Peter Vander Wall explains why free discovery calls backfire: prospects get free consulting and leave without buying. The fix isn't charging $99. Instead, refuse to diagnose problems on the call. Show them what paid work looks like by staying the guide, not the solver.
If your sales calls keep turning into free consultations, you're leaving money on the table. Now, here's what usually happens, right? You hop on a discovery call thinking it's a chance to see if you're a good fit to work together. But 20 minutes later, you've answered all their questions, you mapped out a strategy, and they say, thanks. Let me think about it. You just gave away all your value for free. And a lot of people think, well, I'll just charge $99 for the console. But that's not actually the right move. Instead of charging for the call, here's the fix. You need to stop answering their questions. When they ask, hey, how should I structure my business for taxes? Don't give them the answer. Instead, say, yeah, that's exactly what we handle inside our service. Let me show you what it would look like for us to take that off your plate. This way, you're not giving away the solution. You're positioning yourself as the guide who delivers it once they sign up.
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