The 3 P's of Discovery

Asking the Right Questions - The 3 P’s of Discovery

Purpose:

• Establishes your authority in determining if they are a right fit.

• Builds trust between you and your exec.

• Allows enough space for your exec to flesh out their answer - don’t be too quick to respond, let it breathe, almost as if you are waiting for more!

Particulars:

• Personalization vs. Generalization

  • Generalization: “Tell me a bit about your background”

  • Personalization: “I see that you are a CMO at AdvisoryCloud. As a marketing executive, tell me a little more about your experience in Online Advertising and overall digital strategy”

• Lazy vs. Savvy

  • Come off as Lazy: “I’m treating you as everyone else in a general tone and didn’t do my research”

  • Come off as Savvy: “I’m showing you I did my research and am speaking to you about your unique background and experience”

Payoff:

• Shows you have done the proper vetting before recommending their participation in AdvisoryCloud and asking them to sign up.

• Allows you to tie in their unique background and interests to the benefits they’ll receive from AdvisoryCloud membership.