Nostalgia marketing is about connecting your brand with positive concepts or ideas from the past. The goal is to associate your brand with the feelings of comfort and security that are triggered by those ideas. While the concept is not new, it’s become more popular in recent times and is used by companies of all sizes and across industries, from Netflix to McDonald’s. And that’s because it works.

Selling The Past

Studies on autobiographical memory — the memory system that tracks episodes of our lives — have shown that when we are reminded of episodes from our past, we re-experience the emotions tied to the original episodes. So, if those memories were positive, we’re likely to experience the same cheer. Nostalgic campaigns remind your customers of those episodes that once made them feel good. As they relive the experience, they are likely to also extend those feelings of warmth to your brand for taking them back in time. That’s a win-win for everyone.

Why Nostalgia Marketing Works

From Gen Z to boomers, every generation has memories that are special to them. Consumers prefer aesthetic products (such as movies and music) associated with their youth, products that existed in their early to mid-twenties.So, revisit the childhoods and youthful years of your customers and identify people and objects they’d be happy to see again, as well as events and trends they’d be happy to relive.Be sure to choose trends that align with your business values — one of the pitfalls of revisiting the past as a marketing strategy is that it could easily backfire if done incorrectly.

How to Use Nostalgia In Marketing Your Business: Identify Relevant Memories

Look out for occasions where nostalgic elements would be appropriate. Rebranding — Burger King performed their first rebrand in 20 years and they chose to revisit their iconic logo from the 70s.  Announcing a change in business goals or direction — McDonald’s used a nostalgia-driven ad to announce the removal of artificial preservatives and antibiotics from their products.Celebrating a milestone or anniversary — Fairy Liquid brought back its original plastic white bottle design for a limited period to celebrate its 50th anniversary.

Find Occasions To Display Nostalgic Elements

One of the biggest benefits of nostalgic campaigns is that they are inherently shareable. The good feeling behind “Oh, I remember this!” propels people to share nostalgic posts with family and friends who are a part of those memories. While big businesses may have the budget for television ads, social media comes in very handy for a small business that does not have such deep pockets.  When sharing posts that invoke memories, such as throwbacks to famous events, moments, or people, use popular hashtags such as #WaybackWednesday, #ThrowbackThursday, and #FlashbackFriday.

Fuel Your Campaign With Social Media

Nostalgia marketing can be an excellent way to help your customers relive simpler times and be part of their return to normalcy. Here's how to do it right.

marketingandsales

Marketing & Sales

business

Business

Nostalgia Marketing and How Brands Recreate a Time From the Past

6 WEAPONS of Influencing People :<ol><li>RECIPROCITY</li><li>CONSISTENCY</li><li>SOCIAL PROOF</li><li>LIKING</li><li>AUTHORITY</li><li>SCARCITY</li></ol>

Short Summary 

<ul><li>When someone gives us something, we feel obliged to repay them back. It’s for this reason that people are more likely to say “Yes” to your request when you first give them a small gift or perform a small favour (People will be nice if you’re nice to them).</li><li>Something as small as a pen has been shown to influence people well beyond its monetary value.</li><li>For example, according to the American Disabled Veterans organisation, mailing out a simple appeal for donations produces an 18% success rate; but, enclosing a small gift--personalized address labels--boosts the success rate to 35%.</li></ul>

RECIPROCITY

<ul><li>It is quite simple, our nearly obsessive desire to be and to appear consistent with what we have already done (Commitment).</li></ul>Toy Companies Strategy:<ul><li>Advertise one kind of a toy. Parents promise their kids they will buy it for them</li><li>Before Christmas they don’t offer it, saying sold out. Buying some other toy.</li><li>In Jan and Feb when it was previously quiet, they release it. Parents already made their commitments now have to buy it.</li></ul>

CONSISTENCY 

<ul>
<li>Ever wonder why TV shows use laugh tracks. It’s so you know when to laugh.</li>
<li>People will more likely say yes when they see other people doing it too. This is amplified in situations of uncertainty, where we look to others for cues on what we should do.</li>
<li>Humans are social by nature and generally feel that it’s important to conform to the norms of a social group. </li>
<li>As 95% of people are imitators and 5% are initiators, people are more persuaded by the actions of others than any other proof.</li>
<li>Charities spend a lot of the time showing how other viewers have made contributions.</li>
</ul>

