Discovery Call
Sheet
✦
Pre-call research
Do this 15 minutes before the call
Before
Recording
Say this first:
"Before we begin — just so you know, I record my discovery calls so I can focus on our conversation and refer back when building your proposal. Is that okay with you?"
"Before we begin — just so you know, I record my discovery calls so I can focus on our conversation and refer back when building your proposal. Is that okay with you?"
1
Open — set the frame
Take control warmly. Tell them how the call works.
Min 0–2
"Hey [name] — I had a look at [company] before our call. I noticed [your hook]. Really interesting. Here's how I like to run these — I'll ask you some questions for the first 10 minutes or so, then I'll share what I'm seeing and whether I think I can help. Sound good?"
2
Diagnose — ask the 5 questions
Listen 70% of the time. Take notes in their exact words.
Min 2–12
Q1 — "Tell me how your business runs day to day. What does a typical week look like operationally?"
Listen for: tools they mention, where time goes, what feels scattered. Note exact phrases — you'll mirror these back.
Q2 — "What's the biggest bottleneck right now — the thing costing you the most time or causing the most stress?"
If they say 'everything' — follow up: "If you had to pick just one thing, what would it be?" Write their EXACT words. This goes in your proposal.
Q3 — "How much time per week is that costing you or your team?"
This is where price justifies itself. 10 hrs × $50/hr = $500/week lost. Your $800 project pays back in 2 weeks.
Q4 — "If that problem was fixed — what would be different? What could you do that you can't do now?"
This becomes the GOAL in your proposal. Write it word for word — it's more powerful than anything you'd write yourself.
Q5 — "How long have you been dealing with this, and what made you look for help now?"
High urgency = close fast. "Just exploring" = nurture. Also ask: "Have you tried to solve this before? What didn't work?"
3
Reflect — mirror their problem back
Use THEIR words. This is where they decide to hire you.
Min 12–15
"Based on what you've shared, here's what I'm seeing. You're spending [Q3 hours] on [Q2 bottleneck]. The core issue isn't just the time — it's that [underlying cause: everything in your head / no system / no visibility]. What that means is [Q4 consequence]. Does that sound right?"
4
Prescribe — which service fits?
Select based on what they described. When unsure → Backend Org System.
Min 15–18
Backend org system
"Everything in my head / no system / tasks falling through / team can't operate without me"
Starting at $800
Automation systems
"Same manual task daily / follow-ups missed / copying data between tools constantly"
Starting at $600
Website systems
"Website doesn't reflect the business / no landing page / not connected to ops"
Starting at $900
Monthly retainer
"Need ongoing support / things keep breaking / growing fast and need someone consistent"
Quoted based on scope
"Based on this, I'd recommend [selected service]. What that means is I'll [brief description]. The goal is [their Q4 answer — use their exact words]. Timeline is about [1–2 weeks]. Investment starts at [$price]."
5
Handle objections
Quick reference. Never discount — reduce scope instead.
If needed
| "Too expensive" | Never discount. Reduce scope: "I can start with just the core system for $500 and we expand from there." |
| "Can I see examples?" | "I'll include case studies in the proposal + I have a Loom walkthrough I can send over today." |
| "How much experience?" | Don't go defensive. "What matters is whether my approach fits your problem — based on what you've shared, I'm confident it does." |
| "Need to think about it" | "What's the main thing — the investment, scope, or something else?" Then address that specific thing directly. |
| "Can you do it cheaper?" | Same rate, smaller scope. Never lower your rate. "I can scope a Phase 1 for $500." |
6
Close — agree on next step
Never leave a call without a clear next action.
Min 18–20
When the call is done