Do we have to pay for meetings that don't meet our qualification criteria?

Cormac Repman
2 days ago
3 min read

No, you don't pay for meetings that don't match your ideal customer profile. You only pay when we deliver a qualified prospect who meets your specific criteria and actually shows up to the scheduled call. If a prospect cancels, doesn't show, or clearly doesn't fit your business, there's no charge.

How We Define Qualification

Your qualification criteria are completely up to you. We work with you upfront to define what "qualified" means for your business. That might be company size, revenue range, industry, job title, budget authority, or any combination of factors that matters to your sales team. We document these standards before we start outbound, so there's never any ambiguity about what you're paying for.

When we schedule meetings, we verify that each prospect aligns with your defined criteria. Our team uses research and discovery questions to confirm fit before they ever hit your calendar.

No-Shows and Cancellations

Here's where we protect your investment: if a prospect cancels within 24 hours of the meeting or simply doesn't show up, you don't pay. Period. We know that no-shows happen in outbound work, so we don't shift that risk to you.

Our team actually tracks this closely on their end too. We have skin in the game. High no-show rates hurt our metrics, so we focus on booking prospects who are genuinely engaged and likely to attend.

What Happens if They Show But Aren't Qualified

This is rare with proper upfront qualification, but here's the policy: if a prospect joins the call but immediately reveals they're not a fit for your criteria (wrong company size, no budget, wrong use case), your rep can note that in the call summary. We then review the case with you before charging.

We've found that 95%+ of meetings we book are with prospects who genuinely meet the criteria we defined together. The qualification process on our end is rigorous specifically because we only get paid when you get value.

How This Differs from Other Pricing Models

Some SDR services charge per meeting booked, regardless of whether the prospect shows or qualifies. Others charge for "attempts" or initial contact. We don't do that because it creates misaligned incentives. If we only cared about booking meetings (not whether they happen or whether they matter), we'd have no reason to be selective.

Our model is different: you pay for qualified meetings that actually occur. This means we're motivated to book prospects who fit your business and who will actually dial in on call day.

The Real-World Example

Let's say you define qualified as: VP of Sales or Head of Sales, $5M-$50M revenue, SaaS company, US-based. We go to market with that criteria and book 8 meetings in a week. If 7 of them show up and match your criteria, you pay for 7. If one prospect cancels the day before, or they join but work at a services firm instead of SaaS, you don't pay for that one.

Setting Clear Expectations

The best way to ensure you're only paying for meetings that matter is to be crystal clear about your criteria at the start. The more specific you are about who drives ROI for your business, the better we can target. Vague definitions lead to edge cases; clear criteria lead to clean outcomes.

We also share performance data with you weekly so you can see conversion rates, no-show rates, and how meetings are progressing through your pipeline.

Book a call with us to define your ideal customer profile and see how many qualified meetings we can deliver this quarter.