STOP Doing Free Client Discovery Sessions 🫷

I’m going to cut right to the chase: Stop working for free.

Yes, I’m talking about those “Discovery Sessions” you’ve offered without a paycheck. Here’s why you need to rethink that approach:

1️⃣ Free Doesn’t Pay the Bills. We all know that ‘free’ sounds great until you remember it doesn’t pay the bills. Ouch!

2️⃣ What’s in a Name? The term “Discovery Session” itself is a bit of a snoozer. It doesn’t promise an outcome, and that’s a hard sell.

Don’t Fall Into the Freebie Trap

Before you kick off a redesign project, you typically need to dig deep, asking clients critical questions to uncover the true scope of their needs – because, let’s face it, most project briefs barely scratch the surface.

This essential legwork forms the foundation of your project scope, goals, and milestones and can take hours of meticulous work.

Why not get paid for this indispensable expertise?

Overcoming the “But Why Pay?” Mentality

“I’ve tried charging, but clients resist paying to learn what they think they’ve already told me in the brief!”

Sound familiar? That’s because the real value hasn’t been communicated effectively.

Turn ‘Discovery’ Into ‘Strategy’

Drop the lame-duck “Discovery Session” label. 🦆 

It’s time for a powerful rebrand. Enter the Paid Digital Strategy Workshop.  Rather than a vague exploration, this is a focused, strategic deep-dive.

1️⃣ First, ask the prospect how their website redesign fits into their overall digital strategy. “Can I have a look at your 12-month digital strategy guide?“

I guarantee that 99% of prospects will respond with, “I don’t have a digital strategy guide.“

2️⃣ Express surprise and reply, “Really? How will you measure the success of your new website?“

📞 S I L E N C E

3️⃣ Then you sell.  “Let’s map out a digital strategy that ensures your new website aligns with your business goals for the next year. Interested?“.

Boo-yah! 💥

Since shifting to this approach, the change in client responsiveness has been night and day.

It’s difficult for a prospect to say no to ensuring something they are paying for will be successful.

What You Can Offer

Set the terms that work for you. I personally offer a two-hour Zoom workshop for $996, culminating in a comprehensive 12-month digital strategy guide, complete with website requirements and an actionable implementation plan in the form of a proposal.

This positions you as a strategic partner and pays you for your critical upfront analysis – work that far too many do for free.

I Want to Hear From You!

Are you struggling to sell paid “discovery sessions”?  What hurdles are you facing? 

Reply and share your experiences or challenges. 

Until next time, keep thriving!

Wil.