It took a lot of effort to get the meeting, but you’re finally there. They asked you to come in and talk about what you can do for them. Are you planning to do most of the talking and tell them how great your company is, what wins you’ve had and what your offering is? If that’s your plan, there’s a strong chance you’ll never be invited back.
Instead, do these three things for a successful dynamic discovery:
- Make sure you have access to a whiteboard. If you don’t, a piece of paper or drawing on an iPad will do.
- Have a conversation and then ask questions about what their pain points are and where they want to go.
- Sketch out their Current Situation and Desired Outcome.
Once this is established, spend time connecting the dots to get from point A to point B. Base your whole meeting on this because it’s about them and their needs. The goal is to make it a natural conversation.
If you find yourself talking too much and not hearing much from them, then you’re most likely doing it wrong. It’s about them, not you.
Take a deep breath and regroup. You got this. You’re creating a map of how to navigate meeting their needs.
When you present your final solution, include a pic of the whiteboard from the dynamic discovery. It will be an integral part as you will refer to their pains and how your solution will lead to their desired outcome.