SOCIAL PROOF

We like people who are similar to us, with the same views, interests, beliefs and values. We therefore need to find areas of shared interest to increase rapport and connection.You like Coffee?! Wait, I like coffee too! We have so much in common!<ul><li>Nearly every advertisement you see will feature individuals designed to appeal to the product’s target market. The more the consumer associates with and likes that person, the more likely they are to be influenced by them.</li></ul>

LIKING

<ul><li>We’re taught in childhood that we should obey authority figures such as: parents, teachers, coaches, policemen, doctors etc..</li><li>This carries over into adulthood where we continue to look up to and are influenced by recognized experts and officials. </li><li>Dentists in white coats are used to sell us toothpaste, airline staff wear uniforms to remind us of their authority and many an email signature is appended with a string of qualifications in an effort to increase the individual’s authority.</li></ul>

AUTHORITY

<ul><li>Research shows that humans respond MORE to “fear of loss” than “gaining something“.</li><li>Companies will use “limited time offers” to make it appear products are in a short supply to increase buying frequency. </li><li>The next time you’re shopping on Amazon and Zappos, pay attention to see if they’re using this tactic. It’s amazing how no matter what pair of shoes you select, there ALWAYS tends to be “only 2 pair left!”.</li><li>If you offer people something rare or scarce, they are more likely to want it.</li><li>We have the tendency to want what has been banned.</li></ul>

SCARCITY

leadershipandmanagement

Leadership & Management

career

Career

communication

Communication

personaldevelopment

Personal Development

Understand yourself and those around you.

psychology

Psychology

How To Be Effortlessly Charismatic

Ever wonder why TV shows use laugh tracks? -People are more likely to laugh when they hear others laughing

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

problemsolving

Problem Solving

books

Books

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: <ul><li>Reciprocation</li><li>Commitment and Consistency</li><li>Social Proof </li><li>Liking </li><li>Authority</li><li>Scarcity</li><li>Unity, the newest principle for this edition</li></ul>Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

Robert B. Cialdini, PhD is an accomplished writer whose work has resonated with readers around the world. Robert B. Cialdini, PhD has published several books that explore a range of topics, from fiction to nonfiction, and has received critical acclaim for the ability to weave compelling narratives. Robert B. Cialdini, PhD's writing style is known for its depth and authenticity, and has earned quite a loyal following of readers.

Robert B. Cialdini, PhD

Influence

Brand vision comprises three key components: <ol><li>Brand Values - a common cause for for customers & employees</li><li>Brand Future - how can you shape your future to manifest your brand's full potential</li><li>Brand Purpose - how are you making the world a better place, and what meaningful role your brand can perform in this respect?</li></ol>

3 Components of brand vision

motivationandinspiration

Motivation & Inspiration

startup

Startups

3 Key Components of a Brand Vision

The ancient Roman festival Lupercalia took place annually on February 15 and involved primitive forms of courtship and matchmaking. St. Valentine was also executed on February 14, around 278 A.D. Legend has it that he befriended the jailer's daughter and wrote a letter to her the night before his execution, then signed it, "From Your Valentine." Two centuries later, Pope Gelasius ordered that Lupercalia be replaced with February 14, observing St.Valentine's Day. The Romans also constructed the idea of Cupid, a god of love, which was adapted from Eros, a Greek god of passion and fertility.

The roots of Valentine's day lie in ancient Rome

Valentine's Day first became romanticiced by classic authors. Chaucer (1300s)Chaucer's epic poem The Parliament of Fowls referenced "Seynt Valentynes day." Shakespeare (16th century) Shakespeare popularised love with his "Sonnet 18" "Shall I compare thee to a summer's day?" In Hamlet, the character Ophelia recites a song about a young lady's experience with the holiday, "Tomorrow is Saint Valentine's day," and "To be your Valentine."

