What Is Incremental Discovery?

 

It’s been a while, and you realize it’s time to check-in with an existing prospect or customer. You ask, “What’s changed since we last connected?”

 

The answer to this simple question may yield new sales or expansion opportunities, or the need to rescue a customer! Depending on the situation, there may be seven sets of possibilities:

 

Current Prospect:

 

1.     They say, “Things have gotten worse…!” This is an opportunity to explore and determine if your prospect is now ready to enter a sales or purchasing process. What’s changed and why? Do these changes impact a Critical Business Issue? Let’s revisit!

2.     They reply, Things are about the same…” While this may suggest “status quo” you should also examine their progress towards their Critical Business Issues, timing, and see if their value equation has changed.

3.     They respond, “Things are getting better…” This indicates that changes have taken place. What’s improved and why? Is this something that you can help to accelerate?

 

Current Customer:

 

1.     They say, “Things have improved!” This may be an opportunity to collect a success story and generate a reference. It may also open the door to expansion, as well!

2.     They reply, “Things are about the same…” This may indicate a need to bolster or restart an implementation and revisit plans and progress towards achieving your customer’s Value Realization Events.

3.     They respond, “Things have gotten worse…” Oh oh! You’d better jump on this right away, as this customer is at risk of churning or becoming a negative reference!

 

Prospect or Customer:

 

1.     They answer, “We have a new initiative…” Clearly, it’s time to do discovery!

 

How often do you check-in with your existing prospects or customers?