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Happy Monday!
Okay, is it just me or does this Monday feel different? Like, actually fresh and hopeful? Maybe it’s Ramadan. Maybe I had good sleep. Maybe it was the weekend that was an absolute blast. Whatever it is, I’m into it.
I’m ready for the new week and whatever challenges it brings. But before we dive in, I wanted to start with a bit of reflection, grace, and gratitude. (Yes, I’m being soft on a Monday. Sue me.)
Let me paint the picture: 9 discovery calls. 4 days. All were last minute, unplanned and unexpected, bookings that showed up. My calendar was a complete mess.
But naturally, I was hella grateful. Grateful for the visibility among the right people. Grateful to have conversations about brands and businesses and things people are trying to build. Grateful that people trusted us enough to hop on a call.
Here’s what I noticed after call number 1, 4, and, 7:
Three different people, completely different industries, different countries, and different challenges, all used the same word at the end of their call.
“Clarity.”
“That gave me so much clarity.”
“I have clarity now on what I actually need.”
“Everything is so much more clear.”
Now, clarity didn’t always mean they booked our service right away. Sometimes it meant they realized they needed to figure out their positioning first. Sometimes it meant they needed a different service entirely. Sometimes it meant they just needed to hear their thoughts said out loud to someone who gets it.
And that’s when it made more sense to me.
I’ve cracked the code. Or at least my version of the code.
A discovery call isn’t a sales technique. It’s not about closing. It’s definitely not about convincing someone they need you.
It’s about helping someone come to a conclusion.
Sometimes that conclusion is “yes, we need to work together.”
Sometimes it’s “I need to sort out X before I can move forward.”
Sometimes it’s “actually, I don’t need a full website, let’s start with a landing page.”
Because when someone walks away from a call feeling clearer about what they need (even if they don’t book you) they’ll remember that. They’ll refer you. They’ll come back when the timing is right.
My job on every single call is simply to listen, ask the right questions, and help them see what they actually need.
This ‘strategy’ has helped me build great business relationships, cause I care more about giving someone the most helpful answer rather than getting them to work with me.
(And yes, sometimes what they need is exactly what you offer. Win-win.)
I’m thinking about sharing my discovery call framework in the next newsletter. Just the actual questions I ask, the structure I follow, and how to make sure people leave with clarity (and hopefully, a hell yes).
Hit reply and let me know if you’re interested. If enough people are into it, I’ll break it down for you.
P.S. If you’re struggling with your business and need some clarity right now, we built a self-diagnostic tool based on this same discovery call framework. It takes like 20 minutes, and might help you figure out what you actually need. Here you go, your link to clarity.
P.P.S. I’m rooting for you. Have a lovely week. ✨
