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:
- Proposal (normal scope/quote)
- 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
- “No one will pay for strategy.”
- Frame it as step one in a larger journey. You’re selling clarity.
- “It feels like a bait and switch.”
- Be transparent. Tell them upfront you’ll offer implementation.
- “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
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