Clients Stalling After Discovery? Here's The Fix
You know that feeling after a great discovery call, when you're excited—but your prospect still hesitates?
Maybe you’ve sent proposals into the void, left wondering if it was the price, the deliverables, or something else entirely.
The truth is, prospects often stall because:
They’re uncertain about what they're getting.
They aren't sure you fully understand their vision.
They're nervous about making the wrong decision.
Sound familiar?
If you're tired of ambiguity, stalled conversations, and chasing clients for answers, it's time to validate exactly what's stopping the sale—then solve it proactively.
That’s why I recommend using Fast Action Deliverables (FADs)—a way to quickly give prospects a taste of the value and expertise you bring, turning curiosity into commitment.
Here's exactly how to do it:
Step 1: Discovery Call – Listen Like You're Being Paid for It
When you're on that discovery call, pretend you've already been hired.
Capture Their Language:
Write down exactly how they describe their problems and dreams. If they say they want an "immersive luxury experience," don't later describe it as a "high-end package." Mirror their words to build instant trust.Dig Deeper:
Ask about their vision, aesthetics, and frustrations. Find the hidden objections that could stall the deal later—like budget worries, unclear expectations, or past disappointments. Deal with them upfront.
Step 2: Create a Strategic Teaser (Your FAD)
You’re not giving away free work—you're making a strategic investment. Keep it short (think two hours max), sharp, and valuable. It could be:
A mood board
Quick wireframes
Initial sketches or brand concepts
Make sure this quick-win aligns exactly with their expressed desires. Your goal is to show that you listened and that you already understand their vision.
Step 3: Show Up Strong in Your Proposal
Now that you’ve got their attention, put your Fast Action Deliverable front and center in the proposal. Make it visual, personal, and clear:
Use visuals straight from the FAD—show them you've already started solving their problem.
Be Decisive on Price: Skip the vague price ranges that leave them confused. Offer one clear, confident price with clear milestones.
Include a Mission Statement: Echo their words. For example, "We're creating a beautiful, immersive website that positions Garrett House as the must-visit destination for creative wellness."
Step 4: Set Boundaries They Can Trust
Nobody likes uncertainty—least of all you.
Timeline:
Clearly spell out your timeline—"Week 1: Mood Board, Week 2: Wireframes, Week 3: Your Feedback." No more vague "6-8 weeks depending on you."Revision Rules:
Be clear about revisions—whether it's three revisions or unlimited, make it straightforward. Confident boundaries make everyone feel safer.
Step 5: Get Your Money, Confidently
You’re not here to wait around. You're here to lead.
Immediate Pricing: Clearly state your fee and exactly what they're getting. If you offer multiple packages, differentiate by scope—not uncertainty.
Trigger Payments: Create urgency and clarity. "To start your project on August 15, your deposit of $2,000 is due by August 1st."
Step 6: Keep It Moving
After you send your proposal, don't linger. Keep moving onto the next opportunity. Your prospects will sense you're busy and in-demand, which naturally encourages decisive action.
The Mindset Shifts You Need:
It’s not free work; it’s an investment.
Replace ambiguous pricing with clear, confident offers.
Shift from waiting to leading.
Implementing Fast Action Deliverables like this doesn’t just shorten the sales cycle—it builds trust, excites your prospects, and helps you finally close the deals you deserve.
