Let’s be real for a second—every time a new lead hits your inbox, it feels a little bit exciting, right?
But here’s the thing: not every inquiry means someone is ready to work with you.
Sometimes they’re just exploring. Sometimes they’re still in training mode. Sometimes they just want to pick your brain for free.
So how do you protect your time without burning bridges? That’s exactly what I want to break down today—because this just happened in my business last week.
The Lead That Sparked This Post
I received a sweet email from a new lead. She’d been referred to me and was interested in getting a website. But once she saw there was a $49 consultation fee to book a call, she hit pause. Here’s a snippet of her message:
“I did not realize there was a $49 consultation fee to book a call… I’m currently finishing up some courses and intend to start my Bookkeeping business in the coming months. So for now, I’ll put this on the back burner and follow back up with you closer to when I actually need a website.”
Totally fair. She’s not quite ready—and she was kind and respectful about it.
But here’s the kicker: This is exactly what the $49 consultation fee is designed to do.
It filters in leads who are ready to move forward—and filters out the ones who aren’t there yet.
Why I Charge for Consultations
I used to offer free discovery calls. And every now and then, I’d meet some amazing folks. But more often than not, I’d spend time walking through things with someone who just wasn’t ready to take action.
Charging a small fee does two things:
1. Protects my time (especially as a full-time working mom running a business)
2. Helps me prioritize serious leads
That doesn’t mean I ignore or ghost the rest—it just means I meet them where they are.
Keep the Door Open (Without Giving Away Your Time)
Here’s the reply I sent back:
“No worries! I’m happy to answer any questions you have via email and I look forward to the opportunity to support you when you’re ready! In the meantime, come join my free community newsletter to get helpful resources each week.”
This is key.
I didn’t brush her off. I didn’t pressure her to book anyway. I just invited her into my ecosystem where I could keep showing up with value—on her timeline.
And that’s the real secret to a lead/sales process that works.
Use Your Process to Build an Email List of Future Clients
Some of your best clients will come from people who joined your email list months before they were ready.
If you’re not building a list or keeping in touch with leads who weren’t quite ready to buy, you’re losing a huge opportunity to stay top of mind.
Here’s what I recommend:
• Have a clear call-to-action for those who aren’t ready yet (like joining your newsletter or free resource).
• Keep showing up with tips, helpful content, and friendly reminders that you’re here when they’re ready.
• Make it easy to come back (no shame or guilt—just support and confidence).
Final Thought
Having boundaries in your sales process doesn’t make you inaccessible—it makes you professional.
And when paired with a genuine effort to stay connected, it actually builds trust.
So yes, charge for your time. Use booking filters. But don’t forget to keep the door open for future clients. Your email list is where those seeds are planted—and trust me, some of them will grow into dream clients.
Want to see how I guide leads through my sales process? Start by joining my newsletter where I share weekly tips on websites, marketing, and building a simple online presence that works.