Shakespeare and Chaucer in love

By the 1700s, Valentine's Day made its way to the United States. It became traditional for friends and lovers of all social classes to exchange small tokens of affection or handwritten notes. In England, the Industrial Revolution eventually included the production of fancy valentines. When American Esther Howland received her first English valentine greeting in 1847, she believed there would be an American market for these formal, English-style greetings. She created the earliest American Valentine's Day greeting cards.

The 17th Century and Beyond

<ul><li>1714: Charles II of Sweden started communicating with flowers. This tradition set the stage for red flowers to be exchanged for Valentine's Day.</li><li>1822: The Cadbury chocolate company sells the first heart-shaped box of chocolates.</li><li>1849: Howland hopes to earn $200 with Valentine's Day cards but instead earns 25X.</li><li>1866: Conversation candies are developed.</li><li>1870: Howland incorporates her booming card business as the New England Valentine Company. In 1881, she sold her company to George C. Whitney Company.</li></ul>

Valentine's Day marketing 1700 - 1800s

<ul><li>1902: Conversation candies become heart-shaped.</li><li>1906: American Greetings was founded and eventually became one of Whitney's chief competitors.</li><li>1910: Hallmark is founded.</li><li>1913: Hallmark produces its first Valentine's day card.</li><li>1948: The De Beers diamond company launched its "A Diamond is Forever" campaign, promoting the message that jewellery can be used to express love.</li><li>1986: Hershey's began packaging Kisses candies in pink and red foil for Valentine's day.</li></ul>

Valentine's Day marketing 1900s

<ul><li>2004: Marketers continue to embrace the media, and an influx of high-quality and high-budget commercials mark the holiday. One iconic commercial was the mini-romance drama Le Film that promoted Chanel No. 5 perfume.</li><li>2005: YouTube was invented because "three guys on Valentine's Day had nothing to do."</li><li>2013: Uber tolls out "Romance on Demand," allowing users to send flowers on Valentine's Day via the app.</li><li>2018 - present day. Valentine's Day marketing campaigns have gone mostly digital with a strong social media presence.</li></ul>

Valentine's Day marketing 2000s

Discover the roots of Valentine's Day marketing, and how it wasn't always about cards, flowers, and chocolate.

history

History

loveandrelationships

Love & Relationships

artsandculture

Society, Arts & Culture

Be Mine: A Brief History of Valentine's Day Marketing

We all want to use our time efficiently and productively, especially while at work. And yet, studies have shown that 77% of employees use social media while on the clock, many of them for up to several hours a day.Take a few minutes to watch the videos and then the next thing you know, an hour has gone by. You’ve been sucked down the rabbit hole, watching video after video, while that big report sits, neglected, on your desk.

The problem

Based on a series of studies with a total of 6,445 U.S.-based students and working adults it was identified three factors that influence whether people choose to continue viewing photos and videos rather than switch to another activity:<ul><li>the amount of media the person has already viewed</li><li>the similarity of the media they’ve viewed</li><li> the manner in which they viewed the media</li></ul>

Understanding the  🐇  hole

In the first part of the research, participants view either five different music videos or just one music video, and then we asked them if they’d rather watch another video or complete a work-related task.In theory, one might expect that people would get tired of watching music videos after watching five in a row, reducing their desire to watch more of them. But in fact, we found that the opposite was true: Watching five videos made people 10% more likely to choose to watch an additional music video than if they only watched one video.

Have already viewed several videos

Participants were shown the same two videos, but for half of the participants, we explicitly labelled the videos with the same category label (“educational videos”), while for the other half of the participants, we didn’t include a category label. We found that simply framing the videos as more similar via the category label made people 21% more likely to choose to watch another related video.

Impact of framing the videos people watched as similar to one another

One group of participants complete two work tasks and then watch two similar videos, while the other group completed the same four tasks, but alternated between them (i.e., work, video, work, video).Despite having done exactly the same activities, the order made a big difference: The participants whose video consumption was uninterrupted were 22% more likely to choose to watch another video than those who alternated between work tasks and videos

Watching several videos consecutively

<ul><li>Make an effort to just watch one video; if you really want to watch multiple in a row, choose videos that seem unrelated; or find ways to intentionally interrupt your viewing experience.</li><li>You can use a social media timer that prompts you to take a break after a certain amount of time, or even just consciously remind yourself to consume different kinds of content.</li><li>Find ways to reduce the similarity, repetitiveness, and relatedness of the content you’re consuming.</li></ul>

How to combat the pull of rabbit hole

longevity

Longevity

productivity

Productivity

entertainment

Entertainment

technologyandthefuture

Technology & The Future

Doom-Scrolling & The Dark Side of Social Media

The results of a series of studies exploring what makes people more or less likely to get sucked into endlessly watching videos or looking at posts.

