{ "schemaVersion": "1.0", "item": { "slug": "client-discovery", "name": "Client Discovery", "source": "tencent", "type": "skill", "category": "开发工具", "sourceUrl": "https://clawhub.ai/staybased/client-discovery", "canonicalUrl": "https://clawhub.ai/staybased/client-discovery", "targetPlatform": "OpenClaw" }, "install": { "downloadMode": "redirect", "downloadUrl": "/downloads/client-discovery", "sourceDownloadUrl": "https://wry-manatee-359.convex.site/api/v1/download?slug=client-discovery", "sourcePlatform": "tencent", "targetPlatform": "OpenClaw", "installMethod": "Manual import", "extraction": "Extract archive", "prerequisites": [ "OpenClaw" ], "packageFormat": "ZIP package", "includedAssets": [ "SKILL.md" ], "primaryDoc": "SKILL.md", "quickSetup": [ "Download the package from Yavira.", "Extract the archive and review SKILL.md first.", "Import or place the package into your OpenClaw setup." ], "agentAssist": { "summary": "Hand the extracted package to your coding agent with a concrete install brief instead of figuring it out manually.", "steps": [ "Download the package from Yavira.", "Extract it into a folder your agent can access.", "Paste one of the prompts below and point your agent at the extracted folder." ], "prompts": [ { "label": "New install", "body": "I downloaded a skill package from Yavira. Read SKILL.md from the extracted folder and install it by following the included instructions. Tell me what you changed and call out any manual steps you could not complete." }, { "label": "Upgrade existing", "body": "I downloaded an updated skill package from Yavira. Read SKILL.md from the extracted folder, compare it with my current installation, and upgrade it while preserving any custom configuration unless the package docs explicitly say otherwise. Summarize what changed and any follow-up checks I should run." } ] }, "sourceHealth": { "source": "tencent", "status": "healthy", "reason": "direct_download_ok", "recommendedAction": "download", "checkedAt": "2026-04-30T16:55:25.780Z", "expiresAt": "2026-05-07T16:55:25.780Z", "httpStatus": 200, "finalUrl": "https://wry-manatee-359.convex.site/api/v1/download?slug=network", "contentType": "application/zip", "probeMethod": "head", "details": { "probeUrl": "https://wry-manatee-359.convex.site/api/v1/download?slug=network", "contentDisposition": "attachment; filename=\"network-1.0.0.zip\"", "redirectLocation": null, "bodySnippet": null }, "scope": "source", "summary": "Source download looks usable.", "detail": "Yavira can redirect you to the upstream package for this source.", "primaryActionLabel": "Download for OpenClaw", "primaryActionHref": "/downloads/client-discovery" }, "validation": { "installChecklist": [ "Use the Yavira download entry.", "Review SKILL.md after the package is downloaded.", "Confirm the extracted package contains the expected setup assets." ], "postInstallChecks": [ "Confirm the extracted package includes the expected docs or setup files.", "Validate the skill or prompts are available in your target agent workspace.", "Capture any manual follow-up steps the agent could not complete." ] }, "downloadPageUrl": "https://openagent3.xyz/downloads/client-discovery", "agentPageUrl": "https://openagent3.xyz/skills/client-discovery/agent", "manifestUrl": "https://openagent3.xyz/skills/client-discovery/agent.json", "briefUrl": "https://openagent3.xyz/skills/client-discovery/agent.md" }, "agentAssist": { "summary": "Hand the extracted package to your coding agent with a concrete install brief instead of figuring it out manually.", "steps": [ "Download the package from Yavira.", "Extract it into a folder your agent can access.", "Paste one of the prompts below and point your agent at the extracted folder." ], "prompts": [ { "label": "New install", "body": "I downloaded a skill package from Yavira. Read SKILL.md from the extracted folder and install it by following the included instructions. Tell me what you changed and call out any manual steps you could not complete." }, { "label": "Upgrade existing", "body": "I downloaded an updated skill package from Yavira. Read SKILL.md from the extracted folder, compare it with my current installation, and upgrade it while preserving any custom configuration unless the package docs explicitly say otherwise. Summarize what changed and any follow-up checks I should run." } ] }, "documentation": { "source": "clawhub", "primaryDoc": "SKILL.md", "sections": [ { "title": "Client Discovery — Qualify, Diagnose, Close", "body": "Run discovery conversations that qualify prospects, diagnose real problems, and position your solution as the obvious next step.