In last week’s Wednesday Wisdom, I dove into the power of using the Four Pillars of Value™ to get a quicker yes during your discovery calls. If you missed it, you can read it in the archives here.
This week, I’m following up with Part 2, delivering tactical discovery call frameworks to help you stand out as the obvious choice.
Clients are quick to hire consultants who are curious, who make them feel seen and heard, who can read between the lines and serve as partners helping them reach a specific goal.
Where many consultants fumble is the mindset they bring to the discovery call.
They walk in ready to sell.
Talking about themselves.
Pitching their services.
Flipping through a jazzy deck.
But the consultants who get the yes quicker?
They sit back and listen.
They lead the conversation with questions.
They play detective.
They absorb information.
They reflect back to make sure they understand.
They collaborate with the client.
And throughout the whole process, they’re using these Four Pillars of Value™ as their compass for helping the client define (or redefine) the problem:
- Grow revenue.
- Cut costs.
- Provide access to something you have that they want (like a book of business, a unique framework, or a highly specialized and rare skill).
- Solve a headache that’s preventing further growth.
(Because no matter what a client first says they need from you, it always comes down to one or more of these Four Pillars of Value™. Every. Single. Time.)
So if you really want to get to a faster yes through the discovery process, you’ll need a toolkit of questions.
It starts with remembering a simple framework:
- Define the problem.
- Clarify the desired result.
- Offer a solution.
Here are some key questions to get you started:
1. Define the Problem
First, help the client define exactly what their problem is using the Four Pillars of Value™ as your compass.
🕵️ You can ask questions like:
Tell me why you wanted to meet with me today.
Tell me more about why you need [the thing they came to you for].
Tell me about the problem you’re trying to solve by [the thing they came to you for].
Why is that an urgent problem for you right now?
2. Clarify the Desired Result
Then, gain a mutual understanding of the result they’re looking for and how much financial value they place on it.
🕵️ You can ask questions like:
Tell me what you’re hoping to achieve by doing [the thing they want].
What’s your vision for this [department/company] in the next [month/quarter/year]?
What’s stopping you from getting to this vision?
What do you think has prevented you from achieving your goals/vision?
What do you stand to gain if we get this right?
What do you stand to lose if you do nothing and keep going as is?
3. Offer a Solution
Finally, discuss solutions you can offer (or, if not you, offer an intro to a professional in your network) to help them reach their goal.
🕵️ You can ask questions like:
Tell me what solutions you’ve tried in the past to try to solve this problem.
What’s preventing you from tackling this with the team you already have in place?
What do you see as the gaps that need to be filled?
What do you think will help you move forward?
You, and only you, have the power, confidence, and preparation needed to ensure clients see you as a curious, trusted problem-solver and partner during the discovery process. And when they do…
I have no doubt that you’ll immediately start to see a quicker and easier YES.
You’ve got this!
