Thread by @NickAbraham12

**THREAD**

⚡HOW TO RUN YOUR DISCOVERY CALLS⚡

If you can follow this process, you'll find your ideal clients, warm them up and close at a higher rate👇👇

I always get asked why we split up our discovery calls and demos
- more time to warm them up with content which makes it easier to close
- demos takes 30+ mins and if we block out 30 mins and find out they're unqualified after 5 mins into the call than we are wasting time

This is how we nurture prospects

1. after booked discovery call -> confirmation email + video testimonials + podcast/social proof

2. after discovery call -> one pager to summarize our thesis

3. before demo -> VSL and high level training to further warm them up

7 stages to a good discovery calls in this order

1. rapport
2. discovery questions
3. introduce thesis/mechanism
4. introduce pricing and find budget
5. confirm decision maker
6. explain time frame
7. clear next steps

Building Rapport
- be fucking human and hold a conversation
- make them laugh
- discuss how they got into the space and their career

Very easy to build rapport if you just look them up on LinkedIn and ask specific questions about their background

Discovery Questions
- press into their business
- you need to figure out if they fit your ideal customer profile
- ask questions that make it obvious they are missing out on your service or products

If they don't fit your ICP, let them know and get them off the call

"Where do you want to take (business name) in Q2?"

"whats stopping you from getting there"

The answer to question 2 should be what your service provides

Introduce The Thesis/ Mechanism
- if they're a good fit, you can introduce how you can help them
- make the offering specific to their business so they can envision it

introduce some features but more on the results

Ask For Their Budget and Introduce Pricing
"How much are you willing to pay if we can solve this problem for you?"
- introduce pricing and stay quiet.... what they say next is very important
- if they have objections, make sure to answer them properly

Confirm Decision Maker
- you want to make sure the guy who can actually make the ultimate decision of purchase is going to be there on the demo
- don't pitch to directors or managers because it will be a waste of time and too much going back and forth so get some higher ups

Explain Time Frame
- very essential to let them know what it will look like working with you just in case they need you to generate results asap or something

Clear Next Steps
- confirm and schedule a demo for them over the discovery call

We run all our discovery calls through GoHighLevel CRM dialer which uses Twillio

You can set up a zap that takes all recorded twillo calls and posts it into your slack channel so that you can review your sales teams performance