Discovery Questions by Industry
Service Businesses (Restoration, Cleaning, HVAC, Plumbing)
Lead Flow
- How do most leads find you? (Google, referrals, Angi, Thumbtack, etc.)
- What percentage are emergency vs. scheduled?
- Who answers the phone? What happens after hours?
- How quickly do you typically respond to inquiries?
- Do you have different response processes for residential vs. commercial?
Operations
- How do you currently schedule jobs?
- What's your dispatch process?
- Do you provide estimates? In-person or remote?
- How do you handle insurance claims? (for restoration)
- What's your average job value? Range?
Pain Points to Probe
- How many calls go to voicemail?
- What percentage of estimates convert to jobs?
- How do you follow up with unconverted estimates?
- What happens when you're on a job and can't answer?
- How do you ask for reviews? What's your current rating?
Automation Opportunities
- After-hours call handling
- Estimate follow-up sequences
- Review request automation
- Job completion notifications
- Seasonal reactivation campaigns
Med Spas & Wellness
Patient Journey
- How do new patients typically find you?
- What's your consultation process?
- Do you offer financing? How do you present it?
- What services drive the most revenue?
- What's your rebooking rate?
Operations
- How do patients book appointments?
- What's your no-show rate?
- How do you handle cancellations?
- Do you send appointment reminders?
- What's your average patient lifetime value?
Pain Points to Probe
- How many consultation requests don't convert?
- What's your follow-up process for missed appointments?
- How do you nurture leads who aren't ready to book?
- What happens to patients who haven't been in 90+ days?
- How do you introduce new services to existing patients?
Automation Opportunities
- Consultation request → booking flow
- Pre-appointment prep sequences
- Post-treatment follow-up
- Membership/package renewal reminders
- Reactivation campaigns for dormant patients
Universal Deep-Dive Questions
When They Say "We Need Help With Marketing"
- What specific outcome would make you say "this is working"?
- Have you tried automation before? What happened?
- Who would manage this system day-to-day?
- What's your budget for marketing/technology solutions?
When They Say "We're Too Busy"
- Is the busyness profitable or just chaotic?
- What would you stop doing if you could?
- Are you turning away good business?
- What's the cost of staying this busy?
When They Say "We Need More Leads"
- How many leads do you get now? From where?
- What happens to leads you don't close?
- What would you do with 50% more leads tomorrow?
- Is it really a lead problem or a conversion problem?
Closing Discovery
- On a scale of 1-10, how urgent is solving this?
- Who else needs to be involved in this decision?
- What would make you say "let's do this" today?
- What questions haven't I asked that I should have?