The discovery call is where consulting deals are won or lost. Here is the complete framework.
Before the Call (10 minutes)
AI researches the prospect:
- Company size, industry, recent news
- Competitor positioning
- Their job postings (reveal pain points)
- Decision maker LinkedIn activity
The Call Structure (30 minutes)
Minutes 1-5: Rapport
Ask about their business. Listen for pain points.
Minutes 5-15: Discovery
"What takes the most time?" "What would you automate first?" "How many hours does your team spend on [task]?"
Minutes 15-20: Quantification
"So that is 20 hours/week at $75/hour = $78,000/year on that one task."
Minutes 20-25: Solution
"I can reduce that to 3 hours/week. Investment: $15K. Payback: 10 weeks."
Minutes 25-30: Next Steps
Present 3 options. Send proposal by end of tomorrow.
After the Call (15 minutes)
AI generates: call summary, action items, proposal draft, follow-up email.
Close Rate
This framework closes at 35-45% from free audits.
Complete scripts and templates: wedgemethod.gumroad.com/l/ai-consulting-pricing-bible
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→ Client research briefs in 8 minutes (vs 3 hours)
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