E. 296: The First Step I Never Skip (No Matter Who the Client Is)

Written By Pia Silva

I talk all the time about the power of using the Lead Product process instead of writing free proposals.

But what if someone is ready to hire you right from the get-go, should you skip the LP? Wouldn’t doing the LP slow down the whole process and even put you at risk of losing the client?

All this month, I’ve been answering some of the most common questions I got during my recent three-day bootcamp. And this one is a genuine dilemma. Why would you steer someone who’s ready to roll on a big project to the much less expensive lead product.

In this episode, I break down why I never, ever skip the Lead Product, no matter who the client is.

Find this episode for free on your favorite podcast player.

Tune into this episode to hear:

  • Why even your most qualified, ready-to-buy clients still need a “diagnosis” first

  • The real reason the lead product makes your projects faster, easier, and more profitable

  • How to position this step so it feels like a natural next move—not a frustrating detour

  • And the surprising way saying “not yet” actually builds more trust (not less)

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Pia Silva
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E. 295: The Retainer Trap: Why Recurring Revenue Isn’t Freedom