Discovery Call — Cheat Sheet

Phase 1: Open & Set the Frame (5 min)

Goal: Set the agenda, remove pressure, and establish trust. The prospect should feel heard before you say a word about 10th Street.

"The aim today is to understand what's really going on with your content and production needs and see if it's even worth taking this further. I'd love to spend the first chunk understanding your business, where you're at, and what you're trying to achieve. Then I'll share some initial thoughts. If it makes sense, we'll book a separate session where I'll map out options properly. Sound fair?"

• Set agenda and expectations
• Remove pressure ("if it doesn't feel like the right fit, just say so")

Phase 2: Their World Today (15 min)

Goal: Understand their business, how content fits in, and how production works today. You are building a map of their world before looking for problems.

• Two-minute business overview
• How does the business make money?
• What role does content/video play in marketing?
• What content are you most proud of?
• How does content get produced today? (in-house, freelancers, agency?)
• How many pieces per month? What formats?
• Annual content production budget?

Phase 3: Pain & Ambition (12 min)

Goal: Uncover the real frustration and what success looks like. Move from surface symptoms to root cause, and from vague goals to specific outcomes.

• Where does content production break down?
• What's frustrating about managing this personally?
• What have you tried to fix it? What worked/didn't?
• Cost of doing nothing for 12 months?
• 90-day success vision?
• End-of-year success vision?
• Specific numbers attached?
• Shared ONE observation?

Can I share something I've noticed? [Your observation here]

Phase 4: Qualify & Position (8 min)

Goal: Confirm decision-making authority, budget reality, and timeline. Position 10th Street as an embedded partner in 60 seconds or less.

• How do decisions get made?
• Who else has a say?
• Budget range?
• When does this need to start?
• Other options being considered?
• Positioned 10th Street as embedded partner (not typical production company)?

Phase 5: Bridge to Pitch (5 min)

Goal: Reflect back what you heard, build anticipation for the pitch, and book the next call. Never end without a meeting in the diary.

• Reflected back what I heard
• Built anticipation (3 things: approach, something tangible, pricing)
• Booked pitch call (5-7 business days)
• Confirmed decision-maker for pitch
• Set time expectation (45-60 min)

BANT Qualification Grid

Green / Red Flag Checklist

Post-Call Log