How to achieve better results from your Discovery Calls

There is so much we could talk about!

  • We have a whole course on having better conversations
  • We also have workshops devoted to this
  • Developing your skills so that you can have better Discovery Calls will also help you in so many other conversations and areas of your life
  • Be determined to improve gradually
  • Relax! Don’t worry about ‘stuffing it up’ (there are plenty more fish in the ocean)

Keep it brief

  • You don’t have time for a long conversation, and you’ll be surprised how quickly you can connect with people (especially if you’ve selected well in the first place)
  • One thing that will help you keep it brief and improve your overall efficiency is using a diary booking system such as Calendly.
    • Calendly is easy to set up
    • You can set up an event type such as “A 15-minute chat”
    • This will inform your invitee that it’s going to be a quick call (even though in practice, it may extend a bit longer
    • Calendly saves you having to engage in frustrating and time-consuming communication to try and find a time you are both free (it’s so much easier to offer them your diary of available times and let them choose a time that works for them)
    • It’s worth Googling Calendly to see how it works

Learn how to Connect

Many people communicate few people connect

This is an art you’ll develop over time.

Here are a few quick tips:

  • The energy and enthusiasm you display matter a lot
  • Smile
  • Ask ice-breaking relevant questions
    • Please have a look at their LinkedIn profile and make some comments about where they live
    • I notice you are in Melbourne – did you manage to get to the tennis?
  • Ask questions that lead where you want the conversation to go
    • Mary, I loved your profile. Especially the part about collaboration and building business relationships. I feel very much the same way, and it is really why I suggested we meet ‘face-to-face’. Could you explain a bit more about how that’s helped you?
  • Questions are the answers
    • The better you get at asking questions, the faster you will achieve your objectives (this also applies to most other things you do in business)
  • He/she who asks the questions is in control

The different ‘phases’ of your conversion

  • Gather information
  • Highlight the value of building a network with like-minded others

Gather Information

Ask enough questions to determine if they are a good candidate for your team.

Highlight the value of building a network with like-minded others

If (after asking some good questions) you believe they have an interest in building their networks, consider taking some of the following steps

  • Give a brief background on yourself – be sure to speak about how network building has helped you
  • Learn some key phrases that work (you’ll get better at this over time)

Learn some key phrases that highlight the value of building a network with like-minded others

For as long as I can remember, people have emphasised the value of networking.

However, I feel we’ve actually reached a point in time where networking is no longer an optional extra – it’s really something we’ve got to become better at. Would you agree?

And since COVID, it’s so much easier to find great people now that people are more comfortable having zoom calls like this.

When you think about it, the reason networking is so effective in gaining business or other opportunities is simply because

“Anyone can promote anyone but themselves”

If we attempt to sell ourselves, it’s usually very ineffective.

(Watch them nod in agreement)

On the other hand, if we have many others genuinely advocating for us, we typically solve some of the biggest problems we all typically have – gaining high-quality business with minimal effort and cost.

The real problem is that no one has taught us how to build a relationship-based network of like-minded others.

The networking that has been available to date has often been transactional rather than relationship-based. And there’s absolutely nothing wrong with the transactional approach if you are up for it.

However, I’m much more interested in learning how to build an advocating network based on trusted relationships – how about you?

I’m looking for people who believe in building relationships and trust through advocacy. How about you?

That’s why I and a few others have put together a great online-based group of people who want to engage in relationship-based network building rather than transactional networking.

Looking at your profile and from our conversation so far, it looks like you also see the value in building your relationship-based network of others who will actually advocate for you as well as you for them.

How important would you say it is for you to build your network?

Suggest attending a CC introductory Session

If your candidate seems to be excited about building a relationship-based network, suggest that they attend an introduction to the Connect Collaborative to learn some more about how we do it.

You don’t need to go into a lot more depth during your Discovery call – that will be handled by the CC Intro facilitator.

Be prepared for questions

In the end, there are just a few commonly asked questions.
This means it’s easy for you to learn how to handle them!

However, don’t feel the need to cover all possible questions in advance of them asking them!

If they don’t ask you any questions, they may be keen to attend a CC intro session, knowing that it will probably answer most of their questions.

That’s why it’s good to let them about our intro sessions reasonably early in your conversations.

What sort of time commitment would I be looking at?

“Well, that’s actually the great news!

Because all our network-building is done online, you don’t have to travel to meetings, and our meetings tend to be shorter and more focused.

Typically that will save somewhere between 1 and 3 hours per week.

Perhaps even more importantly, it gives you national and international reach.

It’s up to you how much time you invest.
In the beginning, we realise most people will need to make some adjustments to fit in.
However, as we all know, we only benefit if we consistently contribute.

It really comes down to how important you feel it is to be building an advocating network in advance of when you need it.

I there a cost?

Actually, there is very, very good news on that front.

First, in my experience, the cost for the value provided is insignificant. It’s only $85 per month.

Second, the first month is free as we only want people on board who have experienced and see the value.

Third, unlike most networking models, there is no upfront commitment – you don’t have to pay a year’s fees in advance – you pay as you go.

(If the small amount of our subscription is a barrier to them checking it out further, then this may be a sign that they may not be who you are looking for)

I already have a great network – what is the point in me expanding it further?

How much does your existing network pro-actively advocate for you?

Not a great deal, but I know that if asked, they’d do anything for me.

Do you really want to have to keep asking?
Wouldn’t it be better if you built your network in a culture that continually reinforces the value of proactive advocacy?

The more Discovery Calls , the better you’ll get

To start with, you may feel nervous and that you didn’t ‘flow’ very well.

Don’t worry – you’ll get better with consistent practice.

Make use of the other resources available

When it comes to interacting with others, there is so much to learn.

We hear a lot about the value of learning people skills and self-development.
And it’s true!
It’s so worth learning such things – it makes all the difference!

Consider taking advantage of the following:

  • Role-playing conversations with your Connector or someone they recommend
  • Asking your Connector questions about you may have been better able to answer a candidate’s question
  • Study the Lesson on ‘Better Conversations’ (we’ll be continually adding content to this)
  • Attend the Workshops, covering how to improve your conversations. These workshops are interactive, so you can ask questions and benefit from the questions asked by others in that workshop.