Discovery Call Script

"Thanks for making the time, [First Name]. Before we start — do you still have [duration] or has something come up?

Here's what I'd suggest: I'll ask questions for most of it so I actually understand your situation, then I'll tell you honestly whether we can help. If we can, I'll explain what that looks like. If we can't, I'll try to point you somewhere useful. Sound alright?

One thing first — what made you reach out now, rather than three months ago?"

"Tell me how things work today with [area]."
→ Let them talk. Don't interrupt.

"What does that look like on a bad week?"

"How long has it been like that?"

"What have you already tried?"
→ Follow up: "What happened with that?"

"If nothing changes over the next [timeframe], what does that cost you?"
→ This is the most important question on the call. Wait for a full answer.

"Who else feels this besides you?"

"If this were working the way you want in [timeframe], what would be different?"

"How would you know it's working — what would you actually be looking at?"

"What's the deadline or event driving the timing?"

"Have you set aside a budget for this, or are we still figuring out what it should cost?"
→ Say it plainly. Most people answer honestly when you ask honestly.

"Besides you, who needs to be comfortable with the decision?"

"What would make this a no?"

"Let me play back what I heard, and correct me where I've got it wrong: [summary in their words]."

→ Then one of three honest answers:

IF IT'S A GOOD FIT:
"This is squarely what we do. Here's how I'd approach it: [approach in 3 steps]. Projects like this usually run [timeframe] and land between [Price] and [Price], depending on [variable]. Does that range work for you?"

IF IT'S A PARTIAL FIT:
"We can help with [part], but [part] isn't something we do. You'd need [type of provider] for that. Is it worth doing the first piece on its own?"

IF IT'S NOT A FIT:
"I don't think we're the right people for this, and I'd rather say that now. What you probably want is [alternative]. If it helps, [referral or resource]."

"So the next step: [specific step]. I'll [what you'll do] by [Date].

Before we finish — is there anything I should have asked that I didn't?

And what's the best way to reach you if a question comes up?"

→ Book the next step in the calendar before you hang up. "Shall we put [Date] in now?"

- Write your notes within 10 minutes, while it's fresh (see CRM Notes Template).
- Send the recap email within 24 hours (see Follow-Up After a Discovery Call).
- Record their exact words about the problem — you'll use them in the proposal.