Discovery call draught? Three steps to more opportunities.

[Video] Lightly edited.

Are you or your team in a discovery call drought? Are you working harder and harder to book discovery calls? In this short video, you’re going to learn a three-step process to get you back on track.

My name’s Scott Channell, author of Sell the Meeting, More Powerful Sales Scripts Sell the Meeting, and Finding Ideal Clients.

Before I started coaching others to set sales appointments, I did it, booking over 2000 meetings with CEOs and executive level VPs. I learned by trial and error, and error and error and error.

So how do you get more meetings when your discovery call processes are not producing?

Here are three steps to identify the problems.

First a big concept. You can’t play Patty Cake with your process and expect big results. If results are below acceptable, minor tweaks rarely result in major improvements. A few bold strategic moves will give you a chance to get meaningful results.

Key question number one. Are you calling the highest probability prospects for the time you have? Have you properly profiled your buyers as well?

Did you pull a list of buyers and note common characteristics, such as industry, company size, what side of the street they’re on, et cetera?

Within this analysis, did you prioritize the best of the best within any group? There are great prospects, average and below average prospects. Do you know the difference? Little tough love here. Most think their list is good enough. That the problem is not with the list. Reality check. That is typically far from the truth.

When I help companies. It’s very common to find that there’ are a lot of high probability targets getting no attention, while low probability and no probability suspects are getting 70 to 95% of BDR time. I’m not kidding.

A significant sharpening of those best to call and making sure they are called first can lead to major results — if the next two factors are good.

Key question number two. Is your process of outreach sufficient? What I mean by that is from start to finish, does your process have enough touches and frequency to reach and really impact buyers?

Fact. Most responses come after the fourth or fifth touch. By far. So, if you are suspect surfing, meaning you’re touching a lot of targets infrequently, you are probably feeling that you are doing a lot of work, but it’s having little impact.

When you focus on a higher probability list and work a deeper outreach process, the needle jumps.

Key question number three. Is your messaging crystal clear within milliseconds? First impressions matter. Within two to three seconds, prospects will make a judgment about your value. If it’s positive, they continue to listen.

If it’s negative or they’re confused, if you don’t sound professional or confident, you’re toast. Even if they have the problem you solve and you are the best choice to solve it, they will never know it, as they mumble “We’re all set. Buh-bye.” You lose out on what could have been a great account.

Is your messaging crystal clear at the moment they glance at your emails, listen to or more likely read your voicemail, or listen to your pitch?

Active buyers must be able to grasp within milliseconds what you do and why you’re credible or bye-bye. If their three second impression is poor, it doesn’t matter how good you are or what you say thereafter. They have decided you are not worth their time.

Now most reps when they are discovery call challenged start with the scripts. Shorten it up, tweak that, modify the second sentence of my voicemail. Maybe that’ll do it. It won’t.

If you are not interacting with your highest probability targets, with a process that impacts buyers, a better script will not save you.

So, if you’re working hard, but you don’t have the discovery call results you deserve, use this three-step process to determine your weak links, then make major changes to boost results. Good luck.

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