\nSources: Consulting Success (2026), Melisa Liberman (36 questions framework), Freelance Cake, HubSpot, Highspot.\nAll outputs go to workspace/artifacts/." }, { "title": "Use when", "body": "Preparing for a discovery call with a prospect\nQualifying whether a lead is worth pursuing\nDrafting discovery questions for a specific industry/niche\nReviewing notes from a call to identify next steps\nWriting a proposal based on discovery findings\nEvaluating client fit before committing to a project" }, { "title": "Don't use when", "body": "Cold outreach (use cold-outreach skill — discovery comes AFTER they respond)\nExisting client check-ins (different dynamic — you already have context)\nPricing decisions (use pricing-psychology skill)\nBuilding the actual deliverable (discovery is pre-build)" }, { "title": "Negative examples", "body": "\"Write me a proposal\" → Borderline. Discovery must happen BEFORE the proposal. If you haven't done discovery, do that first.\n\"Help me negotiate a rate\" → No. That's pricing/negotiation, not discovery.\n\"How do I find leads?\" → No. That's lead generation, not qualification." }, { "title": "Edge cases", "body": "Upwork job evaluation → YES. Reading a job post IS discovery. Assess fit before bidding.\nText/DM-based discovery → YES. Same principles apply, just compressed format.\nQualifying yourself OUT of a bad fit → YES. The best outcome of discovery is sometimes \"no.\"" }, { "title": "The Core Truth", "body": "Peter Drucker: \"My greatest strength as a consultant is to be ignorant and ask a few questions.\"\n\nDiscovery is not a pitch meeting. You're not there to impress — you're there to diagnose. The moment you start talking about your solution before understanding their problem, you've lost." }, { "title": "The 80/20 Rule (Melisa Liberman)", "body": "Listen 80% of the time. Talk 20%. (Aspirational target — the point is to listen far more than you talk, even if exact ratios vary.)\nWhen you do talk, ask questions — don't monologue.\nBe comfortable with silence. Ask, then wait. Even if it's uncomfortable.\nThe prospect should feel heard, not sold to." }, { "title": "Why This Matters for Revenue", "body": "Freelance Cake's Austin Church: \"Insightful questions testify to your competence more than your clever monologues.\" Asking the right questions often increases project scope — a prospect willing to pay $2,500 for a plan may happily pay $2,500/month for a retainer when you uncover the real problem." }, { "title": "Phase 1: Context (Warm-Up)", "body": "Goal: Understand who they are and what's happening now.\n\nQuestions:\n\n\"Tell me about your business — what do you do and who do you serve?\"\n\"How did you hear about us?\" (reveals channel effectiveness)\n\"What prompted you to reach out now?\" (reveals urgency trigger)\n\"What does a typical day/week look like for you?\" (reveals workflow)\n\nListen for: Scale, team size, current tools, immediate triggers." }, { "title": "Phase 2: Problem Diagnosis", "body": "Goal: Uncover the REAL problem (often not what they initially say).\n\nQuestions:\n5. \"What's the biggest challenge you're facing right now?\"\n6. \"How long has this been a problem?\" (reveals severity)\n7. \"What have you tried so far to fix it?\" (reveals what didn't work)\n8. \"What happens if you don't solve this?\" (reveals cost of inaction)\n9. \"Who else is affected by this problem?\" (reveals stakeholders)\n10. \"On a scale of 1-10, how urgent is this?\" (forces prioritization)\n\nListen for: Pain level, failed attempts (so you don't repeat them), who owns the decision.\n\nKey technique (Freelance Cake): Push past symptoms to root causes. \"My website doesn't convert\" might really be \"I have no positioning\" or \"I'm targeting the wrong audience.\" Keep asking \"why\" until you hit bedrock." }, { "title": "Phase 3: Desired Outcome", "body": "Goal: Define what success looks like in their words.\n\nQuestions:\n11. \"If we solve this perfectly, what does that look like 6 months from now?\"\n12. \"What metrics would tell you this is working?\" (quantifies success)\n13. \"What would change in your daily life if this was fixed?\" (emotional anchor)\n14. \"Have you seen anyone do this well? What impressed you?