A discovery call is a complimentary call where a potential client gets on the phone with a coach to talk about the possibility of working together.
Being able to set up, run and close your discovery calls is absolutely critical as a coach and entrepreneur.
It’s in these 20-30 minutes of connecting that you have the opportunity to ultimately join in partnership with someone who wants to change their life (and if they’re getting on the phone with you, chances are they already know they want to work with you!)
Sometimes as coach, hopping on a discovery call feels scary because ultimately, you’re supposed to make a sale.
Even some of the most talented coaches in the world still feel challenged by what to say or how to run discovery calls. But here’s the thing– this is a disservice to the world!
If you’re a skilled coach, there is NO reason to not have a full list of clients who are following their purpose and transforming their lives (with your help!)
It’s your job as coach to support them in making the decision to work with you and committing to doing the work.
It’s okay if it feels scary at first. But ultimately, if you want to change the world, you need to make the sale.
So here are 5 ways to ensure that you run a powerful discovery call!
#1: Get centered before the call!
What does it feel like to be your highest and best self?
Whatever activities, affirmations, (or maybe even a certain outfit!) brings you to this place–do that (or put that on) before a discovery call!
For some people this may mean sitting in meditation for a few minutes beforehand, or going on a run or doing yoga. For some it means putting on a pair of boss-lady heels and red lipstick and repeating a couple of money affirmations.
Whatever you need to do to feel your best, always schedule this in before the call!
#2: Choose and declare what you are showing up for!
Remember, you’re showing up for your client. This call isn’t even about you!
Remember that your prospective client is probably just as nervous (if not more so!) than you are on this call. They are showing up and essentially sharing that they want or need help! It is your job as coach to stand and hold space for them.
You’re getting on the line to hear someone’s story, what they’re currently struggling with, where they’re looking to go in life and answer any questions they have about the process of working with you.
It’s your ethical responsibility as coach to show up fully for them, fear aside.
#3: Ask the bold questions!
Don’t be afraid to jump right in and model what coaching is from the beginning.
Show them what’s possible through working with you, starting from this very call.
Here are a few bold (and really good!) questions to ask during a discovery call:
- What’s working and not working in your life?
- What do you feel will become possible for you through signing up for coaching? Tell me more…
- What is this worth to you?
- If {money/time/judgment} weren’t in the way for you, would you be all in?
- What is the likelihood that you will achieve {fill in goals} without any support?
#4: Ask for the sale!
This is HUGE.
Seriously. Just ask them if they want to work with you!
Be direct. Be the powerful coach that you are and say, “Listen, I am confident that coaching will change your life. I know if you partner with me we can make this happen. I want to work with you, are you in?”
Most people don’t know what to say at the end of a discovery call!
Remember, you’re the professional at these and you know how they work. Not the prospective client on the other line!
They made the first move by booking the call and getting on the phone with you.
Now it’s your move. Ask them if they are ready to work with you!
They’re either going to say yes or they’re going to say “yes, BUT…”
So let’s talk objections.
#5: Be with the objections.
Coaching is scary. Investing is scary. Actually committing to doing the work to change your life is a BIG DEAL (and can be scary!)
And it’s very common that at the end of a discovery call once you’ve asked a client if they are ready to work with you they will say “yes, BUT” and an excuse as to why they can’t start right now will come out.
The most common excuse is finances.
“I just don’t have the money right now.”
Here’s the thing though, people don’t just hop on discovery calls with coaches for the hell of it.
It’s because they want what’s on the other side of the relationship. They want you to take them from point A to point B.
You have to help them move their circumstances out of the way and know that again, this is your responsibility as coach!
The work you do as coach is to support your clients in dismantling their limiting beliefs, moving obstacles out of the way and helping create what they desire.
This is no different than when it comes to them desiring a coach. Stay with them and move the obstacles out of the way together.
They wouldn’t get on the phone with you in the first place if there wasn’t at least a teeny tiny sliver of possibility for them that they could start working with you ASAP.
Stay on the phone and stand for them!
If they say they need to think about it or aren’t an instant yes on the phone, the next most important step is following up!
Make it a point to follow up with ALL discovery call clients within 3 days of the discovery call.
90% of sales come from the follow up!
Did you know that Inner Glow Circle’s Coach Training program teaches you exactly how to set up and run discovery calls? Read more about it here!
Tell us in the comments,
what’s the best discovery call you’ve ever led and what made it so great?
Leave A Comment