How to Run a Discovery Call for AI Services (Questions and Script)

A discovery call isn't a demo. Its job is to find out whether there's a real, repeated, costly problem you can fix, and if so, to sell the smallest paid next step. Here's a 30-minute structure.

Minutes 0 to 5: set the frame

"Thanks for the time. I'd like to understand how [task] works today, where it's costing you, and then tell you honestly whether I can help. If it's a fit, I'll suggest a small first step. Sound good?"

Minutes 5 to 20: ask about recent behavior

Opinions ("Would you use this?") are polite and useless. Ask about what actually happened:

• "Walk me through the last time this task happened."
• "Which part took the most time or created rework?"
• "Who does it, and who checks the result before it's used?"
• "What happens when it's late or wrong?"
• "What have you already tried?"

You're listening for a task that repeats, friction the buyer can point to, a person who owns the workflow and a clear way to check the output.

Minutes 20 to 25: the two pricing questions

1. "Conservatively, how many hours a week does this take today?"
2. "What's your blended internal hourly cost for that work, including benefits?"

Their answers become the value your price is anchored to (see how to price AI automation services). Because it's their math, they can't argue with it later.

Minutes 25 to 30: offer the Audit

"Based on what you've told me, [task] is costing roughly [hours x cost] a year. The first step I recommend is my [name] Audit: [price], [timeline], and you get a written plan for the three highest-return fixes, with tools and rough costs. If the plan makes sense, we build the first one. Want me to send the details today?"

Send the one-page menu within the hour. If they ask for something custom and cheaper, route it into the Audit instead of discounting.

Cover risk out loud

Ask what data would be involved and who must approve its use. Say plainly that client data only goes into AI tools with their permission, and that a named person on their side reviews anything that affects money, customers or access. Buyers trust the vendor who raises risk first.

Red flags to walk away from

• No one owns the workflow or can approve a test.
• The task happens rarely.
• They want a guarantee of revenue or headcount cuts.
• They expect a free pilot before any paid step.