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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