In our last letter, we shared how we’ve built discovery calls that give us invaluable insights into our customer. Now, we’d like to share what makes discovery calls a win from the perspective of the prospect.
The reality is nobody likes sales calls. Not the person giving them. Not the person receiving them.
So we built a discovery call that doesn’t feel like one.
No pressure. No pitch decks. No awkward segues. Just a real conversation, structured to help the entrepreneur get clearer on what they actually need (even if it’s not us).
It turns out, when you treat the discovery call as a service in itself, people want to buy.
The Story
Our discovery call process wasn’t designed to close better (though it does). It was built to serve better.
Here’s how we do it:
- We say the quiet part out loud. Upfront, we tell the entrepreneur, “We don’t know if we’re the right fit yet. That’s what this call is about. But either way, you’ll leave with total clarity on who your ideal assistant is.”
- We listen more than we talk. 90% listening, 10%sharing. The goal is to understand their unique ability, their roadblocks, and what kind of support would truly change the game for them.
- We deliver value even if they say no. Every call ends with a detailed summary, a custom scope, and a video they can keep. More than once, we’ve had prospects decline to work with us, but still send referrals – because the conversation was that helpful.
- We use it for R&D. Every call is market research. We transcribe, analyze, and learn from the patterns we hear. That’s how we spotted trends in AI usage, refined our book, and continue evolving the product.
- We close more than 30% of calls. Not because we’re “good at sales,” but because trust builds faster when you stop trying to sell.
The Insight
Too many founders treat discovery calls like qualification screens. We treat them as a chance to serve first, sell second.
When you show up with curiosity, generosity, and a genuine desire to help someone get unstuck, the sale becomes a natural byproduct – not the objective.
It’s also the ultimate filter. The right clients open up, the wrong ones resist. In 30 minutes of honest dialogue, you’ll learn more about fit than in a month of chasing follow-ups.
As a bonus, the discovery call doubles as the first step in delivery. By the time a client signs, we already know their pain points, priorities, and the first 90 days of work.
The no-BS Takeaway
Don’t use your discovery call to qualify leads.
Use it to build trust, create clarity, and start delivering value now.
