Joy · Discovery Call

BS WISP flow. Talk around it, never read it. Bridge between stages: "You on board?"

B · Rapport

Goal: make her smile once. Then bridge.

  1. "How does someone go from sailing for fun to running charters in Greece and Thailand? Give me the short version of the 20-year story."
  2. Scotland card: "I saw the Hebrides 2027 trip. Most operators stick to warm water. What pulled you there?"
  3. Her boat is Pure Joy — "the name alone does half your marketing."
"Okay, you ready to jump in?"

S · Set the schedule

  1. "First I want to hear why you posted this now and what's going on in the business. Then I'll walk through what I found and what I'd do. If it fits, I'll tell you exactly what happens next on Upwork. Sound good?"

W · Why (she talks 70%)

  1. "You didn't have to post this job. What made this the moment?"
  2. "What does a great result look like a year from now — more CT charters, fuller cabins, or both?"
  3. "Tried anything before — the Centium report, a marketing person — or am I the first?"
  4. "Walk me through what happens today when someone inquires. Where does it land?" ← money question
  5. "How many cabins went unfilled last season? What's a cabin worth on a Croatia trip?" (let HER say $4,375)
  6. "When you're out on the water all day, what happens to inquiries?"

I/S · Solution (brief — the Loom already pitched)

  1. Bridge: "I think I have enough to propose something sensible. Any questions for me first?"
  2. Three phases, YOUR video phrasing: wk 1 audit + quick wins → wks 2-3 bigger swings → wk 4 enough data to see what converts and squeeze it.
  3. Centium: "That covers AI visibility — whether ChatGPT can find you. I'll fold it in. My work is the human half: what a real guest does once they arrive."
  4. Proof: EZ Animal Care — premium personal-service biz, per-service booking paths. Same shape.
  5. Video: scripts + direction from me, you on the boat, no commercial polish.
  6. Temperature checks: "Does that match what you pictured?" "Am I missing anything?"

P · Price + next steps

  1. "The audit is $675 fixed, like the proposal said. Implementation I'll quote from the findings — $800 to $1,500 depending what we prioritize."
  2. Upwork explainer, her language: "After this call I send you an offer for the audit milestone. You accept, Upwork holds the $675 in escrow — I never touch it until you approve the finished work. I deliver inside Upwork within a week: video walkthrough plus the written plan. You review, click approve, then the money releases. Implementation becomes a second milestone the same way. Everything stays inside Upwork so you're protected."
  3. Assumed close: "If that works, I'll send the offer right after we hang up."
  4. Written summary back to her same day, within a couple hours.
Numbers: $675 audit · $800–1,500 implementation · one Croatia cabin = $4,375 (audit pays for itself 6× on one save)

⚑ Watch-item

  1. She thinks Centium = "detailed audit." Reset gently: "Centium tells you what a robot sees. I tell you why a 62-year-old solo traveler didn't inquire."

You said in the video (be consistent)

  1. No prices were spoken on tape. The call is the FIRST time she hears $675 out loud. Say it plainly.
  2. You claimed Wix experience ("I've worked in WordPress, Shopify, Wix"). Wix hour is mandatory before the call.
  3. You said the video process is how you "assisted most of my clients." If she asks for client videos: "The video you watched is the honest sample, that's my exact process." Don't repeat the client claim.
  4. You promised instant email + text after inquiry, plus a brochure while they wait. That is phase-2 build work, NOT part of the $675 audit. If she asks: "Yes, that's part of the build after the audit. The audit tells us exactly how to set it up, then it gets built in phase two."
  5. You said "I did a mini version of the audit." If she asks why pay then: "The preview found the doors. The audit opens them: your analytics, forms tested end to end, mobile, and the full prioritized plan."
  6. You showed EZ Animal Care and named Festiva, Seafarer, AdventureWomen. All backed by the blueprint if she digs.

Pre-call checklist

  1. Granola installed + tested (one line at top of call: "I use an AI note tool so I can stay present, that okay?")
  2. Wix free-account hour done
  3. Blueprint HTML closed — share nothing unless you choose the client visual