Prepare for a client call in one page
Before a client call, write one page you can keep beside you. The aim is to make the conversation easier to follow without turning it into a script.
Name the decision
Write down what this call should make possible. “Find out whether a pilot is practical” gives you a clearer task than “give a good demo.” The buyer may have a different goal, so check it at the start.
Keep facts and assumptions separate
Record what the client has already told you, then list what you still need to ask. A budget mentioned six months ago is context, not a confirmed budget for this project.
Choose three questions
For a discovery call, you might start with:
- What prompted you to look at this now?
- How are you handling it today?
- What would need to be true for you to try a different approach?
These are examples. Replace them with questions that fit the person and the conversation.
Leave room for objections
List the concerns you expect, with supporting material you can refer to. Avoid scripting an answer before you have heard the actual objection. “Which part feels risky?” may be a better next question than another slide.
End by agreeing the next step
Reserve time to summarize the decision, unresolved questions, and who will do what. If there is no next step, say that clearly too.
You can use this structure in a notebook or in Sussur's call preparation. Keep the plan short enough to use while listening.