A series of studies identified three factors that lead people down the media consumption rabbit hole.

The Psychology of Your Scrolling Addiction

What are Gift Certificates?They are usually made of paper or thick cardboard type material that contains specific information like the amount/item/services that it can be exchanged for, terms and conditions, serial number, and expiration date of the GC.It is usually given by customers to their relatives, employees, or colleagues so they can use it either to purchase or experience something.In the world of Digitalization and Eco Friendly efforts to stop the destruction of our Planet? Is printing on paper still a good way to do marketing?

Are Gift Certificates still a good option for Marketing?

We all know Canva empowers people to design, but did you know that they are planting trees to replace the resource that they used to print?Yes, they do. In fact, they are planting Mangroves (Rizhopora, Ceriops, and Bruguiera) in restoration sites across Kenya, Mozambique, Madagascar, and Haiti.This Responsible printing is one of the main reasons why people love doing business with Canva.In the age of Plastic Gift Cards, they found an alternative to add to humanity's effort to combat global warming.

Responsible Printing 

Gift Certificate has been one of the staples of marketing for small businesses, while Gift Cards are the mainstream in today's digital marketing landscape...The use of GC for one transaction and the feel of premium paper as a gift to loved ones or employees cannot be replaced by its plastic counterpart. Both Gift Cards and Gift Certificates can be used as a marketing tool to generate more business leads and add an additional stream of revenue for a Business.If you want to design gift certificates, you can click the link in this article.

The Gift Card Dilemma

To help SME's design their own Gift Certificate and add value to their Business

product

Product & Design

Gift Certificates are not Dead for SMEs

When it comes to creating a new technology, you need to sell a vision to attract the resources you need (people, investment, etc.). Hype can act like glue. It can create a shared vision pulling the actors in the same direction and thus creating a self-fulfilling prophecy.One important component of hype is thus a set of promises of what the technology can achieve in the future for us. These might range from solving a particularly annoying problem to creating new markets, making heaps of money, or even revolutionizing a whole field and changing society as a whole.

Hype: A Primer

Hype moves on a scale from overpromising to overselling, and even irrational exuberance.Today‘s tech industry is obsessed with the big futures. The metaverses, the next internets — you name it. Hype is everywhere, oozing out of the headlines of news articles, growing like mould all over the LinkedIn feed, and blinking at me whenever I open my inbox.But hype is not always the same; there are different forms and levels. The following categorization is intended to help people better understand which form of hype they‘re confronted with.

The Movement Of Hype

MARKETING CLAIMSThis is your standard marketing speak. They‘re focused on what existing technology can do for you almost immediately. Though exaggerated, they‘re still grounded in reality.Marketing claims work on an immediate time scale, meaning whatever they promise can be realized almost instantly. The technology already exists.

The Levels Of Hype: Level 1

EXAGGERATED CLAIMSHere the effects and impact of existing technology are greatly exaggerated and oversold but still informed by its real capabilities. The focus lies on the returns to come by investing now.These claims oversell the present capabilities of technology, often skirting the line to fraud.A good example might be tesla selling their driving assistance systems as “full self-driving”

The Levels Of Hype: Level 2

UTOPIAN FUTURESThe technology is the key to a utopian future or the avoidance of a dystopic one. Claims are solely focused on the “potential” of the technology, less its benefits in the present.Here the focus of the hype is solely on the future, though the time-scale is still concrete, promising the technology will arrive at a fixed time from now.Example: Carbon capture technology, though it already exists in the form of prototypes, it‘s still in its infancy

The Levels Of Hype: Level 3

MAGICAL THINKINGThe technology has left grounded reality and takes on magical properties. The problems it is expected to solve simply by existing are growing in number and scale while criticism gets ignored as minor hurdles, to be overcome soon.With magical thinking concrete predictions are becoming less and less important, though the development might still be expected at a fixed date.Example: the blockchain industry, which has been overselling the capabilities of the technology for years — pitching it as a solution to every imaginable societal problem and challenge.

