The 4-Question Discovery Script
Use these four questions in your next intro call. They are designed to move the conversation from “How much do you cost?” to “How much money can you save me?”
1. The “Repetition” Question: > “What is the one question your team has to answer ten times a day?”
- The Gap: This is where we plug in a RAG-powered Personal Shopper or an Internal Knowledge Agent.
2. The “Friction” Question:
“Where do you see the highest drop-off in your customer journey?”
- The Gap: Usually, it’s a slow contact form. This is your opening to pitch Voice AI Integration.
3. The “Bottleneck” Question:
“If you doubled your traffic tomorrow, what part of your business would break first?”
- The Gap: Usually, it’s support or onboarding. Perfect for an Adaptive LMS framework.
4. The “Leakage” Question:
“How many leads did you miss last month because your team was offline?”
- The Gap: This identifies the need for 24/7 Automated Newsrooms or Booking Agents.
Moving from “Hourly” to “Value-Based” Pricing
If you find a “Leakage” gap that is costing a client $50,000 a year in lost leads, charging $15,000 to fix it isn’t “expensive”—it’s a 300% ROI.
In your proposal, don’t list “hours worked.” List Expected Outcomes:
- Outcome: “Capture 20% of previously lost after-hours leads.”
- Outcome: “Reduce manual support tickets by 45%.”
Conclusion: Become the Solution Architect
The “AI Gap” is everywhere once you know how to look for it. By using this discovery script, you position yourself as a partner in their growth, rather than just another line item in their budget.