The second script you’ll need to rehearse
while you’re having your problem convo. We call it the “Setup Script.” It will set the stage for a valuable conversation with your prospect because you’ll reiterate what the interview is all about. You’ll want to cover (1) why you requested the interview, (2) how you’ll conduct the interview and (3) next steps after you finish the interview.
Check out the following “Setup Script” example bullet points:
Bullet #1: Why You Requested the Interview
- I don’t have anything to sell yet, but I do have an idea and I’m going through a process for collecting data and validating whether it’s feasible.
Bullet #2: How You Will Conduct the Interview
- I really just want to understand the challenges you’re dealing w/having with creating a course while maintaining your service-based business, so I’ll be asking you about your specific challenges.
Bullet #3: Next Steps After You Finish the Interview
- At the end of our conversation, if I feel like my idea has the potential to solve the challenges and struggles you’re facing as a course creator, I’m going to continue to develop and refine a solution based on the feedback I’m receiving from these conversations and I’d love to touch base with again to talk about what I’ve come up with.