The #1 mistake producers make in Discovery Meetings…

What's the biggest mistake producers make in discovery meetings? Simple. Move too fast, too quick, trying to go for the close way too soon. Let me give you an example from our business where we saw this happen. In our model at Complete Game Consulting, we typically have a 2-call close. So we'll jump on a Zoom call with a producer, an agency executive, but it's really a discovery meeting. And we know if we have a very interested buyer, there's probably going to be a second conversation. Either because there's other decision makers or we want to give them a chance to chew on it, come back and ask some questions. We noticed that we had a lot of prospective buyers ghosting us after that first call. They weren't getting back to us. They were kind of brushing us off. And after doing a lot of introspective work, looking inward and looking at the data and just looking back at the call recordings, we realized we were going for the close too fast. We were trying to sell a product, trying to pitch something in that first call, and that's what turned them off. And I think that's what's happening with a lot of producers. They're going for the kill too quick, too fast. The only thing you should be doing in a discovery meeting right now is to qualify or disqualify the prospect.