The Difference Between a Coffee Date, a Discovery Call, and a Pitch Meeting
Episode 640: Show Notes
Having discovery calls, going for coffee dates, and holding pitching meetings with potential clients is something that we’ve noticed that many service-based business owners struggle with in the early years. They feel like they either don’t say enough or they say too much, and this causes a lot of stress and anxiety. In this episode, we want to equip you with the confidence to go into these scenarios feeling like you know exactly what you’re doing!
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Why You Should Invest in Building Relationships with Connectors [and How To Do It!]
There’s a difference between how to have conversations with people when you are still in the networking phase and when you have progressed to the phase where they have become a lead. When you are having a networking conversation, you are either actively talking to someone who is a connector (meaning they know other people that could be your ideal client or they know other people that could introduce you to your ideal client) or you are talking to someone who could be your ideal client but they haven’t yet shown interest in the service you are providing. We would recommend spending more of your time and energy on strengthening your relationship with connectors because you could end up being taken advantage of and wasting a lot of resources by “dating” lots of prospects. The majority of your conversation with connectors should be about their work and their story and their interests. At the end of the conversation, you can tell them what you need, ask them for their help, and then let them work their magic!
What Your First Conversation With a Potential Client Should Consist Of
When you’re talking to someone you’ve just been introduced to as a potential client, it’s important to investigate who they are and what they are ultimately seeking. In this kind of conversation, we would recommend treating it more like a coffee date that might turn into a discovery call rather than treating it as a discovery call. Instead of talking broadly about their lives (as we recommend that you do with a connector), you should try to have a focused conversation that links very closely to what you do and the service that you are able to provide for them. Also, remember that this conversation is as much for you to determine whether you can help them as it is for them to determine whether they need your help!
Making Sure Every Conversation Has Value For You
If it’s clear to you at the end of a conversation with someone that they are not a good fit for your service offering, don’t just walk away and see the whole thing as a waste of time. Instead, trust your gut, read the room, and make a quick pivot on the fly! You can still get something valuable out of the conversation by pivoting and asking them if they could point you in the direction of someone else who may be a better fit for you. They may not be able to think of someone straight away because they aren’t necessarily a connector, but there’s a good chance that if you give them some time, something will come of it!
How to Have Effective Discovery Calls
When someone has voiced interest in your service, you can then reach out to them with a discovery call. A discovery call is called a discovery call because you are discovering things about that person. The difference between discovery calls and coffee date conversations is that you are going to walk them through more of your process and how you can help them achieve their goals. To get to the point where you can explain to them how you can do this, you need to understand their business needs. Your offer and results don’t ever change, but the elements that you highlight to your potential clients during a discovery call should always differ, depending on what you learn from them during this very important conversation.
Quote This
Every conversation should be worth your time.
Highlights
Why You Should Invest in Building Relationships with Connectors. [0:05:09]
What Your First Conversation With a Potential Client Should Consist Of. [0:16:00]
Making Sure Every Conversation Has Value For You. [0:20:26]
How to Have Effective Discovery Calls. [0:23:42]
ON TODAY’S SHOW
Abagail & Emylee
The Strategy Hour Podcast
We help overwhelmed and creative entrepreneurs break down their Oprah-sized dreams to create a functioning command center to tame the chaos of their business. Basically, we think you’re totally bomb diggity, we’re about to uplevel the shiz out of your business.
KEY TOPICS
Networking, Discovery Calls, Coffee Dates, Potential Clients, Pivoting
