Mastering Discovery Sessions as a Notion Consultant
Published on January 23, 2024
In the world of consultancy, the first impression can make or break a potential client relationship. This is where the discovery session, a crucial first meeting, comes into play. As a Notion Consultant, I've learned that mastering the art of these sessions isn't just beneficial, it's essential.
Over the years, I've refined a set of techniques that form the bedrock of a successful discovery session. The ultimate goal? Alignment. It’s all about understanding whether you and your potential client are a good match. Ideally, you've already defined your ideal client, and your prospect should fit perfectly within those parameters.
Remember, a successful discovery session isn't about showcasing your expertise but understanding your client's needs and determining if you can genuinely meet them. Below, I've shared some essential tips to elevate your discovery sessions and set the stage for fruitful collaboration between you and your Notion Consulting client.
The first question is the worst question
It’s not uncommon to get a bit squeamish when you talk about money, especially with strangers. Navigating budget discussions can be tricky, but it's crucial to address it early on. How early, you might ask? I do it even before we meet, during the discovery session questionnaire. This approach has saved me significant time for both parties.
I use the app TidyCal (by AppSumo) to make this process simple. Before scheduling a meeting, clients must input their project budget. Given that Notion Consulting is a relatively new and evolving field, it's not unusual for people to be unsure about their budget, and that’s fine. As long as they can afford 1-2 hours of your time, you should be able to provide them with some basic guidance, and hopefully an upsell to a complete workspace build. In that case, I’m always ready and willing to jump on a discovery call and learn more about their goals. If their budget is far less than even your hourly rate, create a templated response that can easily be sent to the prospect outlining some other options that may be better suited for their budget. If you’d like, send them over to the Notion Consultants Directory where there is a broad range of Consultants for every budget.
Ultimately, tackling budget discussions can simplify your discovery process, conserve valuable time, and establish transparent expectations from the start.
Asking the right questions at the right time
As an experienced Notion Consultant, I have a template within my Customer Relationship Management (CRM) system containing 12 fundamental questions to ask during the discovery session. These questions are designed to dive into the finer details of the client's situation, enabling me to better understand their obstacles and challenges. This understanding is crucial in crafting a solution that meets their needs effectively.
Before asking these detailed questions, I allow clients to answer three key questions that subtly endorse my services. These questions enable the client to convince themselves of the value I offer, laying a stronger foundation for the rest of our call:
- Why Notion? This question allows you to comprehend their motivation for considering Notion as a potential solution. It gives them the chance to articulate and express why they are drawn to Notion, providing you with valuable insight into their decision-making process.
- Why Now? This question explores the timing behind their interest in implementing Notion. It allows them to create a sense of urgency, which can be crucial in the decision-making and negotiation processes.
- Why Me? This question helps uncover the specific reasons they are considering your consulting services. What aspects of your experience, skills, or personality have piqued their interest? They selected you for a reason; encouraging them to articulate this reason can reinforce their initial choice and help close the deal.
Remember, the more they talk, the more insights you gain. Each piece of information you gather can be used to tailor your approach, allowing you to showcase how your expertise aligns perfectly with their unique requirements.
These are just a few of the essential questions to ask during a discovery session. Their purpose is to facilitate a deeper understanding and foster a stronger connection between you and your potential client. If you’re interested in a more comprehensive guide to discovery sessions, check out my free guide: The Top 12 Questions To Ask In A Discovery Session. This guide takes a deeper dive into the art of inquiry, providing you with the queries you need to conduct effective and fruitful discovery sessions.
The million-dollar question
This question might seem straightforward, but its timing can greatly affect your client acquisition value and it is "Have you already signed up for Notion?" Many people are in the early stages of looking for the right tool and haven't set up a company account yet. Ideally, they've established a personal account to test out the application. If this is the case, I recommend encouraging them to wait on signing up for an account until you've discussed the best plan for them.
Doing so not only allows you to assist them with their account setup but also provides an opportunity to share an affiliate link. This link could generate a substantial amount of passive income for you over the next year. If you're unfamiliar with Notion's affiliate program, you can earn 50% off the price of Plus or Business plans. This is a significant advantage you, as a Consultant, have over merely creating templates. Connecting with businesses ready to buy can create the passive income dream you were looking for as a template creator.
Once you've secured the deal and established a strong relationship, you can then tastefully suggest they sign up using your affiliate link. Not asking this question could mean leaving thousands of dollars on the table, so don’t forget!
Ultimately, the art of discovery sessions as a Notion Consultant involves much more than listening to pain points and selling services. It requires strategic communication, thoughtful preparation, and a genuine desire to understand and meet your client's unique needs. Every step contributes to a stronger, more productive relationship with your potential client. If you're ready to start having more effective discovery sessions, be sure to check out my free template available now.
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