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21d • Business & Strategy 🧠
The Discovery Call Framework That Closes 70% Of Leads 🔥
First 3 discovery calls: Talked too much about technical details. Zero closes.
Changed my approach. Next 10 calls: 7 closed.
The framework that changed everything.
THE MISTAKE I MADE
I thought clients wanted to hear about Make.com nodes and PDF parsing APIs. They didn't.
They wanted to know: Will this solve my problem?
THE 30-MINUTE DISCOVERY CALL STRUCTURE
MINUTES 0-5: Build rapport
- How's business going?
- What brought you to look for automation?
- General conversation, not sales
MINUTES 5-15: Understand current process
- "Walk me through exactly how you process invoices today"
- Let them talk
- Take notes
- Don't interrupt to offer solutions yet
MINUTES 15-25: Calculate time and cost
- "How many invoices monthly?"
- "How long does each take?"
- "Who does this work?"
- Do the math together: X hours × $Y rate = $Z monthly cost
MINUTES 25-30: Preview solution
- "Here's how automation would work..."
- High-level only (not technical details)
- Focus on: what they do now vs what they'd do after
- "You'd just review the 5% that need attention, automation handles the rest"
KEY QUESTIONS THAT QUALIFY LEADS
"What happens if you get behind on this?"
(Shows urgency and pain level)
"Have you looked into automating this before?"
(Reveals if they're serious or just curious)
"Who else would need to approve this decision?"
(Identifies if you're talking to decision maker)
"If we could save you 8 hours monthly, what would you do with that time?"
(Makes them visualize the benefit)
RED FLAGS
They want everything customized
Budget is "we'll see"
Can't articulate the pain clearly
"Just exploring options"
Multiple decision makers who aren't on the call
THE CLOSE
Don't ask: "So, do you want to move forward?"
Instead: "Based on what you've shared, this sounds like a perfect fit. I'll send over a proposal tonight with exact timeline and investment. Should have it to you by 8pm. Sound good?"
Assume the close. Give them next steps.
MY CLOSE RATE
First 3 calls: 0/3 (talked about tech)
Next 10 calls: 7/10 (used this framework)
Current rate: 70% close rate
THE SECRET
Listen more than you talk. Their words become your proposal. When you repeat their problems back to them with your solution, they say yes.
How are you currently structuring discovery calls?
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The Discovery Call Framework That Closes 70% Of Leads 🔥
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