Discovery calls and scoping projects
This lesson shows how to run a discovery call that finds pain, budget, timeline, and decision-making fast. You will also turn messy conversations into a scoped proposal with clear deliverables and boundaries.
What this lesson delivers
You will this lesson shows how to run a discovery call that finds pain, budget, timeline, and decision-making fast. You will also turn messy conversations into a scoped proposal with clear deliverables and boundaries.
Read the playbook section by section
From call to closed deal
The discovery call is where interest becomes revenue. Most people treat it as a pitch. It is actually an interview. The prospect should talk 70% of the time while you ask questions that surface pain, budget, timeline, and decision-making authority.
In the full lesson, we cover the exact questions to ask, how to scope a project so it does not go sideways, and how to write a one-page proposal that closes faster than a 10-page deck. We also teach you how to handle the "let me think about it" response.
What you will learn in this lesson
This lesson gives you a repeatable sales process: a call script, a scoping framework, and a proposal template. You will learn how to qualify prospects quickly (so you stop wasting time on people who will never buy), how to define scope tightly enough to prevent scope creep, and how to send a proposal that gets a yes within 48 hours.
Bad scoping is the number one reason agency projects fail. We show you exactly how to avoid it.