The New Buying Pattern: When Clients Skip Discovery Calls & Ask for Payment Links
There’s a Shift in Client Buying Behavior
Something interesting happened recently: the last two coaches I invested in? I rejected their discovery call offers and simply asked for the payment link.
And I'm not alone in this trend.
More and more clients are bypassing the traditional sales process entirely. Why? Because they've already done their homework long before they reach out to you.
The Informed Consumer's Journey
Today's savvy clients are taking a different approach:
- They've consumed your content for weeks or even months
- They've studied your testimonials and case studies in detail
- They've followed your journey and approach across platforms
- They've pre-qualified THEMSELVES before making initial contact
This represents a fundamental shift in the buying pattern of the informed consumer. These prospects don't need to be "sold" in the traditional sense—they need a frictionless way to say YES.
Where Most Coaches Get It Wrong
Despite this clear trend, many coaches still cling to their established sales processes. They INSIST on the discovery call, creating unnecessary friction that can actually drive away these ready-to-buy clients.
Think about this scenario: A prospect reaches out with high intent, practically ready to hand over their credit card... and you respond with, "Great! Let's schedule a 45-minute call next week to see if we're a good fit."
That prospect who was ready to buy immediately now has to:
1. Wait several days for an opening in your calendar
2. Spend time repeating information they've already researched
3. Go through a sales process designed for people much earlier in their buying journey
Ask yourself: If someone is raising their hand saying "I'm ready," why would you put obstacles in their way?
Time vs. Money: Understanding High-Value Clients
Here's a crucial insight that many coaches miss: Your most valuable clients often value their time more than their money.
These are executives, entrepreneurs, and high-achievers who understand the true scarcity of time. They've done their research. They know what they want. And they want it now.
When you honor their time by providing a frictionless buying process, you're sending a powerful message about how you'll treat them as a client.
Creating a Frictionless Buying Experience
So how do you adapt your business to this new buying pattern? The solution is what I call The Dream Client Code—a systematic approach to capturing high-intent prospects and giving them a clear path to working with you.
The Dream Client Code includes:
1. Intent Recognition Systems
Tools and triggers that help you identify when a prospect has moved from "interested" to "ready to buy"
2. Flexible Engagement Paths
Multiple ways for clients to move forward based on their preferences—not just a single "discovery call" funnel
3. Time-Honoring Processes
Streamlined onboarding that respects your clients' time while still ensuring they're a good fit
4. Silent Follower Conversion
Methods to help your "lurkers" and long-time content consumers identify themselves as ready to buy
Real Results from Respecting Client Preferences
Coaches who implement The Dream Client Code often see:
- Higher conversion rates from initial contact to paid client
- Increased client satisfaction from the very first interaction
- Fewer "no-shows" and time wasted on prospects who aren't serious
- More referrals from clients who appreciate your business efficiency
Is This Approach Right for Everyone?
Does this mean you should eliminate discovery calls entirely? If you want!
What matters is recognizing when someone is signaling they're ready to move forward, and not creating unnecessary barriers for those high-intent prospects.
Start Honoring Your Clients' Time Today
Remember: If your ideal clients value their time more than their money, your sales process should reflect that priority.
The Dream Client Code gives you the exact framework to create a system that captures these high-intent prospects and lets your most decisive clients move forward on their timeline, not yours.
Ready to implement this approach in your business? Click here to purchase The Dream Client Code and get immediate access to the complete system.
Your decisive clients are waiting for a frictionless way to work with you. Don't keep them waiting.
What about you? Have you noticed this trend of clients wanting to skip discovery calls? Share your experiences in the comments below!