Discovery CallsBack to track
Track 7
10 min · 80 XPThe structure of a discovery call
Five phases, in order, with the pitch nowhere near the beginning.
The five phases
Skipping a phase is why calls collapse into feature talk.
- 1. Frame — why you called and how long it will take
- 2. Current state — how they get customers today
- 3. The leak — what happens after a customer reaches out
- 4. Cost — what the leak is worth per month, in their numbers
- 5. Next step — one recommendation and one clear action
The four questions that do most of the work
Ask them in this order and let each answer breathe.
- How are you currently getting customers?
- What happens when someone contacts you?
- Are you happy with your current lead flow?
- What would more customers actually mean for the business?
Say it like this
Weak
Great, so let me walk you through what we do… [two minutes into the call]
Meri standard
Before I say anything about us — what happens right now when someone fills in the form on your site?
Practice drill
Run the four questions out loud against an imaginary HVAC owner. Time yourself: you should be talking under 30% of it.
Run this drill with Meri CoachKnowledge check
Question 1 of 2 · Discovery Calls0/0 correct
What is the correct order early in a discovery call?
Lesson 17 of 23 in the Meri Academy curriculum.