Discovery Call Builder
A tight 12-minute qualification script that surfaces budget, volume, and real pain before you ever open a demo. Naming the price in discovery is the highest-leverage move on the call.
DISCOVERY — 12 minutes, home-services [0:00] FRAME (60s) "Appreciate the time. To not waste yours — I'll ask a few questions about how calls work in your business right now. If it's a fit, I'll show you exactly what we'd set up. If it's not, I'll tell you straight. Sound good?" [1:00] CURRENT STATE (3 min) • "Walk me through what happens when someone calls your main line — during the day, and after hours." • "Who answers? What happens when they're busy or it's closed?" • "Roughly how many calls a day? Any idea how many go to voicemail?" → Get a NUMBER on missed calls. If they don't know it, that's your finding. [4:00] COST OF THE PAIN (3 min) • "When you book a new customer, what's it worth to you on average?" • "So if even a few of those missed calls a week were booked jobs…" (let them do the math out loud) • "What have you tried — answering service, voicemail, hiring? How'd that go?" [7:00] QUALIFY (3 min) • Authority: "If this is a fit, is it your call to move forward, or is someone else involved?" • Budget: "Most clients invest between $1,500 and $3,000 a month for this, plus a one-time setup. Is that in the range you expected?" (say it, then watch the reaction) • Timeline: "If we did this, when would you want it live?" [10:00] CLOSE TO NEXT STEP (2 min) "Based on what you've told me, the thing I'd show you is [their #1 missed-call scenario] so you stop missing after-hours calls. Let's get 20 minutes on the calendar and I'll have it handle a call exactly like yours. Thursday or Friday?" DISQUALIFY IF: no clear decision-maker · flinches hard at $1,500 · tiny call volume · "tried everything, nothing's their fault."