7 ideas to consider before a Discovery Call
By Joan Carles Sanjurjo
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A Discovery Call is a process through which we try to discover the needs and problems of our future clients. It will be very useful to find out if we will be able to help them with our services, products or skills.
Among the main mistakes we make during a Discovery Call are:
Asking too many questions and not paying attention to our customers' answers . Let's not forget that they are the main reason why we started that call.
Believing that our product or service is the ultimate solution . We are sure that it will work perfectly and that we will convince our future clients that it is the solution to their problem. But perhaps czechia business email list you have not even considered that you have one. Or that (oh, surprise!) you don't really have one.
Throwing out a solution on the fly, however good it may be, will be of no use if we have not first been able to appreciate the reality and the problem in a particular and personalized way. It is of little use to go out and approach the issue, believing that we have an infallible solution under our arm, if we have not first been able to listen to the person on the other end.
That's why we're going to offer you seven ideas that you should have very clear before setting out on the adventure of a new Discovery Call . Don't miss any of the tips we suggest below:
Table of Contents
Know your future client well
Study the needs and current reality of the sector
Define a good script
Ask the right questions, listen carefully to the answers
Use your experience: don't waste your point of view
Estimate a certain time, but don't be cold
Don't lose the thread: you would be missing an opportunity
Know your future client well
We cannot begin to work effectively on the Discovery Call process if we have not done the necessary work beforehand. Each prospecting, each call , must have been prepared with due care and anticipation .
Finding out whether or not we are dealing with a potential client is a whole process. It may be more or less complex, but it should give us the key to a close and fruitful business relationship. Therefore, it is only fair that we give the preparation process all the importance it requires.
The successful conclusion of a Discovery Call depends, to a large extent, on whether we have been able to understand the nature of the future client . We must know the operational scope of the company in order to be able to identify its shortcomings and needs. Because it will be of no use to give our interlocutor a description of the potential of our services if we have not done prior and detailed research work.
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Study the needs and current reality of the sector
Even though your service or product may be applicable to different sectors, it is important to study the specific needs of the company in question, the context in which it is interacting, and also to know well what projects it has underway. We recommend that you dedicate a certain amount of time (for example, 15 or 20 minutes) to do the research. You can visit their website, blog and LinkedIn accounts to find out what projects, initiatives and areas of interest they have. This time should be enough to get a good perspective and, consequently, act.