A guide to the discovery phase of client work: how to frame conversations, uncover real problems, and help clients see their own obstacles. The speaker walks through techniques for leading discussions that surface what clients actually need, not what they think they need.
So when we're starting in the core premise, what we want to do is this is where we are setting the frame and this is where we're going into the discovery. This is the discovery. Discovery of what's the problem that they think they're in? What's the real problem that they either don't know that they're in or they're doing all the wrong things to fix it. And then what is the struggle? Meaning what's in the way of getting them to what they want? You need to know that, okay, what's in the way of getting them? What do they want? What are all the things that they're, that they're currently doing to try and get what they want? These questions in this section is what I call the subconscious self. Self. Because sometimes people are on autopilot all the time, but they're not even present to doing what it to doing the actual work. So what I mean by that is like, for example, when they're like, I already know what to do. And then you ask them like, okay, so what are you doing to try and fix this problem that you're in? And they're like, well, I'm. And then you realize they, they are speaking out loud and getting present to the fact that maybe they aren't doing all the things that they're supposed to be doing. Okay, so, so this phrase, this, this phase of the discovery is really important and in order for them to open up, you need to set the frame. So setting the frame is just being transparent and honest and taking the leadership of the conversation, whether it's a call or one to many, where it's like, hey, this is what we're going to go through today. This put people at ease because you answer the question in their mind of like, what are we doing? Oh, I hate when, you know, people slide into DMS and they're like, how was your trip to Spain? And it's like, no, no, no. Okay, we're going to build rapport. But rapport is not coming from this place of let me be my best friend. Because think about it. How many people you know who loves me the most? My mom, my husband, my children. And none of them are customers. So it's not love me enough to pick me. It's let me lead this conversation by, by telling you what's going to happen. I'm going to get clear on your problem so I could give you some context on the best way to solve it.
