Discovery Call Framework

Sales lead (you). Schedule this 3-5 days after initial prospecting call.

1. Prepare a Brief Outline
2. You are calling to understand their business challenges, not to pitch
3. Have their business info pulled up (website, Google reviews, location)
4. Set aside 20 minutes uninterrupted

1. Call Opener (First 30 seconds)
2. "Hi [Name], this is [Your Name] from FaithCopy. Do you have a quick 15-20 minutes? I wanted to follow up on our conversation about your business and see if there is a fit."
3. If they say no: "When is a better time this week?" and reschedule.
4. If yes: proceed.

Opening: Understand the Business

• "Tell me about your company. How long have you been in the striping and sealcoating business?"
• Listen. Let them talk for 1-2 minutes. Take notes.

Pain Discovery (The Core)

• "What is the biggest challenge you face right now in growing your business?"
• Let them answer fully. If they mention leads, ask: "How are you getting leads today?"
• If cash flow comes up: "Walk me through the timeline from a job coming in to getting paid."
• Key insight: are they struggling with lead volume, lead quality, or payment timing?

Current Solutions

• "Have you tried any digital marketing or online advertising before?"
• "What did not work about it?"
• This tells you if they are skeptical, what their budget comfort is, and what failed promises they've heard.

Team & Decision

• "Who else will be involved in making a decision about this?"
• "What would success look like for you over the next 6 months?"
• This confirms they are the decision-maker and sets expectations.

Do NOT pitch your full service yet. Instead:

• "Based on what you've told me about [their specific pain], we have two ways we help contractors like you. One is completely hands-off: we build a lead-generation site and feed you qualified leads every month. The other is full-service: we manage your web presence, reviews, ads, the whole thing. Which model sounds more like what you need?"
• Listen to their response. This tells you which track to pitch.

1. Log the Outcome
2. Qualified (fit + open to conversation)
3. Not qualified (wrong fit, already solved, too far away)
4. Follow-up needed (interested but skeptical, needs approval from partner)

1. Send a Follow-Up Email
2. Reference their specific pain by name (shows you listened)
3. Attach a one-page overview of the service model that fits their answer
4. Schedule a specific time to send them a proposal or next steps

• You completed the call in 20 minutes or less
• You identified their #1 pain point
• You know which service model they need (rank-and-rent vs. full-service)
• They agreed to see a proposal or next conversation