Watch the video on this Script:
Intro:
Morning John, this is Hassan Chattha, howâs it going? Downward inflecting tonality
Will there be anyone else joining us today?
Well, John weâve got just under an hour, 59 minutes. Shall we dive in? Downward inflecting tonality
Qualifying Process:
So John, what was it that specifically piqued your interest in jumping on a call today after (insert method used to contact lead)
Got it. Now obviously you filled out a questionnaire before jumping on a call today. I was taking a look at your offer and from my understanding⌠(explain what you know about their offer)
Can you just run me through exactly who youâre targeting from A to Z?
When it comes to your acquisition process what systems are you guys currently using to book in calls?
How many calls are you currently booking in within a week?
What is the show-up rate for those calls?
What is the qualified rate for those calls?
Are you currently putting out content for your offer?
Do you feel like having more content would give you more leads that are warmer and easier to close?
- Ask them why if they say yes or no
If they say yes the goal here is to get them to admit that creating more content is the answer to their problems. If they say no then it is your job to figure out why they hold this belief system and to disarm them of their belief.
What is your current revenue?
What is your revenue goal 3 to 6 months from now?
Got it, and seeing how content is an important play when it comes to scaling your business let's talk about your current output.
Do you feel like the current output you have is enough to help you scale from x to x?
Alright got it and would you say having enough content put out without you having to spend hours per day can be the answer to this problem?
Got it and on a scale of 1 to 10 how much of a priority would you say it is to start implementing systems that can help scale the business?
Alright and if we can have a solution that can automate this process for you is it something youâd like to implement 3 months from now or asap?
- If they say 3 months from now figure out why they said this. You need to create urgency before you pitch otherwise, you are wasting your time.
Wrapping up before the pitch
Ok well Iâm pretty clear on your situation
Is there anything else we havenât gone through that you feel would be relevant to dive into?
Cool. I feel like I have a comprehensive understanding of your current situation. Ill go ahead and share my screen, and we can discuss exactly what we can do for you. Before I do that Iâd like to provide you with a little more context on the history of our company.
Provide a quick one-minute summary of who your business serves, how long you have been around, and some case study numbers.
With that being said let's dive in â share your screen
Probing Questions you can use in the discovery phase
- you tell me more about that
- Can you provide some more context
- What do you mean when you say XYZ?
- How come?
- Do you⌠I guess⌠do you like it? Veryyyyyy careful on pacing and tonality here
- Why?
- What ...
- Why do you say X?
The Pitch
Make sure that you have created a pitch deck that illustrates your process step by step.
Be sure to keep the prospect engaged, during your presentation. You can ask the prospect does this make sense. every new idea to ensure they are on the same page as you.
Once you are done presenting
John, that about sums up everything. I know this call was long but I wanted to make sure I did my due diligence by not leaving anything out. If you have any questions about anything or if something was not clear I would be more than happy to clarify!
Once you have clarified everything:
John, if you had to rate our process from a scale of 1 to 10 with 1 being this is terrible I don't like it, and 10 being I can see this process solving (name their main issue(s)) what would that number look like?
If the answer is a 10 ask them why?
This will give them a bias to buy.
If the rating is anything below a 9 ask them the following:
How can we take this from a 7 to a 10?
The above will provide you with their true underlying objection that you can now isolate.
Once the objection has been dealt with ask them the following:
So john, how can we move forward from here?
They will always ask for the price, and from there you can share your screen again and present them with the most relevant package you sell.
Make sure that you don't ask them to choose the price and actually present them with the model that makes the most sense.
The last step is to collect the invoice and celebrate a new client being closed đ¤
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