Episode 5 of Office Hours focuses on what to do once you're actually on the call. This is where good networking turns into real pipeline — and real opportunities.
Discovery calls aren’t about pitching. They’re about diagnosing. In this episode, we walk through how to run a smooth, intentional, and highly effective 15–30 minute conversation. You’ll learn how to qualify (or disqualify) fit, guide the discussion without dominating it, and create next steps that make sense for both sides.
🔢 What You’ll Learn:
The real goal of a discovery call (hint: it’s not closing)
How to show up with curiosity and clarity
Why the first 5 minutes set the tone for the whole call
What to listen for when qualifying a lead
How to close with mutual next steps, not pressure
⏱️ Call Flow Breakdown:
1. Set the Frame Establish tone, expectations, and purpose in the first few minutes.
2. Ask Curiously Lead with diagnostic questions that uncover context, pain, and priorities.
3. Listen Precisely Spot fit signals (or lack of them) without rushing to pitch.
4. Share Strategically Offer insights, not a full sales pitch. Focus on relevance.
5. Define Next Steps Wrap with clarity and confidence — even if that means saying “not now.”
🔹 Key Takeaways:
Your mindset shapes the entire call — stay curious, not salesy
The best discovery calls are about them, not you
Don’t pitch blindly — guide with questions
Fit matters more than friction
End every call with a clear decision: next step, referral, or release
