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Whether the lead is proactively or reactively seeking help from an MSP.Whether the person you’re talking to truly knows the business.How has your business changed in the last year?Įven though this question asks nothing specific about technology, a lead’s answer can tell you: But ultimately, it’s the discovery questions you ask that will really uncover your lead’s biggest IT challenges. I’ll admit, that’s a great place to kick things off.
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I’m sure one of your biggest goals during a discovery call is to figure out exactly what problems your potential client needs to solve.Īnd you may start by doing a little research to give you a general idea of the common problems for a business of their size.įor example, here’s a look at the top technology challenges facing U.S. Use These Discovery Questions to Uncover The Client’s IT Challenge(s) You’ll learn exactly the discovery questions to ask to help you put together a quality proposal and close the deal. That’s why I’ve put together 14 questions every MSP should include in discovery calls with new potential clients. You want to uncover a lead’s IT needs and determine how your MSP can help them (if at all).īut I bet you struggle to find the right questions to ask. I’m sure you know the discovery questions you ask during the first call with a lead can make or break a sale.