\" (reveals expectations)\n\nListen for: Specific numbers, emotional language, reference points." }, { "title": "Phase 4: Qualification (Fit Check)", "body": "Goal: Determine if you can actually help AND if they can actually pay.\n\nQuestions:\n15. \"Do you have a budget range in mind for this?\" (direct but necessary)\n16. \"Who else needs to approve this decision?\" (reveals decision chain)\n17. \"What's your timeline for getting this done?\" (reveals urgency vs. browsing)\n18. \"What would make you confident enough to move forward?\" (reveals objections early)\n\nDisqualification signals (walk away):\n\nNo budget and no timeline → \"just exploring\"\nDecision requires 5+ approvals → bureaucratic nightmare\nThey want a $10K solution for $500 → misaligned expectations\nThey've fired 3 previous consultants → the problem might be them\nThey can't articulate what success looks like → unclear scope = scope creep\nResistance to sharing information or collaborating openly\nNo clear goals or priorities beyond \"make it better\"" }, { "title": "Phase 5: Bridge to Proposal", "body": "Goal: Summarize what you heard, confirm alignment, set next steps.\n\n\"Let me make sure I have this right...\" (summarize their problem, desired outcome, and constraints)\n\"Based on what you've shared, here's what I think we should do...\" (brief, directional)\n\"What questions do you have for me?\" (give them the floor)\n\"What's the best next step from here?\" (let them tell you)\n\nNever end a discovery call without: A clear next step with a date. \"I'll send a proposal by Friday\" or \"Let's schedule a follow-up for Tuesday.\"" }, { "title": "🟢 Green Flags (good fit)", "body": "They can articulate the problem clearly\nThey have a budget and timeline\nThey've tried solutions before (means they take it seriously)\nSingle decision-maker or clear decision process\nThey ask smart questions back\nUrgency is real (\"this is costing us $X/month\")" }, { "title": "🔴 Red Flags (proceed with caution or decline)", "body": "\"Can you just give me a quick quote?\" (no discovery = bad project)\n\"We need this by tomorrow\" (unrealistic unless premium pricing)\n\"Our last 3 vendors couldn't do this\" (the problem may not be the vendors)\nScope keeps expanding during the call with no budget increase\nThey won't answer budget questions at all\n\"We'll figure out the details later\" (scope creep incoming)\nThey want you to \"prove yourself\" with free work first" }, { "title": "Upwork-Specific Discovery", "body": "When evaluating Upwork jobs, run a mini-discovery on the posting itself:\n\nRead the post and answer:\n\nIs the problem clearly defined? (Green flag)\nIs the budget realistic for the scope? (Check range)\nHow many proposals submitted? (<10 = good opportunity)\nIs the client verified with payment history? (Green flag)\nCan I deliver this with existing skills/tools? (Fit check)\nIs there a follow-up opportunity beyond this project? (Revenue potential)\n\nIn your proposal, demonstrate discovery:\n\nReference their specific problem (proves you read it)\nAsk 1-2 clarifying questions (shows you think before building)\nPropose a scope that matches their budget (not your wishlist)" }, { "title": "Post-Discovery: The Problem Statement", "body": "After every discovery call, write a 2-3 sentence problem statement:\n\n[Client name] is a [business type] struggling with [specific problem].\nThis is costing them [quantified impact: money, time, customers].\nThey need [solution category] by [timeline] with a budget of [range].\n\nThis becomes the foundation of your proposal. If you can't write this clearly, you need another discovery conversation." }, { "title": "Common Mistakes (Consulting Success + Liberman)", "body": "Talking too much — You're not pitching, you're diagnosing.\nTreating it like a job interview — You're a peer consultant, not an applicant.\nTrying to prove yourself — Curiosity builds more trust than credentials.\nSkipping the budget question — If you don't ask, you'll waste time on proposals they can't afford.\nWriting proposals for uncommitted prospects — No proposal until you've confirmed budget, timeline, and decision-maker.\nNot taking notes — Write everything down. Review before writing the proposal.\nRushing to solution mode — Sit with the problem longer. The real issue is usually 2-3 layers deeper than what they first say." } ], "body": "Client Discovery — Qualify, Diagnose, Close\n\nRun discovery conversations that qualify prospects, diagnose real problems, and position your solution as the obvious next step. Sources: Consulting Success (2026), Melisa Liberman (36 questions framework), Freelance Cake, HubSpot, Highspot. All outputs go to workspace/artifacts/.