Introduction:

“Hey <person’s name>! This is <your name> from <your business name>! According to my calendar we have a quick call scheduled for right now, is that correct?”

“Awesome! Thanks for picking up and being on time. Much appreciated!”

“We only have 10 minutes together this time around because I have to jump straight into another call shortly, so we’ll need to stay on time, is that okay?”

“Great. The purpose of this call is super simple: I just want to get curious together by asking a few questions so I can learn more about you and your _______________. The goal is simply to determine if I’m able to help you. If I don’t feel like I can, I’ll politely shoot straight with you and let you know, and do my best to point you in the right direction. If I feel like I can help you, then we’ll schedule some time on my calendar to really dig into your ___________ and talk about how. To be honest, I feel like we all have strengths and weaknesses, and I don’t want to waste your time or mine, so I only want to work together if I’m 100% confident that I can help you win. Sound fair?”

“Okay, let’s get started...”

Why now, why me?:

“Before we get started, tell me a little bit more about why you reached out. Why now? And why me?”

“Well I’m honored, and I don’t take that for granted. Thank you.”

Tell me about your __________:

“So tell me about your ______________.”

(Note: Insert relevant questions. For example, if you’re a business coach, you could ask, “Who do you help? What problems do you solve? How does it work?” If you’re a keynote speaker, you could ask, “Tell me more about your event? What’s your vision? Who will be there?” Spend some time thinking about what you need to know about your potential client, and tailor your questions accordingly.)

Old Story vs. New Story:

“Tell me a little more about where you are in your ___________, compared to where you want to be?”

(Note: Review your Problem and your Promise, and ask your potential client a relevant question that identifies a gap between the “old story” and the “new story.”)