Customer Discovery · Castmagic

In this video, you'll see one of my discovery calls with a potential client and this is how I usually approach these calls. So sit back and enjoy. Chris?

Speaker B 00:00:25 - 00:00:26

Yes, this is Chris.

Speaker A 00:00:26 - 00:00:29

Hi, Chris. How are you? This is Richie. I just gave you a text.

Speaker B 00:00:32 - 00:00:34

Hello, who are you with?

Speaker A 00:00:34 - 00:00:38

Spiretech Solution. My colleague Tabish emailed you.

Speaker B 00:00:38 - 00:00:39

Yes.

Speaker A 00:00:39 - 00:00:54

Okay. Yeah. So we'll take just a quick ten minute call, but what was your main motivation for this call today's?

Speaker B 00:00:56 - 00:01:07

Hello, my main motivation is that it sounds like you have a network of clients that would like design services and we provide design services.

Speaker A 00:01:08 - 00:01:12

Right, exactly. Okay.

Speaker B 00:01:15 - 00:01:25

We're licensed architects, so we can provide professional services, but we're also designers, interior designers.

Speaker A 00:01:25 - 00:01:25

Okay.

Speaker B 00:01:26 - 00:01:32

So those are projects that we can easily and readily take care of and get done for clients.

Speaker A 00:01:33 - 00:01:34

Okay, yeah, exactly.

Speaker B 00:01:34 - 00:01:41

We generally aren't sort of pounding the pavement looking for clients because we also develop property ourselves.

Speaker A 00:01:42 - 00:01:46

Okay, I got you.

Speaker B 00:01:47 - 00:02:04

It may be interesting to see what you guys can do. Of course we'd be somewhat picky with the clients that we work with, but I'm interested in hearing more about it.

Speaker A 00:02:04 - 00:02:38

Of course. Understand your point, sir. And the best thing about our system is that we could focus on specific clients. So, for example, we could only get full service interior designer clients. With our system, we essentially filter out all of the low quality leads, so you won't be getting any of the leads that you don't want. Exactly. So with that being said, to see if we could actually help you, I'm just going to ask you a couple of questions about your business and whatnot is that? Okay, sure. Okay.

Speaker B 00:02:38 - 00:02:39

Yeah.

Speaker A 00:02:39 - 00:02:46

Great. Okay, so you said you do other services besides interior designing, right?

Speaker B 00:02:47 - 00:02:49

Yes, we're a licensed architecture.

Speaker A 00:02:49 - 00:02:50

Okay.

Speaker B 00:02:50 - 00:03:09

So we can do the entire building, entire project from A to Z, and we're doing that right now with our own project. We generally don't have clients, but I think it'd be interesting for us to explore that.

Speaker A 00:03:09 - 00:03:13

Got you. Okay, so you said you have no clients?

Speaker B 00:03:16 - 00:03:35

We have before. My background is I've been an architect for 30 years and I've done work for big firms for a long time and have my own practice. The past four or five years we've been doing our own projects. So we're the owner, developer, everything, and we are our own client.

Speaker A 00:03:35 - 00:03:36

Okay.

Speaker B 00:03:36 - 00:04:01

But I'd like to explore the possibility of, again, hiring or not hiring, but working with clients on projects and clients that are interesting and have the capacity to pay their invoices, of course, on time and all that jazz. Anyway, sorry, it's a long winded answer.

Speaker A 00:04:02 - 00:04:04

To your no worries, no worries at all.

Speaker B 00:04:05 - 00:04:10

I think it's good to give you a pretty in depth picture of what we're interested in.

Speaker A 00:04:11 - 00:04:28

Of course. Yeah, definitely. And to kind of go off of that, we could only target high quality clients. So, again, you're not going to be getting any clients that have a low budget? We do. The qualifications for you, essentially.

Speaker B 00:04:30 - 00:04:40

Okay. Can you give me an example of maybe three recent clients that you've placed with other firms and what the contract amount was?

