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.