The Doctor-Patient Diagnosis

So, to preface this training I want to start by saying you will rarely be following this word for
word, but if you follow the messaging flow chart framework then you will get the best results.
Never try and teach someone a lesson on messenger or tell someone that what they are
doing
is wrong or could be done better. We are not here to teach them lessons just yet.

We are trying to understand their situation and are approaching the conversation with
curiosity and
inquisitiveness.

You are the Doctor; they are the Patient. Position yourself as that and diagnose their
problems so you prescribe them with sufficient medication (the solution to their
problem).

INTRODUCTIONS
INITIAL MESSAGE

For Outreaching your new friends:

Hey First Name

Good to meet you…

I saw you in my suggested friends and added you for.chat ..hope that is alright… Usually
people
in my suggestion are working in the marketing space like myself… mind me asking what you
do?

IF SOMEONE COMMENTED ON YOUR CONTENT

I saw that you’d commented on my post… (send screenshot) so I was having a look at your
profile… looks like you’re a XYZ, right?

INBOUND LEAD

Thanks for the friend request, I checked out your profile … looks like you’re in XYZ, right?
OPTIONAL - Were you reaching out to get hold of my XYZ lead magnet?

Acknowledgement: Always be acknowledging what the prospect

Is saying. NOT affirming them on something they are doing which is
not the right thing. You should be acknowledging their answers the whole way through the
conversation. Actively listen (with your eyes) and respond accordingly.

EXAMPLES: Gotcha, ok, I hear ya, makes sense, for sure, (mix it up and make sure it
sounds
natural)

UNDERSTAND CURRENT SITUATION

Nice.. ok you do that full-time?

So how long have you been doing that for?

Ok and how are you finding things so far?

Ok, and this is like a side hustle or are you looking to scale things up?

IF THEY GIVE YOU PAIN THEN DIG DEEPER ON THAT PAIN AT THIS POINT

A lot of people at this point will give a long explanation about what they do…but if you
haven’t
yet got sufficient information to diagnose, then you can ask them questions like….

So First name, you mentioned XYZ before… can you expand on that a little for me please?

Pay attention to subtle hooks. They can be so subtle that most people will miss them.

EXAMPLE RESPONSE

Things have been going pretty well

Pretty well means not amazing…

This is a hook. Dig deeper into it.

EXAMPLE FOLLOW UP SKILLED QUESTION

I see ok… Just pretty well?? Everything alright?

Dig deep enough into the situation until you have a sufficient diagnosis

IF THEY SAY THEY’RE DOING “GREAT” - MOVE TO TWO TRUTHS

Nice, ok… what kind of things have been happening for you so far?

cool So it sounds like things are going pretty well for you First Name…Out of curiosity…
Is there anything you would change about your current process/situation if you could?

AT THIS POINT YOU WILL EITHER GET PAIN OR YOU WON’T

CREATE DOUBT

If pain is uncovered but it doesn’t feel enough then dig deeper with further probing questions
to create doubt and uncertainty)

EXAMPLES

and that’s been going on for how long? (Stretching Time).

YOUR RESPONSE TO THEIR ANSWER COULD BE…

hmmm yeah that must have been tough.

OR

Right, ok… and how do you feel about that?

OR
and is that something that you’re comfortable with or…?

FOLLOW-UP QUESTION

Ok and if that was something that I could help you with… would you want to talk more about
that?

Never underestimate just asking the question… “Would you like some help?”

A good optional response to someone telling you something that

you know isn’t what they should be doing, is this.
For sure...yeah, I mean, it’s definitely not the way I’ve done things up to this point. I actually
started out in a similar position but soon realized I had to course correct because of XYZ
reason…

Tell me, how are you finding doing things that way, so far?

This is another way to create uncertainty by talking about your own experiences. Instead,
they
will question their own process and become curious and inquisitive about yours and you
aren’t TELLING them that what they’re doing is wrong. Only creating that level of doubt in
their minds.

OPTIONAL – CLARIFY THEIR PAIN

Gotcha

So, what you’re saying is (XYZ situation – Repeat back the info they just gave you) and it’s
making you feel a bit (XYZ current emotional state).

They will respond with “yes that’s right”

IF YOU FEEL YOU HAVE ENOUGH THEN PITCH THE CALL AT THIS POINT

OPTIONAL - FUTURE PACING AND WIDENING THE GAP

So, if they still seem skeptical then you can future pace their situation
and widen the gap between them and the desired outcome with these questions.

So as far as future goals go…. where would you like to be in say 6 months?

OR

So where would you like to be revenue-wise in say 3 or 6 months?

POWER QUESTIONS TO WIDEN GAP

and, what do you think you’re gonna have to do to reach your goals?

OR

What do you think the major challenges are going to be?

OR

What do you think is going to be the most difficult part of getting to where you want to be?
IF YOU’RE UNCERTAIN IF THEY WANT TO FIX THE PROBLEM BAD ENOUGH THEN
USE THIS

So, I have a couple of thoughts on what you’re doing

But I have to ask the question first

Is this a “get to eventually” kind of thing for you?

Or is it a priority?

If they say priority – 99% of the time they will

DROP THE PITCH FOR THE CALL

Ok, so that being said….

If I was to set some time aside for us to hop on a call to get some clarity around what
you
need to do to reach (Insert Goal) ...
Would that be a call you would want to hop on?

WAIT FOR RESPONSE

Cool

ok so, what time zone are you on?

WAIT FOR RESPONSE
I've got X time or Y time, which one works for you?

Give them a choice of your available days then go to your calendar and find two times that
suit you and offer them a choice of those two.

WAIT FOR RESPONSE

And confirm the date and time and follow up a day with them a day before.

ADDING FROM A GROUP

When someone comments on, or likes your post from a group… add them as a friend and
leave
it 4-5 days before messaging them
Then send them a message saying this

Hey First name

I’ve been super busy …
...But I noticed you accepted my friend request.
Just wanted to say thanks for that ?

Then move to normal conversation flow :)