Being ready for a discovery interview shows your professionalism and that you value the prospect’s time, says Rosemary Smyth, coach and owner with Rosemary Smyth and Associates in Victoria.
Be prepared for your next discovery interview by following this expert advice:
> Research your prospect
Before the prospective clients arrive, do a little background research.
If the prospect is a referral, ask the referral source a little bit about the prospective client before the meeting, says April-Lynn Levitt, a coach with the Personal Coach in Calgary.
If a prospect has called without a referral, you should do a quick Internet search to find out some public information about the person.
For example, finding out a prospect’s profession will give you a sense of their needs and creates a starting point for your conversation.
> Schedule enough time
Set enough time for the meeting so that it’s not rushed.
Schedule time before and after the meeting so you’re not rushing, says Smyth. You also don’t want it to look like you’re pushing the prospect out the door to get to your next appointment.
> Set a (flexible) agenda
Sketch out what you want to cover in the meeting with an agenda.
An agenda can be just two or three notes with a few questions and/or areas that you want to cover, says Smyth.
Don’t be afraid to keep the agenda flexible. Levitt says you should ask the prospect what he or she would like to talk about before you start the meeting.
> Eliminate distractions
Make sure that you and the prospect will not be disturbed during the meeting.
If team members are always knocking on your door, tell people that you have a meeting scheduled, says Smyth. As well, make sure your cellphone is turned off and any calls are directed to your assistant or voicemail.
> Look professional
Pay attention to the look of your dress and office to make the right first impression.
Make sure you’re dress professionally, and that your office and desk are professional and tidy, before a prospect arrives for a discovery meeting, says Smyth.
Get rid of clutter on your desk and make sure you have a blazer handy.
> Make it a conversation, not an inquisition
Use the discovery interview to establish a rapport with clients.
Instead of going through a boring checklist, frame your questions in a conversational format to make the prospective client comfortable, says Levitt.
Let the prospective clients tell you his or her story and concerns. Save the Power Point presentation of your business for another time.
> Explain the next step
Have a clear understanding of the next steps for the prospects after the interview.
For example, you might ask the prospect to set up another meeting or to send in necessary documents for the first formal meeting with him or her as a client, says Levitt.
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