The Levels Of Hype: Level 4

OTHERINGThe technology has become a group identity for its boosters. Claims are exclusively utopian, and critics are painted as defenders of the old, to be left behind.This is the most aggressive and annoying form of hype. Notably, the time of arrival is less important at this level, simply that the technology will arrive at some point in the future.Example: The cryptocurrency scene which has been pretty good at othering critics as “no-coiners” or with the phrase “have fun staying poor”.

The Levels Of Hype: Level 5

The five Levels of Hype

The metaverse is “an expansive network of persistent, real-time rendered 3D worlds and simulations.” The metaverse is a currently hypothetical version of the internet that supports online 3-D virtual environments. This is done through personal computing (Second Life game), VR & AR headsets. Users have virtual avatars who can interact with their virtual environment and other players.Games like Roblox & Fortnite form the basis of what many consider the future of metaverse. Users can purchase merchandise & accessories, to personalize the experience.

What Is the Metaverse?

An NFT, or non-fungible token, is anything digital that cannot be replaced as it doesn’t have a tangible value. The most common forms of NFT today are digital art like animations. However, within the metaverse, an NFT can become so much more. With the increase in virtual avatars, the demand for virtual fashion will skyrocket. The need to personalize oneself within the digital space is undeniable and fashion is one of the easiest ways to do so. Just look at the success of markets found on Fortnite and Roblox, virtual games with an avatar.

Metaverse and NFT: How Are They Related?

If you haven’t considered how the metaverse will impact marketing, then you’re already behind the curve. The metaverse isn’t an “if” but a “when.” That is, it’s an inevitability. The metaverse will impact marketing in many ways, some of which you can begin to implement now.

How Will the Metaverse Impact Marketing?

From product development to the sale of existing products or services, virtual reality enables you to bring your customers into the fold. They can play an active role in all stages of the process. Who says “no” to free product research? Even more, many customers will seek out such opportunities as opposed to hiding from them like they do with online advertisements. The generations coming of age now and in the next 15 years, largely Generations Z and Alpha, will feel more at home within these environments than any other generation before them.

Virtual Reality

Unlike virtual reality which takes over your vision, augmented reality just adds elements to it. Think of “smart glasses” or the popular AR games. These devices take note of your surrounding environment & then enhance it by adding images, animations, or data over the top of it.From trying on a pair of glasses or a dress to test driving a new car, augmented reality brings the shopping experience to another level. In an augmented environment, customers can interact with products without leaving their homes.

Augmented Reality

In-store experiences can benefit from the metaverse. Since augmented reality is an overlay on the real-life environment, you can use it in stores to share in-depth information, display additional features and use cases, etc. Think of it as a parallel marketing experience.

Augmented Reality (contd.)

As the metaverse grows, so too will branding and advertising opportunities. Including virtual message boards, billboards, merchandise, and even the virtual clothing avatars wear.NFTs will play a big role, too. With the ability to personalize avatars and spaces like “homes” and storefronts, you can create branded virtual content for your customers. This enables you to break into merchandising spaces you don’t currently work in, such as virtual apparel and digital art.

Branding in The Metaverse

Whether it’s products or services you’re selling, a virtual popup gives you the opportunity to share your brand on a larger scale. It is a chance to network, advertise, & sell your products & services. While popups in a physical location may limit attendance, a virtual popup helps you to reach a larger audience. The virtual location will not only benefit attendance numbers, but it will also have less impact on the bottom line. With no need for employee travel & lodgings, & no need to rent out physical space, you can cut costs & perhaps even decrease the end price for users.

