Alright.Warm welcome to module 3.I'm so glad you're still here.And this module is the core of the program.Okay.
0:08
I mean, everything else is important too.But this module is where you're really going to get in touch with other human beings.And other human beings, of course, are the ones you're actually your business is actually serving and working with.So this is very important to do the exercises in this module.Obviously, you know, do as many, well, k.
0:28
So what you're gonna learn in this module is how to do market discovery calls.Remember, in the previous module, you put out requests for calls.Right?Well, this module is where you actually, follow-up on those requests and do them.So, in this module, you're going to see reasons, good and bad, to do market discovery calls.
0:50
We're gonna talk about this very important, I'm not gonna click on it right now.Whoops.I'm we're gonna talk about the very important distinction between what they want versus what you think they need.Okay?We wanna focus our market discovery calls on what they want.
1:09
Okay?We're also, this is important.Let me just let me just take a moment to say this.This is, I didn't even record this in the later ones.But when you do your market discovery calls, focus on what their mindset is.
1:24
Their the what what what are they spending money on related to your thing?What do they what might they want to spend money on or do they wanna spend money on?Don't focus on your current offer.I mean, unless they're asking you for it, unless they're unless they're really fascinated, they wanna learn more, do not make the call about, can I tell you what my offer is and tell me what you think?Because they're just gonna validate you being polite.
1:49
They're gonna be polite.I've done this too many times, and I've seen too many people do this.And even after they validate you and be polite, you're gonna ask them to buy it and they won't buy it because they're just gonna be polite to you.Everyone's gonna do this.Everyone's gonna lie to you.
2:03
That's a hyperbole, but it's true much of the time.Everyone's gonna lie to you about how great your offer is because they don't wanna say it's bad.Most people are quite agreeable that maybe you speak to some people who are not agreeable, who are gonna tell you the unvarnished truth.But what you want to do is spend that precious time to learn about their mindset, their current wants, their spending patterns, what they're buying related to what you are offering.Related to, not your offer, but in the field of your offer.
2:33
Okay?And, you're gonna get various other nuances.Like, what if you'd find out during the call that they're really not your ideal client?We'll talk about that.And we will talk about how to stay organized with your notes for you can use a Google Form template that I give you.
2:48
That's optional, or you could just take notes in the way that I recommend.And, and here's a very important, segment.If you wanna practice with your fellow students in this course, I think that's a good idea to do this.Go here and you will go there and there will be a bunch of, comments that you can reply to for other people who want to who want to, practice as well, and you can add your own comment, similar to what they're saying.So definitely check this out.
3:18
How do you follow-up after you do the call?We'll talk about that.And finally, for those who already have a bigger audience and say, George, I don't have time for these 1 on 1 calls.I have a big audience already.You could do market discovery group calls with your audience.
3:31
So that's that's for those who have that kind of audience size.So anyway, with that, I look forward to seeing you dive into this module.Enjoy the experience with other human beings because it's really it really is.It's meant to be a a, an experience of connection, of caring, of discovery, of course, and perhaps and of advocacy.Because once you connect with them in that way, they may become an advocate of your business.
3:57
The the better the the the better the experience of the call is with you, the more that's gonna be true.So I hope you enjoy that.