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Tekton Wiki

Sales & Onboarding

Discovery Call Framework

Needs review — This SOP contains our content but has not been verified by Nick. Treat as a working draft until marked Live.

What

Section titled “What”

Tekton Growth discovery calls follow Nick’s NEPQ (Neuro Emotional Persuasion Questions) framework. The call is 30 minutes. The goal is not to pitch — it’s to get the prospect to sell themselves on the problem and the urgency of solving it.

Who owns it

Section titled “Who owns it”

Nick (all discovery calls)

Steps

Section titled “Steps”

Opening (2 min)

Section titled “Opening (2 min)”
  1. Set the frame: “I have about 30 minutes. My goal today is to understand your situation and figure out if we’re actually a fit — there’s no pressure either way.”
  2. Confirm they’re the decision-maker: “Before we dive in — are you the one who would make this call, or do others need to be involved?”

Situation Questions (5 min)

Section titled “Situation Questions (5 min)”
  1. “Tell me about your business — what do you do, where do you serve, and how do most of your customers find you right now?”
  2. “How are you generating leads currently? Is it mostly word of mouth, Google, referrals?”

Problem Awareness (8 min)

Section titled “Problem Awareness (8 min)”
  1. “When someone searches for [their service] in [their city], where do you typically show up?”
  2. “What’s your current GBP look like — are you getting calls and leads from it, or is it kind of sitting there?”
  3. “How many leads are you getting from Google per month right now, roughly?”

Implication Questions (8 min)

Section titled “Implication Questions (8 min)”
  1. “If that number stayed the same for the next 12 months, what does that mean for the business?”
  2. “What’s a new customer worth to you on average — lifetime, not just first job?”
  3. “So if we could get you 5-10 qualified calls a month from Google, what would that change?”

Transition to Offer (5 min)

Section titled “Transition to Offer (5 min)”
  1. “Here’s what we do and how it works…” (brief overview of phases: GBP → SEO → results)
  2. “Our engagements are 12 months minimum — we’re building infrastructure, not running ads. Does that timeline work for you?”
  3. “Investment is typically $X-Y/month depending on scope. Is that in the range you were thinking?”

Close / Next Step (2 min)

Section titled “Close / Next Step (2 min)”
  1. If yes: “Let me put together a proposal for you — I can have it in your inbox by [tomorrow/end of week]. Sound good?”
  2. If maybe: “What would need to be true for this to make sense?” (back to implication loop)
  3. All notes into GHL CRM immediately after call

Definition of done

Section titled “Definition of done”

Call notes logged in GHL. Lead is either (a) moved to proposal stage or (b) marked Not Qualified with documented reason. Follow-up sequence triggered in GHL if proposal is pending.