Marfin
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    BEGINNEROUTREACH07 de mai. de 2026

    Discovery Call Script

    30-min discovery call script for ONE hypothesis and ONE prospect. 4 timed blocks, signals per question, fallbacks and 3 closes (hot/warm/cold).

    View on GitHub
    WORKS IN
    CLAUDEany setup

    Pure-LLM skill. No MCP, no paid tool required. Works on Claude.ai web, desktop and Claude Code.

    WORKS BEST WITH
    • Filesystemoptional

      reads past discovery notes in ~/discovery-notes/ and avoids repeating questions the prospect already answered

    • Google Calendaroptional

      checks the real duration of the scheduled call and adjusts the agenda automatically (45min vs 30min)

    TAGS
    foundersalesdiscoverycallquestions

    What this skill does

    Builds a 30-minute discovery call script adapted to your ICP and to the hypothesis you want to test. Structured in blocks: rapport (3min), discovery (15min), digging deeper (8min) and close (4min).

    When to use

    • Before the first call with a new prospect
    • While you are still in customer discovery (no product yet)
    • To test a specific hypothesis (e.g. will they pay for this?)

    How it works

    1. You give it: your ICP in 1 sentence, the hypothesis to test, context on the prospect
    2. The skill generates 8-10 open questions (no yes/no, no leading)
    3. For each question: the signal to look for in the answer
    4. Suggests 3 follow-up questions in case the answer is vague
    5. Includes a block of typical objections and how to react
    6. Ends with 3 possible next steps depending on the tone of the call

    Principles

    • Always ask about past behavior, never future intent
    • Dig into the problem, don't sell the solution
    • Silence is your friend. Wait 5 seconds before filling it
    • Write down the verbatim quote (not a paraphrase) — you will use it later
    • End with a specific ask (deck? intro? pilot?)

    Output example

    Discovery Script — ICP: small digital agency (3-10 people)
Hypothesis: they pay R$ 500/month for ready-made AI workflows

Block 1 — Rapport (3min)
- How did you find Marfin?
- Tell me a bit about what you do today

Block 2 — Discovery (15min)
1. "Tell me about the last time you had to audit a client's SEO"
   Signal: he describes a manual process with several tools
2. "How long did that take?"
   Signal: 2h+ is real pain
3. "How did the final deliverable turn out?"
   Signal: a hand-made PDF, no standard

Block 3 — Digging deeper (8min)
1. "If I handed you that deliverable finished in 60s, what would it be worth?"
   Signal: a specific number = qualified

Typical objections
- "I already use Semrush": "want to test ours on this specific case?"
- "Clients won't pay for SEO": "how do you price an audit today?"

Possible next steps
- Hot: free 30-day pilot
- Warm: deck by email + follow up in 1 week
- Cold: ask for an intro to another agency

    Pre-reqs

    None.

    Build.

    Work.

    Dream.

    Create.