ScriptFREE

Discovery Call Script

A 20-minute call structure that finds the one automation worth building first — and ends with a clear next step instead of "I'll send something over".

Use this template

SCRIPT

The shape of the call (20 minutes)

Agree the agenda and the time

Find repetitive work and where leads get lost

Understand one process in detail

Confirm it's worth automating

Say what you'd build and roughly what it costs

Book it before you hang up

1. Open

Thanks for making time. Here's what I'd suggest: I'll ask about how your week actually runs and where things slip, and if there's something I can automate I'll tell you what and roughly what it costs. If there isn't, I'll say so. We'll be done in 20 minutes. Sound good?

What it is

A word-for-word structure for a first sales call with a small business owner. It is built around questions, not a pitch: by the end you know which task to automate first, what it is worth to them, and whether you are a fit.

Print it, keep it open on a second screen, and take notes in the spaces for each section.

Who it's for

Freelancers and new agency owners running their first sales calls for an AI or automation service, and anyone who tends to talk too much on calls.

Preview

The shape of the call (20 minutes)

Part	Minutes	Goal
1. Open	2	Agree the agenda and the time
2. Their week	6	Find repetitive work and where leads get lost
3. Dig into one task	5	Understand one process in detail
4. Fit check	3	Confirm it's worth automating
5. Proposal in one sentence	2	Say what you'd build and roughly what it costs
6. Next step	2	Book it before you hang up

1. Open

Opening

The full template

1. Open (2 min)

Opening

2. Their week (6 min)

Ask, then stay quiet. Write down every task they mention.

"Walk me through what happens from the moment a new customer contacts you."
"Which part of your week feels like copying and pasting?"
"What do you do after hours that you wish you didn't?"
"When does a lead go cold — where does it slip through?"
"What do you or your staff answer again and again?"

3. Dig into one task (5 min)

Pick the task they sounded most annoyed about.

"How often does that happen in a normal week?"
"Who does it now, and how long does it take each time?"
"Which tools are involved?" (phone, email, booking system, spreadsheet, CRM)
"What happens when it doesn't get done?"
"If it just happened on its own, what would you do with that time?"

4. Fit check (3 min)

Score it silently while they talk.

Question	Good sign	Warning sign
Frequency	Weekly or more	A few times a year
Inputs	Arrive digitally (form, email, text)	Handwritten, in person
Rules	Same steps most of the time	Every case is different
Tools	Have an API or Zapier/Make integration	Locked desktop software
Owner	Wants it gone	"Might be nice"

Three or more good signs = a strong first project. Two or fewer = say so honestly and suggest what would need to change.

5. Proposal in one sentence (2 min)

Proposal

Here's what I'd do: set up {{automation}} so that {{trigger}} automatically {{result}}. Setup is a one-off {{setup_price}} and takes about {{timeframe}}, then {{monthly_price}} a month to host, monitor and adjust it. Does that sound like it's worth doing?

If they ask why that price, tie it to their answer in part 3 — the hours or the lost customers they described — not to your costs.

6. Next step (2 min)

Never end with "I'll send something over". Pick one:

"Can we book 15 minutes on {{day}} to walk through the written proposal together?"
"If it helps, I'll build a free test version on a spare number and you can try it before deciding. Can I get access to {{tool}} by Friday?"
"Sounds like the timing isn't right. Is it OK if I check in on {{date}}?"

Same-day follow-up email

Follow-up email

Subject: {{business}} — what we talked about Hi {{first_name}}, Thanks for the call. My notes: - The problem: {{their_words}} - What I'd build: {{automation}} - Timeline: {{timeframe}} - Cost: {{setup_price}} setup, then {{monthly_price}}/month - Next step: {{agreed_next_step}} on {{date}} Anything I got wrong, just reply and I'll fix it. {{your_name}}

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Discovery Call Script

What it is

Who it's for

Preview

The shape of the call (20 minutes)

1. Open

The full template

1. Open (2 min)

2. Their week (6 min)

3. Dig into one task (5 min)

4. Fit check (3 min)

5. Proposal in one sentence (2 min)

6. Next step (2 min)

Same-day follow-up email

Unlock AI Stack Pro

Discovery Call Script

What it is

Who it's for

Preview

The shape of the call (20 minutes)

1. Open

The full template

1. Open (2 min)

2. Their week (6 min)

3. Dig into one task (5 min)

4. Fit check (3 min)

5. Proposal in one sentence (2 min)

6. Next step (2 min)

Same-day follow-up email

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