Speaker A 00:04:40 - 00:05:17

So we recently just moved into the interior designing space. This whole business has been operating for six years, but recently we just moved into the interior designing space. So with the first client we just landed, essentially we're running advertising on her Facebook and Instagram, and once a client comes in through that advertisement, we qualify that client. So we ask them a set of questions to see if they're the qualifiable. So essentially, if they're a low quality lead, we filter them out and we book the appointment.

Speaker B 00:05:17 - 00:05:24

How do you determine if they're quality or low quality asset? What are the metrics or standards that you use for that?

Speaker A 00:05:24 - 00:05:43

So it all depends on the client. So that client is working specifically with kitchen remodeling. So she had a set of questions that she usually asks clients, and depending on what her qualifications are, we use that to determine whether or not the client is a high quality lead, essentially.

Speaker B 00:05:44 - 00:05:45

Okay.

Speaker A 00:05:45 - 00:05:46

Yeah.

Speaker B 00:05:46 - 00:06:10

Just a quick thought. One thing that I want to kind of mention right off the bat is we're only going to be interested in commercial projects, okay. No single family kitchen, remodeled stuff because it just doesn't make sense for us because it's usually such a low budget. It's usually a pretty low fee to do that kind of stuff.

Speaker A 00:06:11 - 00:06:13

Okay, right.

Speaker B 00:06:14 - 00:06:22

So commercial would be unless it's like really high end custom luxury home stuff.

Speaker A 00:06:23 - 00:06:24

Okay.

Speaker B 00:06:25 - 00:06:29

That could be interesting with the right client.

Speaker A 00:06:29 - 00:06:40

Okay, got your point. So have you done any marketing at all for your company or are you still looking for that?

Speaker B 00:06:41 - 00:07:00

We can do our own marketing in the sense of generating collateral, if you know what I mean, with collateral on website information on what our capabilities are, the kind of work we can do.

Speaker A 00:07:00 - 00:07:00

Okay.

Speaker B 00:07:01 - 00:07:03

We don't need help generating that.

Speaker A 00:07:06 - 00:07:07

Okay.

Speaker B 00:07:09 - 00:07:32

We would need help getting it out there into the public eye and to the right people. But it sounds like you have am I correct that you have specific client network connections that come to you to look for people like us. Is that right?

Speaker A 00:07:32 - 00:07:58

So the way we get our clients is mainly through social media marketing, and the way our system works is we could target specific clients. So that's why we brought up we were able to get you full service interior designing clients. And that's essentially how it works. So it's not like we have those clients in our network right now. We obtain them through our advertising.

Speaker B 00:08:00 - 00:08:00

I see.

Speaker A 00:08:01 - 00:08:01

Yeah.

Speaker B 00:08:03 - 00:08:04

You have a website?

Speaker A 00:08:05 - 00:08:08

I do. I have a website and social media. I could send that over.

Speaker B 00:08:09 - 00:08:09

Okay.

Speaker A 00:08:09 - 00:08:14

Yeah, but you said you have a lead generation system already.

Speaker B 00:08:16 - 00:08:33

No, we're not out there looking for clients. So we have a website, but it's pretty basic. No, I don't have a lead generation social media thing at the moment. No.

Speaker A 00:08:35 - 00:08:36

Got you.

Speaker B 00:08:36 - 00:08:53

We have a ton of collateral and previous projects and stuff that we can show people and projects that we're currently working on ourselves to demonstrate our abilities and our capacity to do the work.

Speaker A 00:08:54 - 00:09:16

Okay, let me try to that all makes sense. Okay, tell me if this is correct. So you're saying you don't have a lead generation system and you have your own clients, but you want to get more clients, but specific clients. Correct.

Speaker B 00:09:19 - 00:09:38

Yeah. Right now we are our own client. We're developing our own properties. But I'm interested in looking into this with you to see if we can connect up with some interesting leads and clients to do work outside of our own project.

Speaker A 00:09:38 - 00:09:39

Right, okay.

Speaker B 00:09:39 - 00:09:43

In the architecture and interior design realm.

Speaker A 00:09:44 - 00:09:47

Yeah, makes sense. Okay. Got you.

