# Discovery Call Script **The first 30-minute call with a prospect.** Different from the [walkthrough script](../onboarding/hooks-trainer-os/walkthrough-script.md), which comes AFTER they've seen the proposal. **This is the qualifying + diagnostic call.** By the end, Kyron knows: - Which tier fits (Basic · Premium · SaaS) - Whether the prospect is a real fit or a soft lead - Whether to send a proposal or close-loop **Goal of this call:** Get to a decision · not a maybe. Either send the proposal or thank them for their time. --- ## Before the call · 5-min prep - [ ] Review any intake data they submitted (if they filled out `/intake`) - [ ] Pull up their public profiles (IG · website · HUDL if trainer) - [ ] Open `/pain-quiz` in a browser tab (screen-share ready) - [ ] Have `/trainer-templates` matrix open in another tab - [ ] Have `/hooks` proposal open (reference · not sharing yet) - [ ] Silence phone · take notes on paper (better retention) **Time budget:** 30 min. If it runs long, that's a signal to send proposal. If it wraps at 20 min, they're not qualified. --- ## The 5-part 30-min call ### Part 1 · Opening + frame (3 min) **Open with:** ``` Coach [Name] — Kyron. Trail of Joy. Appreciate you making time. 30 minutes here. Here's how I'd like to spend it: First — I'll ask about your operation so I know where you are today. 15 min. Then — I'll show you what we do and where the fit might be. 10 min. Then — we decide together whether it's worth building a proposal. 5 min. Sound good? ``` **Wait for confirmation.** If they push back on the structure, adapt — but keep the "we decide together" frame. --- ### Part 2 · Their operation (12-15 min) **Six questions · listen more than talk. Take notes.** **Q1 · Roster** *"Tell me about your operation. How many athletes are you actively working with right now?"* - **Listen for:** Under 10 = Basic tier signal · 10-30 = Premium · 30+ = SaaS **Q2 · Time** *"What eats the most time in your week right now — training itself · admin · recruiting?"* - **Listen for:** Admin/recruiting dominance = ready for automation · training-only = not ready for SaaS **Q3 · Recruiting** *"How much recruiting outreach are you personally doing?"* - **Listen for:** 0-5 DMs/week = Basic · 5-15 = Premium · 15+ = SaaS **Q4 · Aspiration** *"What's the big thing you're trying to build in the next 12 months? What does winning look like?"* - **Listen for:** *"More clients"* = Basic · *"Retention + system"* = Premium · *"Product I can teach + Personal LLM"* = SaaS **Q5 · Pain** *"What's the one thing that if you could wave a wand and fix — you would?"* - **Listen for:** This is the money answer. Their #1 pain reveals the tier that solves it. **Q6 · Timing** *"When are you looking to have something in place? This month? Q3? Year-end?"* - **Listen for:** *"This month"* = high buying temp · *"Sometime"* = low temp · *"Year-end"* = long timeline · price sensitivity **Q7 · Altitude** *"Last question before I show you what we do — are you looking for steps to run · a pattern to teach yourself · or to install what only shows up when someone actually becomes the person doing it?"* - **Listen for:** - *"Steps"* / *"just tell me what to do"* → **Tactics altitude → Basic tier ($1,500)** - *"A pattern"* / *"a system I can operate"* → **Principles altitude → Premium tier ($3,500 + $350/mo)** - *"Install the thing"* / *"make it feel like me"* / *"my voice at scale"* → **Essence altitude → SaaS tier ($17K + $2K/mo, 12mo)** - **Why this works:** The prospect picks their own altitude. Every subsequent pitch move flows from their answer. Prospect can't argue with their own words. - **Full framework:** [/framework-ops#sales](https://fbtrainer-tojcampaign.vercel.app/framework-ops#sales) · [/framework-ops#tiers](https://fbtrainer-tojcampaign.vercel.app/framework-ops#tiers) --- ### Part 3 · Show them the matrix (5 min) **Open `/trainer-templates` on screen share.** **Say:** ``` Based on what you just told me, let me show you something. This is the matrix I run every discovery call through. 20 problems every trainer at your level shares. Different tiers solve different amounts. ``` **Point at their top 3 pains (from Part 2):** ``` You mentioned recruiting outreach · roster management · content cadence. Let's see where those live on the matrix. ``` **Circle them together on screen.** ``` So — recruiting outreach lives at #4. That's a SaaS-tier problem · only the OS solves it. Roster management is #3 — Premium handles it. Content is #14 — Premium partially · SaaS fully. Basic wouldn't touch any of these. You'd waste $1,500. Premium fixes 2 of your 3. That's $4,500 + $350/mo. SaaS fixes all 3 · plus 15 others you're not even naming. $15K + $2K/mo · 12-month commitment · application only. Which of those feels like the right conversation? ``` **Their answer picks the tier. Not you.