The Question I Ask 10 Seconds Into Every Discovery Call

When I begin a discovery call with a prospect, I always open with a question like this:

“{First Name}, tell me what’s going on with you and your business that made this hour feel worth it.”

Then I shut up and listen.

Part of the inspiration and strategy for this comes from Jay Abraham and a story I heard him tell about a struggling furniture store.

The store was big and busy, pulling in about a thousand visitors a month and running plenty of ads. Prospects walked in the door. But too many walked right back out without buying.

So with Abraham’s help, the store ran a test. They scripted 33 different ways to greet people at the door and tried them out over several weeks.

There was a clear winner:

“Hello. And what ad brought you into the store today?”

When that became the standard greeting, the number of walk-ins who left with a purchase jumped 300 percent.

Why? Because the question started a conversation.

It invited the customer to reveal why they were there and what they needed. And it put the salesperson in a position to help. To guide them to the right place instead of hovering while they wandered the showroom.

Abraham put it this way: “It gave the interviewer authoritative control of the transaction because you could engage. (‘Oh, you came in for the bedroom suite. Is it replacing? Is it new? Are you moving?’) And all of a sudden, you’ve got more of a leadership role.”

That’s exactly what my opening question does on a discovery call.

I don’t lead with my pitch. I don’t rattle off what I offer. I ask. And then the prospect tells me precisely what they need, which means I can tell them, straight, whether I’m the one to help.

Three lessons worth stealing:

Engage. Most people open with throwaway lines like “Welcome” or “How can I help you?” Rarely does anyone try to start a conversation. You have countless chances to greet a prospect. How do you engage?

Ask. “Here’s what I do” is weaker than “Tell me what’s going on with you.” Ask questions instead of reciting your menu, and you’ll learn what people actually want to buy.

Test. 33 scripts over several weeks got that store a 300 percent bump. What could you test in the way you open a call, a sale, or an email?

Engage. Ask. Test. You’ll land more of the right clients.

Want to experience this firsthand? Book a Plan-to-Prosper Blueprint Session at bookprofitsession.com. I’ll open with a question like the one at the top of this email, listen to what’s really going on in your business, and we’ll build a blueprint together to help you attract more leads and land more clients. Without working to exhaustion. One hour. One question to start. Let’s see where it goes.