Should Discovery Calls Be Free: How B2B Service Professionals Can Stop Losing Money to Uncommitted Clients
Discover the hidden costs of free discovery calls and learn how B2B service professionals can stop losing money to uncommitted clients with Becflow's B2B SaaS tool.
You spent 2 hours on a discovery call with a potential client, mapping out their business challenges and outlining a tailored strategy. Then, nothing – no response, no follow-up, and no payment. You just lost $200 and 2 hours of your time. This is a painful reality for many B2B service professionals, who often give away too much value upfront without securing any commitment from the client. This post will explore the issues with free discovery calls and provide practical tips to help you get paid for your expertise.
Why this keeps happening
The main issue with free discovery calls is that they create a power imbalance between you and the client. By providing value upfront without expecting anything in return, you're signaling to the client that your time is not valuable. This can lead to a lack of commitment from the client, who may not take the conversation seriously or may even use it as an opportunity to scope out your expertise without paying for it. Additionally, free discovery calls can be time-consuming and take away from other high-paying activities, such as client work or marketing.
Real example
Sarah, a marketing consultant, spent 5 hours on a series of free discovery calls with a potential client, only to find out that the client was not a good fit for her services. Not only did Sarah lose 5 hours of her time, but she also spent money on coffee and travel to meet with the client. If only Sarah had charged for her discovery calls, she could have avoided this waste of time and resources.
The habits that fix this permanently
These are the non-negotiables for getting paid reliably in your profession:
How to implement this step by step
Step 1: Establish a Clear Pricing Structure
Set a clear pricing structure for your discovery calls, including the cost per hour or the total cost for the call. This will ensure that clients are committed to working with you and value your expertise. For example, Sarah, a marketing consultant, charges $200 per hour for her discovery calls, which ensures that clients are committed to working with her and value her expertise. To establish a clear pricing structure, start by calculating your hourly rate based on your expertise, experience, and the value you bring to clients. Then, set a clear pricing page on your website to communicate your pricing to potential clients. Finally, use a contract to ensure that clients understand the pricing terms and commit to working with you.
Step 2: Use a Contract
Require clients to sign a contract before your discovery call to ensure that they understand the scope of work and the payment terms. A contract will also protect you from scope creep and ensure that clients are committed to working with you. For example, Marcus, a coach, requires clients to sign a contract before his discovery calls, which includes the scope of work, payment terms, and a clear description of his services. To use a contract, start by creating a contract template that outlines the scope of work, payment terms, and a clear description of your services. Then, send the contract to clients before the discovery call and require them to sign it before proceeding. Finally, use a contract management tool to track client agreements and ensure that clients are complying with the terms.
Step 3: Limit the Number of Free Calls
Establish a limit on the number of free discovery calls you offer to potential clients to prevent scope creep and keep your pipeline moving. By limiting the number of free calls, you'll ensure that clients are committed to working with you and value your expertise. For example, Emily, a designer, offers a maximum of 2 free discovery calls to potential clients, which ensures that clients are committed to working with her and value her expertise. To limit the number of free calls, start by setting a clear policy on your website, which outlines the number of free calls you offer and the terms of the calls. Then, use a scheduling tool to track client requests and limit the number of free calls you offer. Finally, use a contract to ensure that clients understand the terms of the calls and commit to working with you.
Step 4: Use a Consultation Format
Structure your discovery calls as paid consultations to ensure that clients are paying for your expertise and time. By using a consultation format, you'll ensure that clients value your expertise and are committed to working with you. For example, Michael, a consultant, structures his discovery calls as paid consultations, which ensures that clients are paying for his expertise and time. To use a consultation format, start by setting a clear pricing structure for your consultations, which includes the cost per hour or the total cost for the consultation. Then, use a scheduling tool to track client requests and schedule the consultation. Finally, use a contract to ensure that clients understand the terms of the consultation and commit to working with you.
Step 5: Focus on High-Ticket Clients
Prioritize working with high-ticket clients who are more likely to commit to your services and value your expertise. By focusing on high-ticket clients, you'll ensure that you're working with clients who value your expertise and are committed to working with you. For example, Rachel, a coach, prioritizes working with high-ticket clients who are willing to pay for her services. To focus on high-ticket clients, start by identifying your target market and the types of clients you want to work with. Then, use a sales funnel to track client leads and prioritize high-ticket clients. Finally, use a contract to ensure that high-ticket clients understand the terms of the services and commit to working with you.
The Becflow solution
Becflow's B2B SaaS tool helps you streamline your discovery calls and get paid for your expertise. With AI-powered contracts, payment links, and automatic reminders, you can ensure that clients are committed to working with you and value your expertise. Sign up for a free trial today and start getting paid for your expertise.
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