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Paid Discovery Mastery

Learn how to offer paid discovery calls.

Instructor:
Shannon Mattern
Length:
33:40
Category:
📣 Offer Other Services

Why Paid Discovery Works

  • Helps stop undercharging, overdelivering, and burnout.
  • Positions you as a strategic expert from first contact.
  • Focuses on outcomes and business results, not just deliverables.
  • Builds deep trust with clients — they feel seen and understood.
  • Creates confidence in quoting higher rates (often above what clients initially expect to spend).
  • Replaces need for a strong portfolio — strategy proves your capability.

The Key Shift

  • You’re not selling websites. You’re selling what the client can do, be, and have as a result of it.
  • Strategy is the most valuable part of the project — that’s what you’re getting paid for.

What Paid Discovery Is

  • A separate, paid engagement that covers the strategic planning of a web project.
  • Typically includes a 90-minute strategy session and a strategic plan (slides + rationale).
  • Client owns the strategy whether or not they continue with the project.
  • If they move forward, the paid discovery fee is credited toward the full project.

What Paid Discovery Is NOT

  • Not just a one-off consultation.
  • Not implementation, mockups, branding, or free work.
  • Not about quoting based on hours — this is not selling your time.

4-STEP PAID DISCOVERY PROCESS

Step 1: Free Consultation

  • Discovery call to assess fit, discuss goals, and build rapport.
  • Offer two options:
    1. Proposal (normal scope/quote)
    2. Paid discovery (strategic plan first, more accurate pricing later)

Step 2: Sell Paid Discovery

  • Frame it as a low-risk first step with value:
    • Better scoping
    • Credit toward project
    • Ownership of the plan even if they don’t continue
  • Send terms & conditions outlining what is/isn’t included.

Step 3: Deliver the Strategy

  • Host 90-min session to dig into business, goals, pain points.
  • Develop a strategy focused on outcomes (business and emotional).
  • Deliver the plan as:
    • Recorded walkthrough of recommendations
    • Slide deck or document
  • DO NOT include project pricing, scope, or implementation.

Step 4: Make the Offer

  • Separately send proposal or schedule a review call.
  • Use a “package matrix” to present investment options.
  • Tie recommendations back to the strategy (builds value).
  • Follow up until a clear yes/no or proposal expiry.

OBJECTIONS & BENEFITS

Why It Works

  • Creates trust and reduces perceived risk for the client.
  • Builds confidence in your own value and pricing.
  • Makes selling high-ticket projects feel natural.
  • Helps prevent time and money leaks (scope creep, resentment).
  • Positions you as indispensable — no more selling by portfolio.

Common Objections

  1. “No one will pay for strategy.”
    • Frame it as step one in a larger journey. You’re selling clarity.
  2. “It feels like a bait and switch.”
    • Be transparent. Tell them upfront you’ll offer implementation.
  3. “My clients just need the basics.”
    • This is still an opportunity to show care, depth, and build future trust.

Final Reminders

  • You’re allowed to get paid for your ideas, not just your execution.
  • Paid discovery is not just a sales tool — it transforms how you value your work.
  • Works best when paired with a strategic pricing and proposal framework.

Resources Available (via Shannon's course)

  • Consultation scripts
  • Terms & conditions templates
  • Strategy templates & slides
  • Email scripts & proposal examples
  • Sales scripts for making the offer

Let me know if you want this formatted for a Google Doc, Notion, or something else.

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