Quais são as práticas recomendadas para conduzir uma sessão de descoberta de valor com seus clientes em potencial?

Las mejores prácticas para una sesión de descubrimiento de valor con clientes potenciales son esenciales para comprender sus necesidades y ofrecer soluciones personalizadas. Primero, prepara bien la reunión investigando el negocio del cliente y sus desafíos. Esto te permitirá hacer preguntas abiertas y específicas que ayuden a identificar sus prioridades y puntos débiles.

Ever tried solving a Rubik's Cube blindfolded? That's what a value discovery session can feel like without the right approach. Here's how to make it smoother: Set the stage with a clear agenda—it's like giving your GPS a destination before hitting the road. Dive into their challenges with open-ended questions; think of it as detective work—minus the trench coat. Really hear them out; it's like tuning into your favorite podcast—engaging and insightful. Spot shared goals and align your solutions; it's like finding the perfect playlist for a road trip. End with clear next steps; think of it as setting the alarm for tomorrow's to-dos. By following these steps, you can turn a complex discovery session into a smooth, collaborative experience.

A value discovery session is like building a strong foundation for a home. Begin with a clear agenda—this acts as your blueprint. Ask open-ended questions to dig deeper into their challenges, much like peeling back layers to reveal what truly matters. Listen actively, paying attention to the small details that help you understand their needs. When aligning your solution, think of it as finding the perfect piece of furniture—it should complement their unique requirements. Wrap up with clear next steps—like scheduling the contractor. By guiding the conversation with empathy and clarity, you’ll create a trusting partnership and set the stage for long-term success.

Según mi experiencia en eventos y patrocinio en como generar conexiones autenticas en una sesión de descubrimiento con posibles clientes potenciales, Prefiero un enfoque cercano, como quedar para un café, donde las ideas fluyen sin presión. La clave es escuchar más de lo que hablo, entendiendo sus necesidades antes de proponer soluciones. Siempre busco aportar valor desde el primer contacto, presentando ideas que conecten con su propósito y no solo con el retorno financiero. Después, envío un resumen claro con las oportunidades identificadas, porque el seguimiento es lo que convierte una conversación en una relación duradera.

To conduct an effective value discovery session for IT solutions, start by understanding your prospect’s challenges, like outdated systems or security risks. Ask open-ended questions to identify pain points, then dig deeper to uncover hidden issues. Focus on their goals, like improving productivity or securing data, and align your solution with these objectives. Offer actionable insights, such as small fixes they can implement immediately. Finally, present a roadmap for long-term improvements, and summarize the session with a personalized recap. This approach builds trust and positions you as a valuable partner.

Ask questions that encourage the client to share their insights: • Pain Points: “What are the biggest challenges you’re facing right now?” • Goals: “What does success look like for you in the next 6-12 months?” • Processes: “What’s currently working well for your team? Where do you see opportunities for improvement?” • Value Drivers: “What would bring the most immediate value to your business right now?”

La session découverte est faite pour écouter activement la problématique du prospect et c'est l'occasion de se présenter, d'expliquer sa méthode de travail, pour que les deux interfaces, le prospect et soi-même puissent établir clairement si une collaboration peut suivre de façon efficace et adaptée.

1. Preparação Cuidadosa • Pesquise o cliente • Personalize a sessão • Defina os objetivos 2. Crie um Ambiente de Confiança • Construa rapport • Explique o propósito 3. Faça Perguntas Poderosas • Perguntas abertas • Perguntas de impacto • Exploração de consequências 4. Ouça Ativamente • Deixe o cliente falar • Reflita e resuma • Tome notas relevantes 5. Identifique e Amplifique o Valor • Foque nos resultados desejados • Destaque os benefícios • Personalize a proposta 6. Esteja Preparado para Objeções • Antecipe preocupações • Valide as objeções 7. Defina os Próximos Passos • Alinhe expectativas • Acorde responsabilidades

Don’t promise a huge ROI in first months 1- you should know that each word or promise can damage your churn rate after few months 2 try to show half of what you can do