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You probably have meetings with potential customers. The common term for these meetings is the “discovery call.”
Because I’m contrarian, I never use the term “discovery call,” and instead just refer to a “30 minute content needs assessment.” I should add, a “FREE 30 minute content needs assessment.” (Although 99% of these initial meetings are free anyway.)
Whatever you call the meeting, your job in the meeting isn’t to be like Christopher Columbus and chart new lands and persist in the mistaken belief that you’re in China.
Your primary job is to LISTEN.
It’s not all about me
Using Bredemarket as an example, my primary goal in the meeting isn’t to blather on about my 30 years in biometrics, or my more than 30 years of writing, or how I was a former Radio Shack Battery Club card holder, or how I shook Gerald Ford’s hand once.
There is a well-known marketer who starts every one of their webinars with a five-minute introductory video that describes how great the marketer is. After sitting through a few of these introductions, I resolved to intentionally attend the next webinar five minutes later so that I didn’t have to sit through that again. But as time passed, I found I wasn’t attending any of the marketer’s webinars at all.
It’s all about you
Returning to Bredemarket, my goal for the initial meeting is to listen and focus upon what the potential customer needs.
Another in-vogue term is “pain points,” and that’s a term that I actually DO use. The potential customer has a problem, and maybe Bredemarket can help solve it, or maybe Bredemarket can’t.
And I’m not going to know that if I don’t let the potential customer speak.
It’s all about us
Now if you’re a potential customer that needs content, proposal, or analysis marketing and writing services, you can read about Bredemarket’s services on my “CPA” page.
And you can decide whether you want to book a “Free 30 minute content needs assessment” with me.
Bredemarket 