.Leadgent tips #92:

Here’s how I open an interview call or discovery call with a CEO, or hiring manager. Before I talk about my service, experience, or process, I first show them that I did my research.

What I usually says.

“Mind If I share what I learned about your business, before we start talking about {solution}? I don’t want to assume I’ve got everything right, simply because I researched COMPANY beforehand.

It looks like COMPANY sells a PRODUCT/SERVICE to STAKEHOLDER ROLES at CUSTOMER VERTICALS/TYPES. It seems like the problem you’re solving for those customers is X and the company makes money by XYZ. Is there anything I’am missing?

Here’s why I do it this way:

1. 82% of inverviews/ceos think applicant/sellers are unprepared during the 1st meeting. Watch their face/tone change when they realize you took the time to prep. Most common reaction? “Thanks for taking the time to learn about our business. Most applicant don’t”. Anyone can do this. It takes 2 mins to prompt AI for these answers. The bar is on the floor.
2. Most interview/discovery calls are 30 mins. I hate wasting my time. I hate wasting prospects’ time. There’s no reason for them to spend 7 mins educating me on something I could’ve easily researched beforehand. More time for the good stuff.
3. The question, “Anything you think I’m missing?” changes the dynamic of the conversation. Instead of trying to prove your point, you’re inviting them to teach you something. People naturally open up when they’re correcting, clarifying, or adding context. My goal isn’t to sound right. It’s to understand their business well enough to ask better questions.

From there, it’s much easier to transition into the business priorities behind the problem.

The conversation becomes about their goals, not my solution.

That’s where trust starts. Preparation earns attention. Curiosity earns credibility.

And credibility earns the right to have a deeper conversation.

Other Sample:

• “I spent a few minutes looking into the business before our call. Blah blah …. Did I miss anything important?”
• “Based on my research, it looks like your focus is helping XXX improve outbound conversion. How close am I?”
• “From what I found, it looks like you’re helping retailers improve inventory visibility through AI forecasting. What would you add or change?”

Hope it helps...

If you want more leadgen tips like this. What else do you want to know about getting clients online?

A. How to get replies using LinkedIn DMs

B. Asking better questions

C. How to spot a right prospect?

Reply with your answer…

Kind regards,

— Mary, your leadgen bestie

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