In what cases would we not have to pay for a meeting?
- Cormac Repman
- 1 day ago
- 3 min read
You don't pay if the prospect doesn't show up, cancels the meeting, or fails to meet your qualification criteria. We handle all the meeting booking—SDR outreach, vetting, calendar coordination—but we only charge when we deliver a meeting with someone who's genuinely qualified for your business.
No-Shows and Cancellations
Meetings fall through. Prospects accept the calendar invite, then life happens—they get pulled into another meeting, their schedule shifts, or they simply don't show. We don't charge for either scenario. No-shows and cancellations are built into the economics of outbound prospecting, and we don't expect you to pay for seats that stay empty.
The only cost you incur is the work your sales team invested in prepping for that call—prep time that doesn't happen at scale when we're qualifying properly upstream. That's the efficiency gain.
The Four Qualification Boxes
Here's where precision matters. Most companies we work with define a qualified prospect through 4 core criteria. These typically look like:
Title alignment — Your ideal customer is a VP of Sales or above, and the prospect we delivered is a coordinator in the sales department. Not qualified.
Industry fit — You focus on SaaS companies, and we booked someone at a manufacturing firm. Different market, different problems, different buying cycle. Not qualified.
Scale — You're targeting companies doing $10M+ in annual revenue, and the prospect's startup is at $1.2M. The deal economics don't work. Not qualified.
Buyer readiness — They're already committed to a competitor's contract for the next 24 months, or they've just signed and won't evaluate solutions until their renewal. The timing doesn't align with your sales cycle. Not qualified.
We work with you upfront to lock down exactly what "qualified" means for your business. Then our SDRs use those criteria to filter outbound lists, qualify during conversations, and only schedule meetings when someone ticks all four boxes.
Real Example
Say your criteria are: C-level title, software/SaaS industry, $50M+ revenue, and no existing contract in place. We reach out to 50 prospects and book 8 qualified meetings that week. You pay for those 8 meetings—let's say that's $2,000 at $250 per meeting. One prospect is a VP (not C-level), one prospect is at a hardware manufacturer, one prospect is a late-stage startup at $8M revenue, and one prospect is locked into a three-year contract. None of those 4 meetings get charged to you.
You see 8 qualified prospects on your calendar, not a mixed bag of 8 meetings plus a bunch of tire-kicking that wastes your team's time.
Why This Matters
The "pay-per-qualified-meeting" model flips the incentive. We make money when we deliver people who actually fit your business. That means rigorous vetting, not volume for volume's sake. We're aligned with your close rate, not just your meeting count.
Every prospect we send that doesn't meet your four criteria is a missed opportunity for us—we did the work and got nothing. That creates real accountability. You're not paying for junk meetings, and we're not incentivized to book them.
Ready to lock down your four qualification boxes and start seeing only the prospects who matter? Book a call with us and we'll walk through how this works for your specific business.
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