Speaker B 00:09:47 - 00:09:58

The point I just made earlier is just that we have a lot of information. We've got a ton of projects that we've done already that we can show our capabilities.

Speaker A 00:09:58 - 00:10:09

Yeah. Testimonials and projects and all that. Right. Okay. Makes sense. Okay. Now, do you have social media, like a Facebook or Instagram at all?

Speaker B 00:10:11 - 00:10:27

We've got a couple of Instagram sites, one for our company and a couple others for specific projects. We don't really live in the Facebook world at all.

Speaker A 00:10:29 - 00:10:29

Okay.

Speaker B 00:10:29 - 00:10:37

Not to say that we couldn't or don't want to, just hasn't been a platform that we've been on at all.

Speaker A 00:10:37 - 00:10:43

Okay. And at the top of your head, do you know how many followers you have on your Instagram?

Speaker B 00:10:44 - 00:10:46

It's pretty low, maybe.

Speaker A 00:10:46 - 00:10:47

Okay.

Speaker B 00:10:47 - 00:10:48

Less than 50.

Speaker A 00:10:50 - 00:11:33

Okay. So mainly our system is through Instagram and Facebook. And the reason why I'm asking the amount of following you have is because in order for our system to work, you have to have a high following and engaging and attractive content. Because essentially, we bring those leads to your page. But at the end of the day, it's the leads decision to whether or not they want to move forward with you. So we have a different proposal, which is we could do SEO and Google ads to your website, but that takes a lot longer than running ads to your Instagram. So you said you had a website, correct?

Speaker B 00:11:33 - 00:11:34

Yeah.

Speaker A 00:11:34 - 00:11:38

Is that website up to date or is it older?

Speaker B 00:11:42 - 00:11:51

Relatively up to date. I mean, it needs some updating with a couple of people that are no longer in our office and some projects that aren't up there yet.

Speaker A 00:11:52 - 00:11:52

Okay.

Speaker B 00:11:54 - 00:11:56

You can look at it and see what you think.

Speaker A 00:11:56 - 00:12:35

Yeah. What we could do is we could do an audit on your website to check the backlinks and your domain rating and all that. But essentially, at the top of my head, since you don't have a following on Instagram or Facebook, we have to go with SEO and google Ads to your website to get you those clients. So, yeah, what I could do is I could do research with my team on your website to see if we could help you in that regards. Okay, so, yeah, after this call, whenever you get the chance, just send me your website and as soon as I do the audit, I'll let you know.

Speaker B 00:12:37 - 00:12:38

Okay, sounds good.

Speaker A 00:12:38 - 00:12:45

Yeah. It sounds like you're pretty serious about getting more clients though, right?

Speaker B 00:12:50 - 00:13:21

Well, yes, it depends on, like I said earlier, the client. It depends on the size of the project, right? Depends on what your fees are. It sounds like everything is generated through it's all web based generation. It's not like you're out developing relationships with clients, you're just getting people to come to our company through web and social media generation stuff. Is that right?

Speaker A 00:13:21 - 00:14:05

Well, it's that and plus, we book the appointments for you, so we're not going to just run a system and then have random numbers call you. We look at every lead that comes through and we make sure that they're high quality and it's the client that you want. So if it's the right client, we then book a meeting with them. We use a system called Calendly, and essentially whenever you have a set time, you'll have a meeting with that high quality client, essentially. So it's not just a system to bring clients. We do more than just that. We help you get or we only get you high quality leads and the jobs that you want, essentially.

Speaker B 00:14:06 - 00:14:15

Yeah, it's like a lead generation system, but you're helping us vet the leads.

Speaker A 00:14:15 - 00:14:16

Correct.

Speaker B 00:14:16 - 00:14:22

Filter the leads so that they're in the realm of where we want to live, correct?

Speaker A 00:14:23 - 00:14:24

Yes, correct.

Speaker B 00:14:25 - 00:14:26

Got it.

Speaker A 00:14:26 - 00:14:27

Yeah.

Speaker B 00:14:27 - 00:14:32

Okay, well, I'll send you our website and then I'll just wait back. I'll wait to hear back from you.

