Answering your questions about doing intro calls
Common questions about what to say and do on intro calls with prospects
Initial intro calls with potential customers (aka discovery calls) are the most important moment in your sales process because in today’s crowded market you realistically only get one chance to make a good impression and need to make it count.
The key to a successful intro call is doing mutual discovery — you learn about your prospect, your prospect learns about you and each of you is able to decide whether you want to invest further time and resources in the other.
While the idea of mutual discovery sounds simple in theory, it can be hard to achieve in practice within the constraints of a 30-45 minute call especially if you are new to sales, so in this issue I answer some of the most popular questions readers ask about intro calls:
Should I use slides on an intro call?
What should I do when the intro call is not with the decision maker?
Should I talk about pricing on an intro call?
What research should I do for an intro call?
How should I end an intro call?
What should I not do an an intro call?
Should I use slides on an intro call?
The short answer is yes as long as it keeps the conversation focused on the problems you solve for your potential customer. Going through a load of slides talking about your company and product is not a good use of time.
My favorite 3 slides to use on an intro call are: