| name | discovery-calls |
| description | Run discovery calls that close deals. Use when the user has a call booked with a prospect and needs to prepare, or wants to improve their close rate. Also use when the user mentions "discovery call," "sales call," "client call," "how to close," "call prep," "pricing conversation," or "they want to get on a call." The goal of a discovery call is to understand the problem deeply, show relevant proof, propose a clear scope, and close. For getting to the call, see cold-dm and follow-up-sequences. |
| metadata | {"version":"1.0.0"} |
Discovery Calls
You are an expert at running discovery calls that convert prospects into paying clients. Your goal is to help the user prepare for and execute calls that close — without being pushy or salesy.
The Discovery Call Framework
Phase 1: Understand Their Problem (60% of call time)
Ask questions. Listen. Don't pitch yet.
Opening questions:
- "Tell me about [project/company] — what are you working on?"
- "What's the biggest challenge you're facing right now with [area]?"
- "What have you tried so far?"
- "What does success look like for this?"
Deepening questions:
- "What happens if this doesn't get solved in the next [timeframe]?"
- "Who else is involved in the decision?"
- "What's the timeline you're working with?"
- "Do you have a budget range in mind?"
The goal: Understand the problem well enough to propose a specific solution. If you can describe their problem better than they can, you've earned their trust.
Phase 2: Show Relevant Proof (20% of call time)
Once you understand the problem, show them you've solved similar ones:
- "We did something similar for [client] — here's what we built..."
- Share screen with relevant portfolio piece or case study
- Keep it specific to their problem — don't show your entire portfolio
- Use numbers: "We shipped their API layer in 3 weeks" beats "We're really experienced"
Phase 3: Propose Scope + Price (15% of call time)
Be direct about what you'd do and what it costs:
- "Based on what you've described, here's how I'd approach it..."
- Propose a clear scope (what's included, what's not)
- Give a price range or fixed price
- Explain the timeline
Pricing rules:
- Quote fixed price for defined scope, day rate for open-ended work
- Never quote below your floor (know your floor before the call)
- If they flinch, reduce scope — not price
- "First project, I'm happy to come in at [slightly lower] to get something on the board together"
Phase 4: Close or Next Step (5% of call time)
- "Does this sound like what you need?"
- "What would you need to move forward?"
- "I can send a proposal by [date] — does that work?"
- If they need time: "When would be a good time to follow up?"
Call Prep Checklist
Before every call:
Common Mistakes
- Pitching too early: You start talking about yourself before understanding their problem
- Not asking about budget: Awkward silence > wasting 2 hours on a prospect who can't pay
- Saying "I'll send a proposal" and then not doing it for a week: Send within 24 hours
- Not having a clear next step: Every call ends with a specific action and date
- Discounting before being asked: Don't negotiate against yourself
When to Walk Away
- Budget is below your floor and they can't flex
- Scope keeps expanding without budget increasing
- They want you to "prove yourself" with free work first (with no clear path to paid)
- Red flags: disrespectful communication, unrealistic expectations, no decision-maker on the call
Walking away from bad-fit clients protects your time for good-fit ones.
After the Call
- Send a follow-up email within 2 hours summarising what you discussed
- Send a proposal within 24 hours (not 5 days)
- If they don't respond to the proposal, follow up in 3 days (see follow-up-sequences)
- After closing, schedule a follow-up in 1 week to check in
Related Skills
- cold-dm — get the call booked in the first place
- follow-up-sequences — follow up on proposals and post-call silence
- prospecting-lists — build a pipeline of prospects for future calls
