How To Nail Your Discovery Call

Read on my website / Read time: 5 minutes

You’ve finally landed the meeting.

Maybe it’s the potential client you’ve been trying to reach for months.

Maybe it’s a brand reaching out for a possible collab.

Maybe it’s a potential investor or a business partner you’re hoping to work with.

As you wait in the Zoom waiting room, your mind races: “How do I make a strong first impression without rambling about everything I offer?”

In this issue, I’ll show you how to structure that first conversation so you sound confident, curious, and clear about next steps—without overselling or oversharing.

Why Most People Struggle With First Client Calls

Whether you’re a business owner, freelancer, employee, or content creator, most people wing these calls—which leads to three common pitfalls:

• They talk too much about themselves or their service before building any trust
• They ramble, hoping to “find” the angle during the call
• Or they freeze, unsure how to lead the conversation without sounding rehearsed

The result?

Scattered thoughts that make you seem unprepared, missed chances to build a real connection, and leaving money—or alignment—on the table because you couldn’t clearly express your value.

The 3C Framework for First Conversations

Here’s a simple structure that transforms nervous rambling into confident dialogue:

Context → Curiosity → Collaboration

This works whether you're selling a service, pitching a campaign, or building a partnership.

Context: Why Are You Reaching Out Now?

Open by briefly explaining why you’re connecting now. Tie it to something real—a business shift, a new campaign, or recent growth that makes the timing relevant.

What to say:

What not to say:

Curiosity: Show You've Done Your Homework

Ask a question that proves you understand their world—and that you're not just here to pitch.

What to say:

What not to say:

Collaboration: Offer A Clear Next Step

Don’t end with a vague “Let me know.” Instead, wrap with either a useful insight or a next step that helps them make a decision or continue the conversation.

What to say:

What not to say:

Here’s How It Sounds In Practice

Or if you’re a creator:

Notice how this script uses:

• Context: References a real, recent event
• Curiosity: Asks about a meaningful challenge
• Collaboration: Offers help without being pushy

Common Pitfalls That Kill First Conversations

Avoid these conversation killers:

• Leading with your credentials instead of their goals
• Asking about the budget or timeline too early
• Talking about your “process” before understanding their situation
• Ending with no follow-up or clear next step

Want to Stop Rambling in High-Stakes Conversations?

If these first calls make you freeze, ramble, or second-guess your value, you're not alone.

I’ve created a 20-day blueprint designed to help you speak clearly and confidently, even under pressure. It takes just 20 minutes a day to rewire how you show up—using my top public speaking games and frameworks.

We’ll be reopening enrollment soon for the next round of The Impromptu Speakers Academy (ISA)—and joining the waitlist now gets you an exclusive early-bird discount when we go live in a few weeks.

Join the waitlist here.