Velocity Call — 30-Minute Structure

Context

This call structure assumes the client has completed the Velocity Diagnostic at least 24 hours before the call. You've reviewed their responses and prepped using the call prep workflow in that document.

The Frame

This is not a discovery call. The diagnostic already handled discovery. This is a solution design conversation — you're showing them you understand their problem and sketching what the fix looks like.

Structure

0-2 min — Set the frame

"Thanks for filling in the diagnostic — it was really useful. I've had a chance to think about what you shared, so rather than me asking you a bunch of background questions, I want to jump straight into what I think the biggest opportunity is. Sound good?"

What this does:

Shows you actually read their responses (builds trust)
Signals the call will be efficient (respects their time)
Positions you as the expert leading the conversation, not the salesperson asking questions

2-10 min — Lead with their success metric (Q4)

"You said the ultimate win would be [their exact words from Q4]. I've been thinking about how to get you there — talk me through what that looks like day-to-day right now. What triggers it, who's involved, and where it breaks down."

What you're listening for:

The trigger (what starts the process)
The data flow (what moves where, and how)
The failure point (where things fall through the cracks)
The people involved (who touches it, who gets frustrated)

You already know the what from Q1 (pain points) and what they want from Q3 (solution interest). The call is for the how — the workflow detail you can't get from a form.

10-15 min — Connect the dots (Q1 + Q2 + Q3)

Take what they just told you and connect it to their Q2 answer (current tools), their Q1 selections (pain points), and their Q3 picks (what solutions interest them).

"So you're copying quote details from [tool] into [tool] manually — and that's also what's causing the reporting headache you mentioned, because the data's never in one place. You mentioned you're interested in [their Q3 pick, e.g. 'integrations'] — what if those tools just talked to each other automatically?"

What this does:

Shows them the relationship between their problems they might not see themselves
Reframes multiple pain points as a single build opportunity
Connects your proposal to what they already said they want (Q3) — you're not pushing, you're reflecting
Demonstrates your expertise — you're not just listening, you're diagnosing

15-22 min — Sketch the solution (verbally)

Don't pitch a package. Describe what their day looks like after:

"Imagine this: a client enquiry comes in, you build the quote in one place, it auto-generates the invoice when they accept, and at the end of the week your reporting dashboard already has the numbers. No copy-paste, no chasing, no Friday afternoon spreadsheet session."

Then ground it:

"That's a [Quick Build / Full Build] — roughly [X weeks] to get the core working, and we'd start with the quoting piece since that's your #1."

Rules:

Paint the outcome, not the technology
Use their language from the diagnostic and the call — not your jargon
Anchor to their success metric (Q4) and solution interest (Q3) as the starting point
Give a rough shape (tier + timeline) but don't quote a price — the scope doc does that

22-27 min — Address Q5 context (if applicable)

If they mentioned a constraint, past failure, or stakeholder concern in Q5 ("Anything else I should know") — now's the time. Not before. You've already shown the vision, so now you're removing objections with context rather than leading with caveats.

Common Q5 themes and how to handle them:

What they said	How to address it
"We tried something like this before"	"What happened? I want to make sure we don't repeat that."
"My business partner needs convincing"	"Happy to include them on the scope doc — or jump on a 15-min call with both of you once it's ready."
"We're tight on budget"	Don't discount. Reduce scope. "We can start with just the quoting piece as a Quick Build — that's the highest-impact slice."
"We need this before [date]"	"Let me work backwards from that in the scope doc and show you what's realistic."

If Q5 was blank — skip this section and move straight to next steps.

27-30 min — Next step (one clear action)

"So based on everything we've discussed, here's how I'd frame success: [their Q4 words back to them]. I'll put together a one-page scope — what the build looks like, rough timeline, and investment. I'll have that to you by [day]. If it looks right, we book the kickoff."

Rules:

One document, one decision, one timeline
Name a specific day you'll deliver the scope doc
Don't say "I'll send a proposal and we can discuss" — that invites delay
Don't discuss pricing on the call — the scope doc is the vehicle for that

What You're NOT Doing on This Call

Not asking "tell me about your business" — the diagnostic already did that
Not running through a capabilities deck — they don't care what you can do, they care what you'll do for them
Not discussing pricing in detail — the scope doc handles that
Not covering more than 2-3 pain points — depth beats breadth in 30 minutes
Not selling — you're designing a solution with them, which is the sell

Post-Call Checklist

Update CRM with call notes and key workflow details from the 2-10 min section
Draft one-page scope doc within 48 hours (ideally 24)
Send scope doc with a clear "yes/no/questions" framing
If yes → book kickoff within the week
If no response after 3 days → one follow-up referencing their success metric (Q4)
If not proceeding → add to nurture sequence, reference their specific pain points