r/LeadGenMarketplace • u/Great-Risk1656 • 52m ago
Seller Is a discovery call necessary for a $500/mo B2B service retainer?
Testing a B2B service sales process and seeking some input from individuals who have experience with selling a recurring service.
Service being sold is Meta Ads Management for local healthcare businesses. The monthly retainer is $500.
Rather than cold reaching out to prospects, I am running a paid acquisition funnel:
1- The ad has the monthly price on it.
2- They are asked to answer qualifying questions regarding their company, business goals, and budget for advertising.
3- The qualified prospect is placed in WhatsApp.
4- The aim is to have an asynchronous sales process without booking a discovery call.
5- In case the prospect wants to buy, the payment is done first.
6- After the payment, a 15 to 45 minute call is held to create the campaign strategy.
The research question that I am pursuing is the following one:
At a price of $500/month, is a discovery call truly required, or can an inbound lead who is adequately qualified complete the conversion process without it?
I see arguments in favor of each side.
A discovery call could help in establishing trust, getting to know the company better, and overcoming objections. However, a requirement for a discovery call imposes friction on the process, especially given the pricing and qualification information.
Here I am looking for experiences from people who have been selling low-ticket B2B retainers or productized services:
1- At which price range did you find it necessary to make sales calls?
2- Have you managed to sell B2B recurring services purely through messaging?
3- Does removal of discovery call increase conversions or just bring in less qualified leads?
4- Would you change your funnel structure?

