The Discovery Meeting is the Strategist’s first substantive conversation with a prospective client after the business has been Cleared to Proceed through the CRM Prospect Verification process.
The purpose of the meeting is to understand the business, the business owner’s goals, current challenges and desired future position.
The Discovery Meeting is not a sales presentation and is not intended to duplicate information that will subsequently be collected through the Automated Client Intake Form.
The Strategist’s primary responsibility is to listen, understand and determine whether moving forward to Intake and the Visibility Audit makes sense.
Business Name: ______________________________________
Primary Contact: ____________________________________
Strategist: _________________________________________
Meeting Date: _______________________________________
Meeting Location / Method: ___________________________
CRM Clearance Confirmed: Yes / No
Use this opening to allow the business owner to describe the business in their own words.
Strategist Notes:
Listen for:
Strategist Notes:
The purpose is to begin identifying the business owner’s desired future position.
Strategist Notes:
Allow the owner to describe what they currently believe is generating awareness and customers.
Possible areas may include:
Strategist Notes:
The Strategist should listen carefully to the owner’s perception of the business’s current strengths.
Strategist Notes:
Listen for potential gaps involving:
Do not attempt to diagnose or solve the problem during this portion of the conversation.
Strategist Notes:
When applicable, acknowledge what LKNConnect has already done with or for the business.
This may include:
The Strategist should enter the meeting already familiar with this information from H-1 — CRM Prospect Verification.
The purpose of this conversation is simply to listen for potential operational issues that may warrant further exploration through the Intake Form or T2.
Listen for comments involving:
Strategist Notes:
Possible T2 Opportunity Identified: Yes / No / Too Early to Determine
No T2 recommendation should be made solely from this preliminary conversation.
This question helps the Strategist understand the prospect’s motivation, urgency and expectations.
Strategist Notes:
Following the conversation, the Strategist makes a preliminary determination.
Consider:
Reason / Notes:
If the prospect is moving forward, the Strategist briefly explains:
The prospect will receive an online Intake Form that gathers the factual information needed to complete the client record and prepare for the Visibility Audit.
Following Intake verification, the automated Visibility Audit independently evaluates the business’s public visibility and produces an objective Audit Score.
The Strategist will review the Intake and Audit results and schedule a follow-up conversation to discuss the findings and determine the business’s Visibility Gap.
Automated Intake to Be Sent: Yes / No
Intake Sent Date: ___________________________________
Follow-Up Required: Yes / No
Next Action: ________________________________________
Next Action Date: ___________________________________
CRM Updated: Yes / No
The Discovery Meeting should feel like a business conversation, not an application process.
The Strategist should not attempt to collect every piece of factual information during the meeting.
Detailed information belongs in the Automated Client Intake Form.
The Discovery Meeting answers a simpler set of questions:
Who is this business?
Where do they want to go?
What do they believe is happening today?
What appears to be getting in the way?
Does it make sense to continue the process?
If the answer to the final question is yes, the prospect moves to the Automated Client Intake Form.
