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Post discovery email template

In his LinkedIn post Alexander Estner provides a post-discovery call email template. Here's how to structure your email:

1. Email opener: Start with a friendly greeting.

2. Recap discovery:

   • Describe the current situation.

   • Mention the pain points discovered.

   • Highlight the desired goals or outcomes.

3. Value proposition:

   • Remind them of your services.

   • Specify your ideal customer profile (ICP).

   • List the benefits and include social proof.

   • Avoid detailed feature lists.

4. Address blockers/objections:

   • Proactively tackle potential issues, such as product features or budget concerns.

   • Use ROI calculations or case studies to support your points.

5. Next steps:

   • Outline the agreed roadmap, including any scheduled demos and involved stakeholders.

6. P.S. Section/secondary CTA:

   • Add extra relevant information, like a case study or video.
     

Don’t ask about budget

Ian Koniak advises against asking about budget early in the discovery process. He explains why this question is unproductive and suggests a better approach:

→ Avoid early budget questions: Asking about budget too soon can halt the conversation and prevent proper qualification. It also overlooks the need to uncover real problems or pain points.

→ Focus on priorities and challenges: Start by asking about the client's top priorities and challenges that threaten those priorities.

→ Align your solution: Demonstrate how your solution addresses their key challenges or aligns with their priorities.

→ Quantify costs of inaction: Highlight the costs of not changing and use these as a basis for comparison.

→ Show ROI: Illustrate the return on investment by comparing it to their current costs.

→ Collaborate on business case: Once aligned, work with your champion to present the business case to stakeholders who control the budget.

Understanding prospect concerns

Hannah Mitchell offers specific advice for salespeople on handling objections during sales calls:

• Ask more questions: When prospects raise objections, dig deeper to uncover their true concerns. For example, ask, "What makes you feel this isn’t what you need right now?"

• Reframe the conversation: Shift the discussion to how your solution meets their goals. Demonstrate how you can solve their problem.

• Emphasize benefits: Highlight the benefits and return on investment (ROI) of your product. Use case studies or data to show past successes.

• Address affordability: If cost is a concern, offer flexible payment options or explain how your solution can save or make them money.

• Clarify your offer: Ensure that the prospect fully understands what you’re offering and how it aligns with their strategy.

• Be flexible: If an objection is a deal-breaker, have alternative solutions or adjustments ready.