\n\nUse when\nPreparing for a discovery call with a prospect\nQualifying whether a lead is worth pursuing\nDrafting discovery questions for a specific industry/niche\nReviewing notes from a call to identify next steps\nWriting a proposal based on discovery findings\nEvaluating client fit before committing to a project\nDon't use when\nCold outreach (use cold-outreach skill — discovery comes AFTER they respond)\nExisting client check-ins (different dynamic — you already have context)\nPricing decisions (use pricing-psychology skill)\nBuilding the actual deliverable (discovery is pre-build)\nNegative examples\n\"Write me a proposal\" → Borderline. Discovery must happen BEFORE the proposal. If you haven't done discovery, do that first.\n\"Help me negotiate a rate\" → No. That's pricing/negotiation, not discovery.\n\"How do I find leads?\" → No. That's lead generation, not qualification.\nEdge cases\nUpwork job evaluation → YES. Reading a job post IS discovery. Assess fit before bidding.\nText/DM-based discovery → YES. Same principles apply, just compressed format.\nQualifying yourself OUT of a bad fit → YES. The best outcome of discovery is sometimes \"no.\"\nThe Core Truth\n\nPeter Drucker: \"My greatest strength as a consultant is to be ignorant and ask a few questions.\"\n\nDiscovery is not a pitch meeting. You're not there to impress — you're there to diagnose. The moment you start talking about your solution before understanding their problem, you've lost.\n\nThe 80/20 Rule (Melisa Liberman)\nListen 80% of the time. Talk 20%. (Aspirational target — the point is to listen far more than you talk, even if exact ratios vary.)\nWhen you do talk, ask questions — don't monologue.\nBe comfortable with silence. Ask, then wait. Even if it's uncomfortable.\nThe prospect should feel heard, not sold to.\nWhy This Matters for Revenue\n\nFreelance Cake's Austin Church: \"Insightful questions testify to your competence more than your clever monologues.\" Asking the right questions often increases project scope — a prospect willing to pay $2,500 for a plan may happily pay $2,500/month for a retainer when you uncover the real problem.\n\nThe Discovery Framework: 5 Phases\nPhase 1: Context (Warm-Up)\n\nGoal: Understand who they are and what's happening now.\n\nQuestions:\n\n\"Tell me about your business — what do you do and who do you serve?\"\n\"How did you hear about us?\" (reveals channel effectiveness)\n\"What prompted you to reach out now?\" (reveals urgency trigger)\n\"What does a typical day/week look like for you?\" (reveals workflow)\n\nListen for: Scale, team size, current tools, immediate triggers.\n\nPhase 2: Problem Diagnosis\n\nGoal: Uncover the REAL problem (often not what they initially say).\n\nQuestions: 5. \"What's the biggest challenge you're facing right now?\" 6. \"How long has this been a problem?\" (reveals severity) 7. \"What have you tried so far to fix it?\" (reveals what didn't work) 8. \"What happens if you don't solve this?\" (reveals cost of inaction) 9. \"Who else is affected by this problem?\" (reveals stakeholders) 10. \"On a scale of 1-10, how urgent is this?\" (forces prioritization)\n\nListen for: Pain level, failed attempts (so you don't repeat them), who owns the decision.\n\nKey technique (Freelance Cake): Push past symptoms to root causes. \"My website doesn't convert\" might really be \"I have no positioning\" or \"I'm targeting the wrong audience.\" Keep asking \"why\" until you hit bedrock.\n\nPhase 3: Desired Outcome\n\nGoal: Define what success looks like in their words.\n\nQuestions: 11. \"If we solve this perfectly, what does that look like 6 months from now?\" 12. \"What metrics would tell you this is working?\" (quantifies success) 13. \"What would change in your daily life if this was fixed?\" (emotional anchor) 14. \"Have you seen anyone do this well? What impressed you?\" (reveals expectations)\n\nListen for: Specific numbers, emotional language, reference points.\n\nPhase 4: Qualification (Fit Check)\n\nGoal: Determine if you can actually help AND if they can actually pay.\n\nQuestions: 15. \"Do you have a budget range in mind for this?\" (direct but necessary) 16. \"Who else needs to approve this decision?\" (reveals decision chain) 17. \"What's your timeline for getting this done?