Speaker A 00:14:32 - 00:14:44

Okay, of course. So so this is my business phone. The number that I texted you earlier is my personal so you could just send that website on my personal phone number.

Speaker B 00:14:45 - 00:14:45

Okay.

Speaker A 00:14:45 - 00:14:59

All right, guys, that concludes the video. Hope you guys enjoyed that. Just please make sure to like and subscribe if you would like to stay updated on my videos, but I'll see you guys in the next one.

🌡 Summary & Sentiment
Summarize this customer discovery call in 50 words max and rate the customer's likelihood to retain as a customer.

✨ Preset prompt

1 / 1

During the call, the customer expressed interest in working with Spiretech Solution, especially for commercial projects. They mentioned having their own marketing collateral but no lead generation system. The customer's likelihood to retain as a customer is high considering their focus on specific niche projects and their openness to explore potential collaboration.

🏥 Customer Pain Points
Tell me the 5 biggest pain points of the customer in the transcript.

✨ Preset prompt

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Based on the transcript, the 5 biggest pain points of the customer are: 1. Finding high-quality clients: The customer is interested in working with clients who have the capacity to pay their invoices on time and are in line with the projects they are interested in pursuing. 2. Low budget projects: The customer is not interested in taking on single-family kitchen remodeling projects as they are usually low budget and low fee projects. 3. Lead generation: The customer does not have a lead generation system in place and is seeking help in connecting with potential clients outside of their own projects. 4. Limited online presence: The customer has a basic website and a low number of followers on Instagram. They are not active on Facebook. 5. Time-consuming marketing efforts: The customer acknowledges that while they can generate marketing collateral, they need assistance in getting their work and capabilities out there to the right audience. They want to explore options to save time and effort in finding potential clients.

🖍 Problem to Solve
Based on the transcript, what problem will this product solve?

✨ Preset prompt

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Based on the transcript, this product aims to help the potential client generate more high-quality leads for their architecture and interior design services. The salesperson mentions that their system can filter out low-quality leads and target specific clients, thus allowing the potential client to focus on projects and clients that are interesting and have the capacity to pay their invoices on time.

🗺 Current Process
How does the customer describe how they currently solve the problem described?

✨ Preset prompt

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The customer mentions that they currently do their own marketing by generating collateral and having a basic website to showcase their capabilities and projects. However, they do not have a lead generation system or a strong presence on social media platforms like Facebook and Instagram. They mainly obtain clients through their own projects and development work.

🧞‍♂️ Customer Needs
What are the biggest needs for their business the customer identifies, if any?

✨ Preset prompt

1 / 1

Based on the transcript, the customer identifies the following needs for their business: 1. Generating more clients: The customer expresses interest in working with clients on projects outside of their own property development. They are seeking assistance in connecting with interesting leads and clients. 2. Targeting specific clients: The customer mentions their preference for high-quality commercial projects or high-end custom luxury home projects. They want to focus on projects that align with their expertise and have the capacity to pay invoices on time. 3. Marketing and visibility: Although the customer has a basic website and some Instagram accounts, they do not have an established lead generation system or a strong presence on social media platforms. They express a need to get their capabilities and projects widely visible to potential clients. Therefore, the biggest needs for their business are generating more specific clients, targeting high-quality projects, and improving their marketing and visibility.

💊 Our Solution
How does the product solve the problem described? How will customer's life be easier? 50 words max.

✨ Preset prompt

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The product helps filter out low quality leads, allowing the customer to focus on high quality clients who are more likely to generate revenue. This saves time and effort by narrowing down potential clients and increasing the chances of successful projects.

🛠 Product Considerations
What features or requirements are most needed by the customer for the solution described?

✨ Preset prompt

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Based on the conversation, the customer is looking for a lead generation system that can help them find specific high-quality clients for their architecture and interior design services. They are particularly interested in commercial projects or high-end custom luxury home projects. The customer also mentioned that they have a website with basic information and collateral, but they do not have a lead generation system or a significant social media presence. Therefore, they would benefit from a solution that can generate leads and bring them in contact with potential clients who are interested in their services.

