Process
A 30 minute customer discovery call script
Six parts, in a fixed order, so ten calls can be compared side by side
A timed script for a 30 minute customer discovery call, built for founders running their first batch of interviews. Most of the time goes to one story about the last time the problem came up, then to workarounds and spend, and the call ends with two asks that book the next batch. The questions follow the rules in Rob Fitzpatrick's The Mom Test. The same script can run as an AI interview in Koji for people who will not book a call.
Where this appears
What's in this process
- Open, minutes 0 to 2: Say what you are learning, that there are no right answers and no pitch, and ask if you can take notes.
- Context, minutes 2 to 5: Their role and a normal week. Listen for where the problem sits, if it sits there at all.
- The last time, minutes 5 to 18: Ask for the last time the problem came up and follow the story: what happened next, who was involved, how it ended.
- Workarounds and spend, 18 to 25: What they use today, what failed, whether they ever paid to fix it and what the last time cost.
- Close with two asks, 25 to 30: What should I have asked? Who else should I talk to? Then thank them and say what happens next.
- Notes right after, 10 minutes: Write what they did, what it cost, what they tried and any commitment, in their words.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
html
<a href="https://www.koji.so/visuals/thirty-minute-discovery-call-script-steps"><img src="https://www.koji.so/visuals/thirty-minute-discovery-call-script-steps/thirty-minute-discovery-call-script-steps.png" alt="Process of a 30 minute discovery call script in six parts: open, get context, the last time story, workarounds and spend, close with asks, then write notes." width="1200" height="856" /></a>
<p>Source: <a href="https://www.koji.so/visuals/thirty-minute-discovery-call-script-steps">A 30 minute customer discovery call script</a>, Koji</p>
