Demo · Discovery

Six questions. Ask them before you show anything.

The first three do the work. Everything after that is detail you need for a quote.

1

Are you recording your calls today?

If yes, they already pay for the raw material. If no, it is a short conversation with your provisioning team.

2

How many of those does anyone actually listen to in a week?

The answer is one or two, and usually only after a complaint. Let them say the number out loud.

3

So what is in the rest of them?

This is the question. Nobody has an answer. Everything you demo next is the answer.

4

Does anything summarize your calls today?

Usually nothing, or a meeting notetaker that never touches the phones.

5

When a call goes wrong, who finds out and how long does it take?

Listen for how late it is. A review, a cancellation, a complaint that reached the owner days later.

6

Who is chasing the follow-ups from those calls right now?

Quotes to send, callbacks promised, things half remembered. Usually one person and a notebook.

The whole point is scale

They are not failing to listen to calls because they are lazy. There are too many. Get them to say the number they listen to against the number they take, and the gap sells it.

Under five minutes

This is not a needs analysis. Ask, get the numbers, move to the screen. If they start telling you a story about a call that went wrong, stop asking and let them talk.

Next step

Sizing and the upgradeAsk both questions while you're still on the call.