I'm about 3.5 months into cold calling home care agencies. Now trying to make the transition from discovery to actually helping. Looking for input.
I'm developing a managed services and consulting operation in the home care space. The business model is services first on purpose. I want to go deep in the industry, understand the repeated operational problems firsthand and build solutions from real pain rather than assumptions. My technical background is in data engineering and automation and my customer discovery skills have sharpened significantly through this process.
I've made a few hundred cold calls across agencies in the Northeast, Mid-Atlantic, and Midwest. I lost my tracking data midway through and had to rebuild from scratch, which stung, but I kept going.
What I've found is that there are several distinct problems surfacing across operators. I'm starting to zero in on one in particular that feels like it has real depth and repeatability. I'm not ready to say that's definitively the one yet, but the signal is slightly there.
Right now my calls are mostly discovery. I call, they share their pain from a high level, and I log it. But I want to start offering to actually fix things. Not for money yet. I want my first couple of engagements to be free, in exchange for a testimonial. Proof that I can deliver not just listen.
Here's where I'm genuinely uncertain: the problems I'd be solving in these early free engagements might not be the specific problem I'm honing in on long-term. But I still want to do them to build credibility, show I can execute, and deepen my relationship with these operators.
Is that the right move? Or does it muddy the positioning if I'm helping with problem X to build trust, while secretly trying to validate problem Y?
Also practically speaking, how do you make that pivot on a cold call? Right now I introduce myself, they open up, and I listen. How do I start transitioning those conversations toward "let me actually fix something for you" without it feeling like a bait-and-switch from the rapport I've built?
Appreciate any input from people who've gone through this phase. The discovery has been humbling and clarifying. Now I want to start doing.
I'm developing a managed services and consulting operation in the home care space. The business model is services first on purpose. I want to go deep in the industry, understand the repeated operational problems firsthand and build solutions from real pain rather than assumptions. My technical background is in data engineering and automation and my customer discovery skills have sharpened significantly through this process.
I've made a few hundred cold calls across agencies in the Northeast, Mid-Atlantic, and Midwest. I lost my tracking data midway through and had to rebuild from scratch, which stung, but I kept going.
What I've found is that there are several distinct problems surfacing across operators. I'm starting to zero in on one in particular that feels like it has real depth and repeatability. I'm not ready to say that's definitively the one yet, but the signal is slightly there.
Right now my calls are mostly discovery. I call, they share their pain from a high level, and I log it. But I want to start offering to actually fix things. Not for money yet. I want my first couple of engagements to be free, in exchange for a testimonial. Proof that I can deliver not just listen.
Here's where I'm genuinely uncertain: the problems I'd be solving in these early free engagements might not be the specific problem I'm honing in on long-term. But I still want to do them to build credibility, show I can execute, and deepen my relationship with these operators.
Is that the right move? Or does it muddy the positioning if I'm helping with problem X to build trust, while secretly trying to validate problem Y?
Also practically speaking, how do you make that pivot on a cold call? Right now I introduce myself, they open up, and I listen. How do I start transitioning those conversations toward "let me actually fix something for you" without it feeling like a bait-and-switch from the rapport I've built?
Appreciate any input from people who've gone through this phase. The discovery has been humbling and clarifying. Now I want to start doing.
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