Virtual Popups

With so many live streaming & pre-recorded video platforms, virtual training & classes are already a big part of the corporate world. While many virtual trainings & classes will likely continue in their current form, metaverse creates a space for them to expand. E.g.:<ul><li>training course on your product</li><li>use case walkthrough for your services</li><li>product demonstrations with potential customers</li><li>troubleshooting sessions with your current clientele. </li><li> in-house onboarding & training, emergency preparedness, diversity & inclusion, employee orientation, etc.</li></ul>

Virtual Training or Classes

In this post-COVID world, it’s easy to imagine the continued need for virtual meeting spaces. From family get-togethers to concerts to non-profit galas, the metaverse has no limits on who you can meet up with and when.With events like this becoming more popular, especially with Generations Z and Alpha, metaverse events won’t just be a tool you can use but a necessity. As your target audience changes, so too will your marketing efforts.

Metaverse Events

Technology is ever-changing and, because of that, so is marketing. The evolution of the metaverse is just one recent development in the world of technology, but one that will have a huge impact on the human experience as we know it. While digital marketing has seen many advances over the last few decades, the metaverse is one that has stumped many companies and marketers. How can they use the metaverse to their advantage so they aren’t stuck in the dark ages?

A Marketer’s Guide to the Metaverse

The boomerang effect happens when you deliver a message hoping to produce a certain response or reaction, but the reaction turns out to be the opposite of what you had hoped it would be.Some of it stems from a natural desire not to conform. For those who have a stronger natural inclination to assert their autonomy and independence, doing the opposite of what you are asked or told is a way to communicate that you are in control. The boomerang effect is also sometimes called the psychological reactance theory.

The Boomerang Effect

<ul><li>Understand what you are asking: this means understanding your message from the perspective of the audience. And then, it’s creating a targeted and effective message based on that understanding.</li><li>Soften your delivery when the content is tough: If the content is already tough, the delivery needs to be softer.</li><li> Don’t oversell or overcommunicate. You might think that more communication, more messages, a longer presentation will help you persuade the audience and assure our intended response. Research shows that’s not the case.</li></ul>

How to avoid the Boomerang Effect

We can all be better communicators and presenters and humans when we remember:<ul><li>We don’t like messages that remind us we aren’t in control.</li><li>We don’t like to feel pressure to conform.</li><li>We need tough messages to be delivered calmly.</li><li>We like to have choices.</li><li>We don’t want to be bombarded with communication.</li></ul>

Becoming better communicators

The boomerang effect theory shows that our messages can sometimes produce the opposite effect of what we had hoped. Let's learn more.

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.

The Discovery Call

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.<ul><li>Examples of a few questions:</li><li>How have you been?</li><li>What are some big wins you had recently?</li><li>What’s your big goal?</li></ul>Any personal questions that the client can answer quickly would help make them feel more comfortable on the call.

Stage 1: Introduction and Get Personal with 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.<ul><li>Tell me more about the project.</li><li>Have you ever hired someone in the past to work on this project?</li><li>What are the main problems you are facing currently?</li><li>What’s going to be your biggest priority in this project?</li><li>What does success look like to you for this project?</li></ul>

Stage 2: Qualifying The Prospect

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.<ul><li>What are you offering as a solution?</li><li>How is it going to solve their problem?</li><li>How the solution or offer will work (A general outline or Scope of work).</li><li>How have you helped other clients with the same solution?</li><li>How will they be updated with the work progress?</li><li>How will you make them feel that they are involved throughout the project?</li></ul>

Stage 3: Present Your Solution, Your Offer

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.<ul><li>Is there anything you would like to ask about the offer or proposed solution?</li><li>Do you have any questions you would like to ask?</li><li>When’s the best time to start?</li></ul>

Stage 4: Get Them Talking Now

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:<ul><li>Your Actual Pricing</li><li>How can clients pay you?</li><li>Do you want the full payment before the project or 50/50?</li><li>Handle any potential payment ejection prospect can have.</li><li>Be confident about your pricing, and don’t negotiate much.</li></ul>

Step 5: Let’s Talk About The Money

I've been using this discovery call layout for the past 9 years, and it seems to always work for me. 

Discovery Calls isn't just a call, it's an experience, and it's an opportunity to make a good impression. Now, whether you succeed or fail at making an impression depends on how you deal with your discovery calls.

5 Stage Formula To Get Better At Discovery Calls

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