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HOW TO RUN A DISCOVERY CALL.
A thread on what to do with a potential client, when you've actually wrangled them onto the phone.
This is where you make your money.
The good news: they'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've actually wrangled them onto the phone.
This is where you make your money.
The good news: they'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'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'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'm curious what prompted you to take this call."
Gets the convo going.
Then, LISTEN.
Actually listen.
Seriously.
Shut up.
They'll never come out and say "We'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's important.
Actually listen.
Seriously.
Shut up.
They'll never come out and say "We'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's important.
That'll get them flowing.
A discovery call is like a dance; you can'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'll be more invested in the conversation.
A discovery call is like a dance; you can'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'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've done it right, they'll say yes.
They were ALREADY halfway interested, or they wouldn'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'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'm teaching everything I learned from BOTH on my email list.
If you're interested in learning more, sign up below now:
https://bit.ly/2QK2X63
-I sold my own services as a freelance copywriter
And now I'm teaching everything I learned from BOTH on my email list.
If you're interested in learning more, sign up below now:
https://bit.ly/2QK2X63
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.
