If your profession is Sales, you are no-doubt familiar with a the classic ‘Discovery Meeting‘. Some organizations call them Needs Assessments, others Fact-Finding Sessions or even ‘Missions‘ depending on their level of zeal. The purpose of these conversations is always the same though, and that is this:
Create an authentic connection with the client and find out their greatest needs, for you to determine later if and how you can help them successfully.
Whether it’s software, marketing programs, paint contracting, landscaping projects, or any other custom-delivered service, this Discovery Meeting always plays a major role toward packaging a great service with fair pricing to ensure a happy client who is eager to return and refer you to others as well. This is the goal we strive for when tailoring purchase recommendations and programs for our clients, and I know we’re not unique in that way.
Even with strong sales experience, it can be difficult to run a discovery meeting that authentically connects with one’s prospect and also collects the information they need, to come back with a strong recommendation. For this reason, few weeks ago, my Border 2 Border Business Connections colleague and client Arty Saffian of MacFarland Painting shared a model that his team uses to streamline this activity: the D.R.I.P. model.
While this is flexibly inspired by Arty’s talk, it is only the best rendition I can provide from memory and notes. It goes something like:
D – Dates
Talking delivery time helps prospects envision successfully completing the project with you, and provides what could be the most-sensitive-detail for jobs happening around key events.
- When is a preferred time and/or absolute delivery deadline for this service?
- Should we be mindful of coordinating with other key projects or events?
- Is there a timing window they have in mind that would be very best for working and completion?
R – Reason
The customer’s primary reasons ‘why’, for wanting this service.
- What was the primary reason for connecting or accepting meeting to get an estimate?
- What pains might result from not pursuing service?
- What high-level sought after benefits could easily be realized, and are there any known that would not, from taking action?
I – Interests
Build off of their ‘why’ with key details around factors that matter to them.
- What does the prospect enjoy or highly-value, on a personal level?
- What aspects of the job are they most interested in or concerned with?
- How might we flex our regular delivery to appeal to their primary interests?
P – Production Concerns
Stay empathetic to their interests and concerns while displaying your knowledge, mapping out potential hurdles or pitfalls.
- Have they received this service before, and were there any major highlights or problem with their prior experience?
- Can you envision your team’s execution of everything discussed and ultimately promised?
- Do any of their requests require adjustments in pricing or delivery, from our normal methods?
This information was very useful to us at Hierank and my sincere hope is that it can be useful to others also. If you were inspired by this, consider visiting and potentially joining our local networking-referral group! We meet Wednesdays in Dexter, MI at 7am. More information is here. And if you’d like help leveling up your presence for your next program or event, connect with Hierank! We hope to work with you soon.
