Discovery that names the next appointment

Useful questions: When a form arrives at 6pm Saturday, who sees it and by when? What does a next step look like in writing? Which page does a Search click open? How many booked appointments last month, and who counted them? What will you not sell if the calendar is full? Useless: What’s your brand story? How many followers do you want? Can we audit your vibe? Priya’s answers are already in the case — 61 forms, 22 booked, 9 no-shows, no scheduler, shared cell. Your job is to repeat those facts back as a desk diagnosis, then ask the one number she does not have (which form became a job). Do not invent her ROAS. Do not promise 40 appointments if her calendar cannot hold them.

Eight techs on the road, two more who can take overflow. Priya will not sell more than 40 booked appointments next month if the calendar cannot hold them. Saturday morning is already tight. A seller who promises unlimited leads is selling a jam she cannot honor. Your discovery should end with a number she will accept: 40 booked, two overflow techs, Saturday morning already tight. The OS you sell must show remaining capacity, not hide it behind a “we’ll scale creative.” A spa group with four chairs has the same math.

Priya already told you 61 forms, 22 booked, 9 no-shows, 14 unlogged Maps calls, no scheduler, $4,000, 40-appointment ceiling. A discovery that asks “so what are your goals?” wastes the first ten minutes. Open with the numbers. Ask which form became a job. Ask who answers Saturday at 6pm. Ask what she will not sell if Saturday morning is full. Then map the five surfaces. The pitch is the map, not a deck about thought leadership on LinkedIn. If she wants posts only, you write a polite no — you do not shrink the OS into a content calendar to save the meeting.