How to prepare for a discovery call with a potential client using Armbrain's structured prospect research.
Overview
Before a discovery call with a new prospect, you need to understand their business, pain points, and whether they are a good fit for your services. Armbrain's /cmo-discovery command pulls together a structured research package so you walk in prepared and credible.
When to Use This
- Before a discovery call or introductory meeting with a potential client
- When evaluating whether to pursue a new engagement
- When preparing a pitch or proposal for a prospect you have not worked with before
- When a referral comes in and you need to quickly understand the company
Running Prospect Research
/cmo-discovery Acme Corpor ask naturally:
"Prep me for a discovery call with Acme Corp"Armbrain researches the company and produces a structured report with these sections:
Company Snapshot
Basic information about the company: what they do, their size, industry, and online presence. This gives you the foundation to avoid asking questions you should already know the answers to.
Pain Points
Likely marketing challenges based on their industry, size, and public signals. These are starting hypotheses for the discovery conversation, not assumptions to present as fact.
Expertise Match
How your experience (drawn from your other client minds) aligns with this prospect's needs. If you have run similar campaigns in their industry, Armbrain highlights that. If this is a new vertical for you, it tells you that too.
Conflict Check
Whether working with this prospect would create a conflict with any existing client. If you already manage a direct competitor, Armbrain flags it before you get deep into the conversation.
Discovery Questions
Suggested questions tailored to the prospect's situation. These are not generic -- they reflect the specific pain points and expertise gaps identified in the research.
After the Call
If the prospect becomes a client, you can convert their prospect mind into a full client mind using the Prospect Mind Conversion guide. All the pre-engagement research carries over, tagged so you can distinguish what you learned before and after the engagement started.
Tips
- Run this at least a day before the call so you have time to review and add your own notes.
- Customize the discovery questions. The generated questions are a starting point. Add your own based on what you know from the referral source or initial email exchange.
- Use it even for warm leads. Even if someone was referred by an existing client, the conflict check and expertise match are worth running.
- Store what you learn. After the discovery call, store key takeaways as memories. If the prospect becomes a client, those early observations are valuable context.