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HOW TO RUN A DISCOVERY CALL.
A thread on what to do with a potential client, when you& #39;ve actually wrangled them onto the phone.
This is where you make your money.
The good news: they& #39;re already halfway there.
The bad news: very small mistakes can blow it completely.
THREAD
A thread on what to do with a potential client, when you& #39;ve actually wrangled them onto the phone.
This is where you make your money.
The good news: they& #39;re already halfway there.
The bad news: very small mistakes can blow it completely.
THREAD
After some small talk and bullshitting (this is important and can& #39;t be skipped), I like to start off by asking...
"So ____, why are we here today?"
Say something like "I know my SDR/me emailed you, but I& #39;m curious what prompted you to take this call."
Gets the convo going.
"So ____, why are we here today?"
Say something like "I know my SDR/me emailed you, but I& #39;m curious what prompted you to take this call."
Gets the convo going.
Then, LISTEN.
Actually listen.
Seriously.
Shut up.
They& #39;ll never come out and say "We& #39;re worried about XYZ area of our business...."
But they might say "We have a new campaign/launch coming soon, which is a big priority."
Ask more - if they bring it up, it& #39;s important.
Actually listen.
Seriously.
Shut up.
They& #39;ll never come out and say "We& #39;re worried about XYZ area of our business...."
But they might say "We have a new campaign/launch coming soon, which is a big priority."
Ask more - if they bring it up, it& #39;s important.
That& #39;ll get them flowing.
A discovery call is like a dance; you can& #39;t really learn it without doing it.
It has to flow naturally.
Asking them why they took the call also makes them rationalize/double-down on their decisions.
They& #39;ll be more invested in the conversation.
A discovery call is like a dance; you can& #39;t really learn it without doing it.
It has to flow naturally.
Asking them why they took the call also makes them rationalize/double-down on their decisions.
They& #39;ll be more invested in the conversation.
So talk to them, get their pain points, ask leading questions.
Like a dance, someone follows and someone leads.
You lead.
And at the end, mention their pain points, and ask if next steps would make sense to alleviate that (a demo / trial of your services/whatever).
Like a dance, someone follows and someone leads.
You lead.
And at the end, mention their pain points, and ask if next steps would make sense to alleviate that (a demo / trial of your services/whatever).
If you& #39;ve done it right, they& #39;ll say yes.
They were ALREADY halfway interested, or they wouldn& #39;t have taken the call.
Talking too much/not listening can KILL the call.
So again, STFU.
How did I learn to run a discovery call, so that the prospect sells themselves?
They were ALREADY halfway interested, or they wouldn& #39;t have taken the call.
Talking too much/not listening can KILL the call.
So again, STFU.
How did I learn to run a discovery call, so that the prospect sells themselves?
-I sold software for a $14B industry leader
-I sold my own services as a freelance copywriter
And now I& #39;m teaching everything I learned from BOTH on my email list.
If you& #39;re interested in learning more, sign up below now:
https://bit.ly/2QK2X63 ">https://bit.ly/2QK2X63&q...
-I sold my own services as a freelance copywriter
And now I& #39;m teaching everything I learned from BOTH on my email list.
If you& #39;re interested in learning more, sign up below now:
https://bit.ly/2QK2X63 ">https://bit.ly/2QK2X63&q...
And if you found this thread valuable, or you want to learn more about running discovery/prospecting calls...
...Mouse down and click that RT button.
And remember...ABC.
Always.
Be.
Closing.
...Mouse down and click that RT button.
And remember...ABC.
Always.
Be.
Closing.
