Pack Your Prospecting Call With Things to Unpack During Discovery

By Tibor Shanto
While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. Most are focused on and working on getting that primary directive right. One thing that many fail to do in prospecting calls is set the momentum for the Discovery and beyond. Tactically. You can and should pack your prospecting call with things to unpack during Discovery.
Planting Seeds
A good prospecting call needs to lead to more than a calendar invite for the first formal encounter. It should leave the prospect anticipating the meeting, curious to find out what follows. But it has to be by design and planning. The goal is to help the prospect expand their thinking on areas they were already focused on. If you’re the elements and message of your prospecting call aligns with their agenda, you