Discovery Call Scipt

Question 1

What is the purpose of the Discovery Opener?

Answer 1

To gather information about the club and its operations

This includes understanding the club’s identity, business involvement, current priorities, and differentiation strategies.

Question 2

How did you get into the _______?

Answer 2

[business]

This question aims to explore the background of the individual involved in the business.

Question 3

What’s most important for the business _______?

Answer 3

[right now]

This helps identify current priorities and focus areas for the business.

Question 4

How are you differentiating yourself from local _______?

Answer 4

[competition]

This question seeks to understand the unique value propositions of the club.

Question 5

What are some challenges you’re experiencing _______?

Answer 5

[today]

This question addresses current operational or business hurdles.

Question 6

What would change if you solved these challenges _______?

Answer 6

[today]

This explores potential impacts of overcoming existing challenges.

Question 7

Do you use multiple systems? Are they _______?

Answer 7

[integrated]

This question investigates the technology stack and system integration.

Question 8

What’s working _______ for the club today?

Answer 8

[well]

This question aims to identify successful strategies or operations.

Question 9

Who’s involved in the _______ process?

Answer 9

[decision-making]

This question identifies key stakeholders in business decisions.

Question 10

What does the _______ process look like?

Answer 10

[evaluation]

This helps understand how decisions are assessed and made.

Question 11

Have you ever changed _______ before?

Answer 11

[software]

This question assesses past experiences with software transitions.

Question 12

What other software are you _______?

Answer 12

[evaluating]

This question seeks to identify potential software alternatives being considered.

Question 13

How are memberships sold _______?

Answer 13

[today]

This question examines current membership sales strategies.

Question 14

Do you use a Marketing Automation or _______ tool?

Answer 14

[CRM]

This question identifies the tools used for customer relationship management.

Question 15

Do you have digital marketing _______?

Answer 15

[support]

This addresses the availability of digital marketing resources.

Question 16

What ancillary programs do you offer (PT, Spa, _______, etc.)?

Answer 16

[Camps]

This question identifies additional services provided by the club.

Question 17

How do trainers and clients _______?

Answer 17

[schedule]

This question investigates the scheduling process for services.

Question 18

What would it mean to your _______ if this area grew more?

Answer 18

[bottom line]

This question explores the financial impact of growth in ancillary programs.

Question 19

Do members use a _______ app?

Answer 19

[mobile]

This question assesses the availability of mobile technology for members.

Question 20

What would it mean if the app experience _______?

Answer 20

[improved]

This question examines the potential benefits of enhancing the app experience.

Question 21

Do you pass credit card processing _______ to members?

Answer 21

[fees]

This question addresses the handling of transaction costs.

Question 22

How are account recovery and _______ payments handled?

Answer 22

[past-due]

This question investigates procedures for managing overdue accounts.