Lesson: Pre-Call Rituals – Setting the Stage for Successful Discovery Calls
Introduction:
Welcome to the lesson on pre-call rituals. Pre-call rituals involve activities and strategies that help you prepare effectively before engaging with potential clients. By following these practices, you will enhance your ability to connect, understand client needs, and guide conversations towards mutually beneficial outcomes.
Basically…this is what you need to do before the call to bring the best version of you onto the call and therefore get the best outcome for you and your potential client.
There are five things we suggest you do before any discovery call, they are…
Know Your Prospect:
To create meaningful connections, it is crucial to know your prospect before the call. Spend time researching them on platforms like LinkedIn and other social media channels. Explore their professional background, roles, and any other information that can provide insights into their needs and challenges. Additionally, familiarize yourself with their company, products, and services. This knowledge will enable you to tailor your conversation, ask relevant questions, and demonstrate your expertise.
Clear Your Desk of Distractions:
Before the call, create an environment that minimizes distractions. Clear your desk of physical clutter and remove any items that might divert your attention. Similarly, minimize digital distractions by closing unnecessary tabs on your computer and silencing notifications on your phone. By doing so, you can ensure that your focus is solely on the prospect and the conversation at hand.
Set Your Intentions:
To make the most of your discovery call, set clear intentions for the conversation. Determine what you aim to achieve, whether it is to uncover specific information, qualify the prospect, or guide them towards the next steps. Setting intentions helps you maintain focus and provides a sense of direction during the call. It aligns your efforts with the desired outcomes and helps you stay on track.
Embrace the Discovery Mindset:
Approach each call with a discovery mindset. Remember that the purpose of the call is not solely to make a sale but to uncover ideal prospects who are a perfect fit for your business. Embrace the mindset of helping the prospect find the best solution for their needs. Be open to the possibility that the prospect may not be an ideal fit, and understand that it is okay to say no if it is in their best interest. This mindset builds trust and credibility, positioning you as a trusted advisor rather than a pushy salesperson.
Be Fully Present and Authentic:
During the call, strive to be fully present and authentic. Give the prospect your undivided attention and practice active listening. Show genuine interest in their needs, concerns, and goals. Respond authentically, reflecting empathy and understanding. Adapt your communication style to match theirs, building rapport and establishing a strong connection. Authenticity is key in fostering trust and developing fruitful client relationships.
Now you are ready for the discovery call…let’s look at Phase 1: Connection and Rapport
