This is step 3 of a four-step chain. They replied positively. Produce a 30-minute discovery call agenda with these sections:
1. 0:00-0:05 - Frame the call (one short paragraph I can read at the top of the call). Include the 'if it's not a fit by minute 25, I'll say so' framing - it earns trust faster than anything else.
2. 0:05-0:20 - Their situation: 5 specific questions, in order, that move from understanding the situation to surfacing budget and decision authority. No 'tell me about your business' - all questions specific to what we know about them.
3. 0:20-0:28 - Your fit: 3 questions that test whether what we offer would actually change their week, plus one budget-shape question.
4. 0:28-0:30 - Next-step ask: explicit close with a date and a 'who else needs to see this' question.
The lead brief + their reply:
{{lead_and_reply}}
End with a marker: '--- End of step 3. Take notes during the call, then paste them into Lead-to-Close: step 4 (proposal from call notes). ---'
Lead-to-Close: step 3 (discovery call agenda)
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the prompt
Example output
Discovery call agenda - Maya / Northbeam, 30 min:
0:00-0:05 - Frame the call (you):
'My goal in 30 min is to understand what good would look like for you, and figure out together whether what we do is a fit. If it's not a fit by 25 minutes in, I'll say so and we both save time.'
0:05-0:20 - Their situation (questions to ask, in order):
1. Walk me through what 'cutting to two people' actually changed about how the content team works week-to-week.
2. What's the part of the new workflow that's still rough?
3. Where do you currently store the prompts your team uses across ChatGPT/Claude/Notion AI?
4. When the team's best prompt produces a great output, how often does it get reused vs. lost in chat history?
5. Who decides what tools the marketing team adopts - you alone, or is there a budget approval?
0:20-0:28 - Your fit (questions to ask):
6. If you had a clipboard library that surfaced the team's best prompts on every device, what would change about Monday morning?
7. What would have to be true for you to roll this out to your two-person team in the next 30 days?
8. What's the budget shape for marketing tools - per-seat monthly, annual, or something else?
0:28-0:30 - Next-step ask (you):
'Based on what you've shared, the natural next step is for me to send a one-page proposal by Friday with the rollout plan and pricing. Sound right? Anyone else needs to see it?'
--- End of step 3. Take notes during the call, then paste them into Lead-to-Close: step 4 (proposal from call notes). ---
Common mistakes
Don't ask all 10 questions sequentially - the agenda is a guide, not a checklist. If their answer to question 2 is rich, follow it for 5 minutes; you can drop questions 4 and 5 if you got the same info another way. Also: do not skip the framing line at 0:00-0:05. The 'if it's not a fit, I'll say so by minute 25' framing is the move that earns trust faster than any other - and gives you permission to walk away if the fit isn't there. Third mistake: ending without the explicit next-step ask. If you don't name the next step, the call ends in 'great chat, let's stay in touch' and the deal dies.
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Why it works
Step 3 of the chain. They replied positively - now you need a 30-minute discovery call agenda + 8-10 specific questions that move from understanding to qualification to ask. The mistake most solopreneurs make is showing up with 'tell me about your business' and an unstructured chat. The good agenda has a shape: 5 minutes context-setting, 15 minutes their situation, 8 minutes your fit, 2 minutes next-step ask. The questions should escalate - early ones build rapport, middle ones surface budget and decision authority, late ones test fit. Step 4 takes the call notes and produces the proposal. Tested cleanest on Claude Opus 4.7.