** --- ### Part 4 · Fit check (5 min) **Once they've indicated a tier direction, verify fit:** **For Basic prospects:** ``` For Basic to make sense, you need to: - Already have 3+ paying clients - Want a professional web presence · not a system - Be OK with self-serve editing after ship Does that describe where you are? ``` **For Premium prospects:** ``` For Premium to make sense, you need: - 10+ active athletes - Ready to move off manual spreadsheets to a real system - Willing to commit to monthly content cadence Sound like fit? ``` **For SaaS prospects:** ``` For Trainer OS to make sense, you need: - 10+ years coaching · established brand - 20+ active athletes - 6-figure revenue that can support $17K first-invoice + $2K/mo - 12-month commitment · applications only - Willing to be publicly featured as a case study Any of these deal-breakers? ``` **Listen carefully. If they hesitate on any, that's the actual conversation.** --- ### Part 5 · The ask (5 min) **One of three outcomes:** **Outcome A · Clear fit · send the proposal** ``` Based on what we've talked about, [Tier] is the right conversation. Here's what happens next: 1. I send you the proposal in the next 24 hrs 2. You review · takes 20 minutes on your phone 3. We book a 30-min walkthrough call · I answer every question 4. If it's a go · DocuSign live in the call · payment link right after 5. Kickoff scheduled within 5 business days Sound good? ``` **Wait for yes. Then confirm best email + preferred proposal-review timing.** --- **Outcome B · Soft fit · need more info** ``` I heard you say [SPECIFIC HESITATION]. Let's not skip that. Here's what I want to do: I'll send you 3 things: - Case study of our flagship customer (Hooks-OS) - The full 20-problem matrix (so you can review with your team) - Pain quiz link · takes 3 minutes · scores you 0-20 Review · sit with it · we book a follow-up next week to decide together. Fair? ``` **Book the follow-up before hanging up.** Do NOT leave open-ended. --- **Outcome C · Not a fit · close-loop respectfully** ``` Coach — based on what we discussed, I don't think Trainer OS is the right conversation for you right now. Basic could work · but it's not solving your actual pain. Premium would over-solve for where you are. SaaS is more than you're looking to invest. Here's what I'd recommend: revisit in 6-12 months when you've got 20+ active athletes and the recruiting outreach load is really eating you. In the meantime · if you know anyone at that stage, send them my way. Appreciate your time. ``` **Don't beg. Don't discount. Don't create fake urgency. Close-loop respectfully.** --- ## Qualifying flags · red / yellow / green Track these during Part 2 · they predict outcome: | Green (send proposal) | Yellow (needs follow-up) | Red (close-loop) | |-----------------------|-------------------------|-------------------| | "This month" timing | "Q3" or "sometime" | "Year-end" or later | | Names specific pain | Generalizes | "Everything's fine" | | 20+ athletes | 10-19 athletes | Under 10 | | Runs their own business | Employed by someone | Wants a "side hustle" | | Willing to commit publicly | Hesitates on public reference | Refuses public reference | | Mentions specific goals | Vague ambition | No goals stated | **3+ greens · send proposal.** **2-3 yellows · book follow-up.** **2+ reds · close-loop respectfully.** --- ## Objections during discovery Different from post-proposal objections (see [walkthrough script](../onboarding/hooks-trainer-os/walkthrough-script.md)). Discovery-phase objections are usually earlier: ### ❓ "What do you charge?" Deflect until Part 3. ``` Great question · let me hold that. Ranges depend on which tier fits. Give me 5 more minutes on your operation · I'll show you the ranges + the fit call at the same time. ``` ### ❓ "How do I know this works?" Point at proof. ``` Fair question. Hooks-OS is 12 months in production · 6 NFL alumni managed · 30+ P4 tracked · advocacy ledger + Trainer Blueprint launched. Case study publishes end of Q3. I'd rather send you the case study than pitch you now. ``` ### ❓ "Send me info · I need to think about it." Book the follow-up first. ``` I'll send it. But before I do · what would help you decide? Specific case studies? References? Time with the platform? Let me send the RIGHT info · not just info. ``` Then book the follow-up call in the same conversation. ### ❓ "Can I try before I buy?" Firm no. ``` No trials on SaaS. Personal LLM path requires 12-month commitment. Basic and Premium have setup fees non-refundable. If that's a deal-breaker, I'm the wrong fit · no hard feelings. ``` ### ❓ "Do you have references?" Sure · but time it right. ``` Post-proposal · yes. Hooks is available for a 15-min reference call if we get to that stage. Not before. ``` --- ## Post-call · within 30 min **Regardless of outcome:** 1. Update Money Tracker · move pipeline card to correct stage 2. Note in internal intake (`/internal`) what they said 3. If proposal-sending: send within 24 hrs · never longer 4. If follow-up: send calendar invite same day 5. If close-loop: send thank-you email + close the pipeline card --- ## Change log | Date | Change | By | |------|--------|-----| | 2026-07-14 | Initial discovery script · 5-part 30-min structure | Kyron + Claude |