\" (reveals urgency vs. browsing) 18. \"What would make you confident enough to move forward?\" (reveals objections early)\n\nDisqualification signals (walk away):\n\nNo budget and no timeline → \"just exploring\"\nDecision requires 5+ approvals → bureaucratic nightmare\nThey want a $10K solution for $500 → misaligned expectations\nThey've fired 3 previous consultants → the problem might be them\nThey can't articulate what success looks like → unclear scope = scope creep\nResistance to sharing information or collaborating openly\nNo clear goals or priorities beyond \"make it better\"\nPhase 5: Bridge to Proposal\n\nGoal: Summarize what you heard, confirm alignment, set next steps.\n\n\"Let me make sure I have this right...\" (summarize their problem, desired outcome, and constraints)\n\"Based on what you've shared, here's what I think we should do...\" (brief, directional)\n\"What questions do you have for me?\" (give them the floor)\n\"What's the best next step from here?\" (let them tell you)\n\nNever end a discovery call without: A clear next step with a date. \"I'll send a proposal by Friday\" or \"Let's schedule a follow-up for Tuesday.\"\n\nRed Flags & Green Flags\n🟢 Green Flags (good fit)\nThey can articulate the problem clearly\nThey have a budget and timeline\nThey've tried solutions before (means they take it seriously)\nSingle decision-maker or clear decision process\nThey ask smart questions back\nUrgency is real (\"this is costing us $X/month\")\n🔴 Red Flags (proceed with caution or decline)\n\"Can you just give me a quick quote?\" (no discovery = bad project)\n\"We need this by tomorrow\" (unrealistic unless premium pricing)\n\"Our last 3 vendors couldn't do this\" (the problem may not be the vendors)\nScope keeps expanding during the call with no budget increase\nThey won't answer budget questions at all\n\"We'll figure out the details later\" (scope creep incoming)\nThey want you to \"prove yourself\" with free work first\nUpwork-Specific Discovery\n\nWhen evaluating Upwork jobs, run a mini-discovery on the posting itself:\n\nRead the post and answer:\n\nIs the problem clearly defined? (Green flag)\nIs the budget realistic for the scope? (Check range)\nHow many proposals submitted? (<10 = good opportunity)\nIs the client verified with payment history? (Green flag)\nCan I deliver this with existing skills/tools? (Fit check)\nIs there a follow-up opportunity beyond this project? (Revenue potential)\n\nIn your proposal, demonstrate discovery:\n\nReference their specific problem (proves you read it)\nAsk 1-2 clarifying questions (shows you think before building)\nPropose a scope that matches their budget (not your wishlist)\nPost-Discovery: The Problem Statement\n\nAfter every discovery call, write a 2-3 sentence problem statement:\n\n[Client name] is a [business type] struggling with [specific problem].\nThis is costing them [quantified impact: money, time, customers].\nThey need [solution category] by [timeline] with a budget of [range].\n\n\nThis becomes the foundation of your proposal. If you can't write this clearly, you need another discovery conversation.\n\nCommon Mistakes (Consulting Success + Liberman)\nTalking too much — You're not pitching, you're diagnosing.\nTreating it like a job interview — You're a peer consultant, not an applicant.\nTrying to prove yourself — Curiosity builds more trust than credentials.\nSkipping the budget question — If you don't ask, you'll waste time on proposals they can't afford.\nWriting proposals for uncommitted prospects — No proposal until you've confirmed budget, timeline, and decision-maker.\nNot taking notes — Write everything down. Review before writing the proposal.\nRushing to solution mode — Sit with the problem longer. The real issue is usually 2-3 layers deeper than what they first say." }, "trust": { "sourceLabel": "tencent", "provenanceUrl": "https://clawhub.ai/staybased/client-discovery", "publisherUrl": "https://clawhub.ai/staybased/client-discovery", "owner": "staybased", "version": "1.0.0", "license": null, "verificationStatus": "Indexed source record" }, "links": { "detailUrl": "https://openagent3.xyz/skills/client-discovery", "downloadUrl": "https://openagent3.xyz/downloads/client-discovery", "agentUrl": "https://openagent3.xyz/skills/client-discovery/agent", "manifestUrl": "https://openagent3.xyz/skills/client-discovery/agent.json", "briefUrl": "https://openagent3.xyz/skills/client-discovery/agent.md" } }