help if you tried to cover a few key things to make your offer awesome.
- What are you offering as a solution?
- How is it going to solve their problem?
- How the solution or offer will work (A general outline or Scope of work).
- How have you helped other clients with the same solution?
- How will they be updated with the work progress?
- How will you make them feel that they are involved throughout the project?
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Stage 4: Get Them Talking Now
At this point, you have shared the complete picture of how you will help them and how it will be beneficial for them. The only thing left to do is get the prospect talking about the doubts, issues, or fears.
Ask questions or make it easier for the pros[ect to talk about their doubts and issues about your offers.
You can simply achieve this by asking specific questions.
- Is there anything you would like to ask about the offer or proposed solution?
- Do you have any questions you would like to ask?
- When’s the best time to start?
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Step 5: Let’s Talk About The Money
Based on all four stages of the call, you might already have an idea about the potential budget of the prospect.
All you need to do is present your offer with the cost you have thought about or the package you have.
Try to share the following details:
- Your Actual Pricing
- How can clients pay you?
- Do you want the full payment before the project or 50/50?
- Handle any potential payment ejection prospect can have.
- Be confident about your pricing, and don’t negotiate much.
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CURATED BY
CURATOR'S NOTE
I've been using this discovery call layout for the past 9 years, and it seems to always work for me.
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