Discovery call
A discovery call is the first structured conversation with a prospect, run to agree on the problem and what it costs them before any price is discussed. Hydra's default is to keep discovery and pricing on separate calls, since pricing on the discovery call is the most common cause of an agency close rate under 15%.
The call has a structure and the structure is documented, because it is the first thing handed over when sales moves off the founder. A call that lives only in the founder's head cannot be delegated.
The output is a written statement of the problem, its cost and the decision maker, which the prospect has agreed to. Without that, a proposal is a guess dressed as a document.
How Hydra uses it
Separating discovery from pricing into two calls is the change that moved Fraggell Productions from £23k to £110k a month over 24 months.
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