The actual cost of "free consultation" calls nobody talks about

The math on qualification calls doesn't make sense

Did some quick math on how much time gets wasted on unqualified calls.

Average discovery call: 30 minutes

Calls per week: 8-10

Actual qualified leads: maybe 3

That's 4+ hours spent talking to people who either:

- Don't have budget

- Aren't decision makers

- Are "just exploring options"

- Didn't read anything about what you do

The fix most people suggest: "Get better at marketing"

But here's what actually works:

Ask 3 questions before they can book:

1. What problem are you trying to solve?

2. What's your timeline?

3. What have you already tried?

Why this helps:

People who don't want to answer = not serious

People who give detailed answers = actually thought about this

I've seen this drop bad calls by about 60-70%.

The tradeoff: fewer total bookings.

But if you're solo or small team, you can't take every call anyway.

Better to talk to 5 qualified people than 15 random ones.

For anyone doing sales calls: how do you filter before getting on a call?

Curious what's working for others.