Have a Great Discovery Call

What’s your Objective?

Ultimately, you are looking to onboard a few great network-building partners into your team.
That is people who see the value of building their team and advocating for others.

If you imagine you are starting a new business – say, an accounting practice.

Would you be looking for partners that you believe are at least as committed and effective as you are?
Or would you be happy to invest a lot of time helping your partner develop to your level of commitment and expertise?

Obviously, you are looking for great team-building partners who will also look to rapidly develop their teams.

It’s important to understand that you only need a few.

You are not looking to onboard everyone – just the people who are excited about what we offer and who you are excited about being part of your team.

You are NOT looking for customers.
You ARE looking for partners.

5 great partners who find 5 great partners means you have a rapidly and exponentially growing network.

What’s the purpose of your Discovery Zoom Call?

The purpose of your Discovery Zoom call is to determine if you want to offer your candidate the opportunity to attend a CC Introductory Zoom (the next step).

In some cases, after asking some questions you may decide to end the call without having invited the person to an Introductory Zoom.

  • Do you have a good feeling about them? 
  • Have they indicated that they see the value of building their network? 
  • Do you think they are “givers” by nature? 
  • Are they a good fit for the CC culture? 
  • Do you like them enough to give them the benefit of the doubt? 

Note: You can easily end the call with words such as:

“It’s been great chatting; if anything comes up, I’ll give you a call”.

If you decide you want to invite them to a CC Intro Session, it is important that

  • You know how to use the CC booking system to book your guest for a CC Experience 

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)
  • Using a diary booking system such as Calendly can help you keep it brief and improve your overall efficiency.
    • Calendly is easy to set up
    • You can set up an event type such as “A 30-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 court?
  • Ask questions that lead to 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

“It’s much easier to sell someone else than it is to sell yourself.”

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 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.

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 discuss this in depth during your Discovery call—that will be handled by the CC Intro facilitator.

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.