How To Nail Your Discovery Call
You’ve finally landed the meeting.
Maybe it’s the potential client you’ve been trying to reach for months.
Maybe it’s a brand reaching out for a possible collab.
Maybe it’s a potential investor or a business partner you’re hoping to work with.
As you wait in the Zoom waiting room, your mind races: “How do I make a strong first impression without rambling about everything I offer?”
In this issue, I’ll show you how to structure that first conversation so you sound confident, curious, and clear about next steps—without overselling or oversharing.
Why Most People Struggle With First Client Calls
Whether you’re a business owner, freelancer, employee, or content creator, most people wing these calls—which leads to three common pitfalls:
- They talk too much about themselves or their service before building any trust
- They ramble, hoping to “find” the angle during the call
- Or they freeze, unsure how to lead the conversation without sounding rehearsed
The result?
Scattered thoughts that make you seem unprepared, missed chances to build a real connection, and leaving money—or alignment—on the table because you couldn’t clearly express your value.
The 3C Framework for First Conversations
Here’s a simple structure that transforms nervous rambling into confident dialogue:
Context → Curiosity → Collaboration
This works whether you're selling a service, pitching a campaign, or building a partnership.
Context: Why Are You Reaching Out Now?
Open by briefly explaining why you’re connecting now. Tie it to something real—a business shift, a new campaign, or recent growth that makes the timing relevant.
What to say:
“I noticed [specific trigger/event], and it got me thinking about [relevant challenge or opportunity].”
What not to say:
“We’re a leading provider of…” or “I wanted to introduce myself…”
Curiosity: Show You've Done Your Homework
Ask a question that proves you understand their world—and that you're not just here to pitch.
What to say:
“How are you thinking about [relevant topic or challenge] this quarter?” “What’s the biggest priority around [specific area] right now?”
What not to say:
“Do you have a budget for this?” “When do you want to get started?”
Collaboration: Offer A Clear Next Step
Don’t end with a vague “Let me know.” Instead, wrap with either a useful insight or a next step that helps them make a decision or continue the conversation.
What to say:
“Based on what you shared, here’s what we’ve seen work…” “Would it be helpful if I sent you [resource or idea]?”
What not to say:
“Let me tell you about our full process…” Or leaving the call with no follow-up.
Here’s How It Sounds In Practice
“Hi Sarah, I saw that your company just announced the expansion into South America, and it made me curious about how your team is thinking about customer communication across different markets. We’ve worked with other teams navigating similar multi-region challenges. Would love to hear how you're approaching this—and happy to share what we've seen that works.”
Or if you’re a creator:
“Hi Sarah, I saw your brand just launched a new skincare line, and it made me curious how you’re thinking about Gen Z marketing this quarter. I’ve worked on campaigns in this space and would love to hear your approach—happy to share what’s worked well for others too.”
Notice how this script uses:
- Context: References a real, recent event
- Curiosity: Asks about a meaningful challenge
- Collaboration: Offers help without being pushy
Common Pitfalls That Kill First Conversations
Avoid these conversation killers:
- Leading with your credentials instead of their goals
- Asking about the budget or timeline too early
- Talking about your “process” before understanding their situation
- Ending with no follow-up or clear next step
Want to Stop Rambling in High-Stakes Conversations?
If these first calls make you freeze, ramble, or second-guess your value, you're not alone.
I’ve created a 20-day blueprint designed to help you speak clearly and confidently, even under pressure. It takes just 20 minutes a day to rewire how you show up—using my top public speaking games and frameworks.
We’ll be reopening enrollment soon for the next round of The Impromptu Speakers Academy (ISA)—and joining the waitlist now gets you an exclusive early-bird discount when we go live in a few weeks.
Join the waitlist here.
