04. Identify Current Situation - Assessing the Prospect's Status and Goals

Introduction

Welcome to our lesson on assessing the current situation of your potential clients. We'll explore how to uncover their pain points, understand their struggles, and position your solution as the answer.

Understanding Why They're on the Call

• Open Question: "Tell me what motivated you to take time out of your day to speak to me about growing your business or specifically about the Next Level Growth program?"
• Listen Actively: Pay attention to their reasons and ask follow-up questions

Digging Into Their Pain Points

• Identify Issues: "Why do you think this is causing you so many issues right now?"
• Duration: "How long have you been dealing with this problem?"
• Past Solutions: "How else have you tried to solve this problem?"

Exploring What They Do

• Current Role: "Tell me what you actually sell. What's your role in the business?"
• Sales Process: "Tell me about the sales process that you've got right now."
• Unique Selling Points: "Why do you think people buy from you? What makes you different?"

Gathering Data and Causing Pain

• Cost of Acquisition: "Do you know how much it's costing you to get a customer right now?"
• Monthly Revenue: "How much money are you making a month right now?"
• Note: Always aim to get specific dollar amounts

Determining Their Desires

• Future Goals: "If we were having this conversation 12 months from today, what would success look like for you?"
• Main Motivation: "What's your main motivation for getting to this level?"

Guiding Towards a Vision of Future Success

• Use their responses to paint a picture of their potential future
• Highlight the contrast between their current situation and their desired outcome
• Encourage them to envision the positive impact of achieving their goals

Example Script

1. Motivation: "Tell me what motivated you to take time out of your day to speak to me about growing your business."
2. Pain Points: "Why do you think this is causing you so many issues right now?"
3. Business Details: "Tell me what you actually sell and what's your role in the business."
4. Data Gathering: "How much money are you making a month right now?"
5. Desires: "If we were having this conversation 12 months from today, what would success look like for you?"

Conclusion

Assessing the current situation is crucial for understanding your client's pain points and positioning your solution effectively. By asking the right questions, gathering detailed information, and guiding prospects towards a vision of their future success, you can tailor your approach and offer real value to your clients.

Keep pushing forward and executing your plan. You've got this!

Cheers,
Kathleen