Discovery Call Script

💼 BRAVA DISCOVERY CALL SCRIPT

Objective: Qualify → Build Desire → Educate → Handle Objections → Enroll or Send Proposal

Duration: 15–25 minutes

Target: Small to mid-sized business owners (5–100 employees)

🟣 1. OPENING – Build Rapport & Set the Frame

You:

“Hi [Name], thank you again for scheduling time with us — I’m excited to learn more about your team and give you a clear look at how Brava can help support your culture and people.”

“Before we dive in, could you tell me a bit about your team size and structure? I’d love to get a little more insight into the business if I could just ask a couple short questions — is that okay?”

🟡 2. DISCOVERY – Uncover Fit & Invite Honesty

“We built Brava to help leaders like you spot culture wins and risks before they show up in turnover or burnout — and to finally get an honest look at how your people are really doing.”

Ask:

  • “Would you say you currently have a way to consistently measure how your team is doing — emotionally, mentally, and culturally?”
  • “Is there anything you feel could be improved in how connected, supported, or aligned your people feel?”
  • “How confident are you that your employees would come to you if they were struggling or thinking of leaving?”

(Listen. Don’t go deep — just gauge whether they feel there’s room to improve.)

🔵 3. BRAVA OVERVIEW – What It Is, What They Get

You:

“As you may have seen on our site, Brava is a simple way to get a full view of your workplace health — and if you qualify, earn national recognition as a Brava Certified Workplace.”

“We run a short, anonymous survey for your team and (optionally) a quick reflection for you or your managers. Then we analyze and return a full culture snapshot — highlighting both strengths and risk areas.”

Brava Includes:

  • ✔️ 5–7 min confidential employee survey
  • ✔️ Owner/manager self-assessment (to compare perspectives)
  • ✔️ Culture health score and retention risk breakdown
  • ✔️ Brava Certification Badge (if qualified)
  • ✔️ Final Report + Action Blueprint
  • ✔️ 1 free health coaching session per employee

📊 4. WHY IT WORKS – Brava's Depth & Data

“This goes way beyond those 10-question HR surveys most companies use. Here’s what makes Brava different:”

  • 📌 43 Core Questions + Custom Prompts
  • 🔎 9+ Retention Signals Tracked
  • 🔐 100% Anonymous Feedback
  • 🗣️ Sentiment Analysis
  • 💡 Real-Time Risk Alerts
  • 🏥 Personal Wellness Score + Coaching
  • 📈 Benchmarked Reporting

📈 5. ROI SNAPSHOT – Quick Data Points

You:

“Just to put this into perspective, here’s what a stronger culture can unlock financially — most leaders are shocked by the numbers.”

  • 🔁 Reduce Turnover – $4,700+ saved per employee retained. Just 5 = $23,500 saved
  • 🔥 Cut Burnout Costs – ~$2,000 saved per person by reducing stress/sick days = $20K with 10 employees
  • ⏱️ Reclaim Lost Time – 30 minutes/day wasted = $3K–$6K per employee = $30K+ in productivity
  • 📈 Boost Output – Better culture → up to 10–20% revenue growth potential
  • 💼 Lower Hiring Costs – $5,000+ saved per hire
  • 🎁 Coaching Value – $200 value per employee = $4,000 value with 20 employees

Ask: “Were you aware of how much financial impact this can have for a business of your size?”

(Let them respond — then invite questions.)

🔴 6. OBJECTION HANDLING (If Needed)

If they say: “We already do surveys.”

“That’s great — it shows you care. Brava gives you a third-party lens and validated scoring, which adds credibility and helps uncover things your internal methods might miss.”

If they say: “We’re doing well right now.”

“That’s actually the best time to do this. It’s not about fixing problems — it’s about confirming what’s working, identifying hidden risks early, and earning recognition for the culture you’re building.”

💳 7. PRICING & CLOSE

You:

“Based on everything we’ve talked about, what are your thoughts so far? Do you see this adding real value to your team?”

“We’ve found that doing this kind of evaluation during stable periods — rather than waiting for problems — gives leaders the clearest insight and biggest long-term benefit. So the timing couldn’t be better to get ahead of any hidden issues and celebrate what’s working too.”

🎯 Anchoring + Discount Strategy

“So our pricing for your company size is typically $4,220, but we actually have a sale going on that ends in 2 days. It’s our discount week — so if you’re able to enroll within that window, your price would drop to $2,960. That’s a significant savings.”

Brava Package Pricing (Based on Team Size):

  • 👥 1–10 Employees: $1,655
  • 👥 11–20 Employees: $2,960
  • 👥 21–30 Employees: $4,220
  • 👥 31+ Employees: $5,570
🔒 Sales Team Note (Internal Only):
Always start by quoting the next tier above their estimated team size to anchor higher value.
If they hesitate, move to Step 8 and offer the correct tier with the limited-time discount to close.

Ask: “What are your thoughts on enrolling now and starting your Brava evaluation this month?”

⏳ 8. IF THEY HESITATE – Apply Urgency Offer

If they say: “Maybe soon” or “in the future”:

“Totally fair — just so you know, the discount pricing ends in about 48 hours. If you’re able to make a decision before then, I can still offer you the discounted rate (Sales Team: quote correct tier) as a one-time or monthly payment plan.”

“Would you like to take advantage of that while it’s still available?”

✅ 9. CLOSING OPTIONS – Enroll or Send Proposal

If they’re ready:

“Awesome — I can walk you through the quick enrollment process now. It just takes a few minutes and we’ll get your portal set up today. You’ll receive a confirmation email that outlines your purchase, onboarding steps for your employees, and instructions for both you and any approved managers.”

If they’re not ready yet:

“No problem — I’ll send over a short proposal and recap so you can review. That way, you still have time to enroll before the pricing window closes.”