The Perfect Discovery Call Agenda (Step-by-Step)
Stop winging your sales calls. Here is a proven 30-minute agenda that moves seamlessly from "Hello" to a signed deal using Manager List.
Introduction
The difference between a "nice chat" and a "closed deal" isn't luck. It's structure.
Most freelancers hop on discovery calls with no plan. They let the client ramble for 45 minutes, run out of time, and end with the dreaded, "Okay, I'll email you a proposal."
That is a recipe for ghosting.
To close live, you need to manage the time. Here is the exact 30-minute agenda I use to move from rapport to signature, leveraging the specific features of Manager List.
Minutes 0-5: Rapport & Framing
Goal: Establish trust and set the rules of engagement.
Don't jump straight into business, but don't talk about the weather for 10 minutes either. Spend 2 minutes connecting as humans, then take control.
The Script:
"I'm really looking forward to learning more about this project. We have about 30 minutes, so I want to make sure we cover everything. I'd love to spend the first half understanding your goals and bottlenecks. If it feels like a fit, I can actually show you exactly how I'd structure this scope and what the investment looks like before we hang up. Does that sound good?"
Why this works: You just got permission to sell. You also planted the seed that they will see pricing today, not next week.
Minutes 5-15: The Diagnosis
Goal: Uncover the expensive problem.
This is where you listen. Ask open-ended questions. Your goal is not to gather requirements for a task, but to understand the value of the outcome.
Key Questions:
- "Why is this a priority now?"
- "What happens if this doesn't get fixed?"
- "What does a home run look like for you?"
Manager List Workflow: While they talk, have Manager List open in a separate tab. Start searching your Library for the items they are mentioning. Do not share your screen yet. Just prep the workspace.
Minutes 15-25: The Live Build
Goal: Turn their words into a concrete plan.
This is the pivot point.
The Script:
"I think I have a really clear picture of what you need. Let me share my screen and show you how I would structure this."
The Action: Share your screen showing the Manager List Live Link.
- Drag and Drop: Pull in the Presets or Packages you prepped.
- Toggle: "You mentioned budget is a concern, so I've put the 'Advanced Analytics' as an optional add-on. Let's leave it toggled OFF for now."
- Refine: "This package usually includes 3 revisions. Given your timeline, should we bump that to 5? It adds $X to the total."
The Psychology: They are watching the price update in real-time. There is no sticker shock because they are seeing the math happen. They feel like they are building the proposal with you.
Minutes 25-30: The Close
Goal: Get the signature.
You've built the scope. The price is visible. They've agreed to the line items.
The Script:
"This looks like a solid plan to hit that Q2 launch date. If you're comfortable with this scope, I can lock this right now, and you can sign it directly on this screen. Then I can schedule the kick-off for Monday."
The Action: Click "Lock Proposal". The view cleans up. The "Sign Now" banner appears.
Wait. Be silent. Let them answer.
If they say "Yes," you've won. If they say "I need to check with my boss," send them the link immediately. "No problem, this link is live. Send it to them, and they can sign from their phone."
Conclusion
This agenda works because it removes the mystery. It respects the client's time by getting to the point, and it respects your time by forcing a decision.
Stop "gathering info" to "write a proposal later." Build it live. Close it live.
Frequently Asked Questions
- What if I need time to think about the pricing?
- That is okay. You can still do the "Live Build" with placeholder estimates, or build the scope without showing the price, then fill in the numbers after the call. But try to get comfortable with your rates so you can quote confidently on the fly.
- What if the client refuses to make a decision on the call?
- Never force it. The goal is to make it *easy* to say yes, not to bully them. If they need time, frame the "Live Link" as a resource: "Take your time. This link will stay active, so whenever you are ready, just click sign and I’ll get the notification."