💸 Budget & Buying Process
Does the customer explicitly state budget or buying decision? If so include the details.

✨ Preset prompt

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No, the customer does not explicitly state their budget or buying decision in the transcript. They discuss their interest in working with clients who have the capacity to pay their invoices on time and mention that they are interested in exploring the possibility of working with clients on projects outside of their own, but no specific details about budgets or buying decisions are provided.

📝 Competitors
List any competitors mentioned or implied in the transcript, if any.

✨ Preset prompt

1 / 1

There are no competitors mentioned or implied in the transcript.

👀 Businesses Mentioned
List any businesses mentioned or implied in the transcript, if any.

✨ Preset prompt

1 / 1

1. Spiretech Solution (mentioned) 2. Architecture and interior design firms (implied) 3. Other firms mentioned by Speaker B (unspecified) 4. Facebook and Instagram (mentioned) 5. Companies potentially seeking design services (mentioned)

💡 Customer Insights
List any crucial insights the customer makes, if any.

✨ Preset prompt

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1. The customer recognizes that the salesperson has a network of clients that may be interested in design services, which aligns with their own business offering. 2. The customer mentions that they are interested in exploring the possibility of working with clients on projects, as they have primarily been focused on their own projects. 3. The customer emphasizes their preference for commercial projects or high-end custom luxury home projects, rather than single-family kitchen remodeling projects. They consider low-budget projects to be less interesting. 4. The customer acknowledges that they do not currently have a lead generation system or a strong presence on social media platforms like Facebook. They mention having a basic website with collateral and previous projects to showcase their capabilities. 5. The customer expresses their interest in connecting with interesting leads and clients in the architecture and interior design realm. 6. The customer mentions having low follower counts on their Instagram accounts, indicating a potential need for improvement in their social media marketing efforts. 7. The customer indicates their openness to exploring different marketing strategies, such as SEO and Google ads, to generate leads for their business.

❓ Questions asked
List every questions asked or implied in this transcript, if any.

✨ Preset prompt

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1. What was your main motivation for this call today? 2. Do you provide design services? 3. What projects can you easily and readily take care of? 4. Are you interested in working with clients on projects? 5. Are you open to exploring possibilities with clients? 6. Can you provide professional services as a licensed architect and interior designer? 7. Do you have your own clients? 8. Can you filter out low quality leads? 9. Do you do other services besides interior designing? 10. Can you do the entire building, entire project from A to Z? 11. Are you interested in commercial projects? 12. Have you done any marketing for your company? 13. Do you have a website? 14. Do you have a lead generation system? 15. Do you want to get more clients? 16. Do you want specific clients? 17. Do you have social media accounts like Facebook or Instagram? 18. How many followers do you have on Instagram? 19. Are you open to using SEO and Google ads for your website?

⏭ Next Steps
List out the actionable next steps that require follow-up from the business to the prospective customer.

✨ Preset prompt

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1. Send over the website and social media links to the prospective customer. 2. Provide information about the collateral and previous projects to demonstrate capabilities. 3. Explore the possibility of working with clients on projects. 4. Discuss targeting high-quality commercial projects. 5. Consider the option of generating collateral for marketing purposes. 6. Determine if there is interest in creating a lead generation social media strategy. 7. Evaluate the potential of implementing SEO and Google ads to the website for a longer-term marketing strategy. 8. Follow up with any additional questions or information requested by the prospective customer.

Customer Discovery Preset Continue with Customer Discovery →

🖍 Problem to Solve

💊 Our Solution

🏥 Customer Pain Points

💸 Budget & Buying Process

📝 Competitors

💡 Customer Insights

❓ Questions asked

⏭ Next Steps

🗺 Current Process

🧞‍♂️ Customer Needs

🛠 Product Considerations

👀 Businesses Mentioned

🌡 Summary & Sentiment

🎞️ Clip finder: Quotes, hooks, and timestamps

📚 Timestamped overview

[Live Discovery Call] How I Approach SMMA Client Discovery Calls

Customer Discovery Preset