Two tips for making the most of a discovery call

Someone just asked me how to make the most out of a discovery call with a contact so I shared with them two things that I use to help not only to guide the call, but also to see if you are able to help.

First - use a reverse GAP Analysis

Get them to tell you what success looks like for them / their vision and then tell you where they are right now.

This will help you to identify if you feel excited or can play a part in that vision and get an understanding of what they might need to get in place (or help from you) to realise that vision.

Second, is to take a moment to think about what does success look like for you out of that call?

Is it work? if so, what would be your criteria about accepting that work? What would need to be ticked on that list to say yes or to know that you are the right person to help them?