Grow Your B2B SaaS S3E13 - How to turn Discovery Calls into Customers with Chris Orlob
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Feb 27, 2024 Featured expert Chris Orlob shares insights on turning discovery calls into customers. He discusses asking provoking questions, creating mental images, common mistakes, qualifying leads, and recommended strategic processes for successful conversion. The episode provides valuable tips for enhancing customer conversion rates and refining go-to-market strategies.
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Effective Discovery Calls
- Understand the customer's needs, pain points, and challenges during a discovery call.
- Ask thought-provoking questions that make them think about the implications of their problems.
Power of Mental Images
- Mental images drive emotions, and different emotions drive different behaviors.
- In discovery calls, crafting questions that evoke specific mental images can influence buyer behavior.
Digging Deeper
- Avoid stopping at surface-level solutions; dig deeper to uncover the root cause of customer problems.
- Peeling back the onion helps identify the true need and offer more effective solutions.