Introduction:
It’s now time that we explore the pre-frame phase, which plays a crucial role in setting the agenda and managing client expectations for the call. Even though this phase is nothing more than a couple of sentences which will take less than a minute to complete this phase ensures that both parties are aligned and have a clear understanding of what will be covered during the conversation.
The Preframe you use is going to be identical whether this is an Outbound or an Inbound Discovery call.
Therefore, this is a crucial and often overlooked step in the discovery call process.
Purpose of the Pre-Frame Phase:
The purpose of the pre-frame phase is to set the agenda and manage client expectations. By clearly communicating the purpose and desired outcomes of the call as well as the agenda, you establish a roadmap for the conversation and ensure that both you and the client are on the same page. This sets the tone for the rest of the call and helps create a focused and productive discussion.
Strategies for Setting the Agenda:
To effectively set the agenda, it is essential to clearly communicate the purpose and desired outcomes of the call. Begin by introducing yourself and expressing gratitude for the opportunity to speak with the client. Then, use the pre-frame script provided as an example:
“So we’ve got around [Time] minutes today. So we can make the most out of our time together, I’d like to suggest we invest a few minutes talking about you and your business. After that, I can share a little about myself and how we work with businesses like yours. If there’s a potential fit, we can then explore what the best next steps could be. Is that okay?”
By using this script, you convey that you value the client’s time and have a structured approach to the call. It allows both parties to understand the flow of the conversation and what to expect.
Best Practices:
In addition to using the pre-frame script, there are other best practices to consider during the pre-frame phase. First, introduce the topics that will be discussed during the call. This helps the client mentally prepare and align their expectations. Next, outline the call’s structure briefly, mentioning key areas of focus or questions that will be addressed. This provides clarity and guides the conversation.
Homework Assignment:
Write your pre frame statement out using the example above.
By setting the agenda and managing client expectations, you establish clarity and ensure a productive conversation. By using the pre-frame script, introducing topics, and outlining the call’s structure, you guide the client through the call and create a roadmap for the discussion. In the next lesson, we will explore Phase 3: Needs Analysis, where we delve deeper into understanding the client’s needs and challenges.
