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Steps in Discovery Call

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8 views

Steps in Discovery Call

Uploaded by

Sanket
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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DISCOVERY CALL STRATEGY

(20 MIN- 30 MIN)

Step1: Meet, Greet & Appreciate

1. Meet & greet the prospect & introduce yourself, your designation, company
profile

(Not More than 10 Seconds)

2. Appreciate – Website, Any of their Videos/Article, Office Infra, his/her


experience

3. Appreciate- Thank them for giving you time & ask- “ Sir/Maam, Just curious
to know what motivated you to meet us”

Pl. note: Once the Prospect presents his reason or “WHY” to be at the meeting you
pull them towards the down the sales funnel

Step2: Expectation Setting & Mapping

1. Setting the expectation by saying “Sir, the objective of mine for today’s
meeting is to understand your business goals, challenges first so that I can
prescribe you the right strategy.

Continue with the below statement..

2. Mapping the expectation by saying “And by the end of the discussion, I’ll be
sharing the tentative commercials and discuss the next steps”

Thus, I’d like to ask you few questions, shall I?


Once the prospect says YES, just before you start your discovery session, take a
pause & ask, “Do You Mind If I Make Notes?”

This is where DISCOVERY SESSION BEGINS…

Pl. Note: follow the discovery call session & mind-map to understand respective
questions for the discovery session.

Step 3: Use YES Ladder while Discovery


Session & Conduct Discovery Call

The “Yes” ladder is a persuasion method aimed at getting your prospect to say yes
to a specific question or situation (making a sale, setting up a meeting, etc.).

The process starts by getting them to say yes to a series of questions Each
subsequent “yes” they respond with makes them more likely to comply with the next,
bigger ask.

Example:

Consultant: I audited your site & realized that it is developed on Wordpress, is it


correct?

Prospect: YES

Consultant: I visited your YouTube channel & realized your team is highly active, is
it correct?

Prospect: YES

Consultant: I browsed your Facebook & realized that you have been running ads &
built few funnels, is it correct?

Prospect: YES

Please note: Sprinkle the “YES” questions throughout your discovery session.

The “Yes” ladder is a powerful way to build compliance and get bigger agreements.

By following the steps above, you can build your “Yes” ladder, earn more micro-
commitments, and ultimately get more yeses.
Step 4: Qualify your prospect
Use the Qualifier Question.

Give them a tentative range of the budget & check their affordability

Mr xyz, a similar project in the past we have done in a range of 30 k – 40k Monthly
retainer.

Does that work out for you?

Here the prospect might throw an objection like, “it’s too expensive” “out of our
budget”

Ask the prospect, “How much can you Afford”

Get the number & proceed to the final step.

Synopsis:

Using the price bracketing technique like starting with the higher number first
makes the lower number seem like a much better deal.

Please note the lower number in the bracket should be higher than that you actually
charge.

The client’s reaction to the high anchor will reveal if their budget is in range of your
bracket. Once you come to an agreement on an appropriate price, then offer to send
a proposal.

If the client’s budget is either too low, or they won’t meet you at your desired price,
refer them to another creative professional you may know. When you genuinely help
the client find the right fit for what they need, they’ll either come back to you for the
next project or refer you to someone they know.
Step 4: Next Step
Script:

Our “Industry Name” Marketing specialist will work out a planner & share the
proposal within 2 working days most likely by Thursday noon.

Later in the day, we can have a quick call to discuss the nitty-gritty & feasibility.

What is the right time to have a call at 4 PM or 6 PM? What suits best for you?

(Please make sure that you send the meeting link at the agreed time)

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