Introduction
While many of us appreciate the importance of nailing Discovery Calls, it’s surprisingly easy to fall into traps. Figuring it out wasn’t an overnight journey for me, either. I’m going to share with you the three top mistakes you should avoid to make your Discovery Calls more effective.
If you are looking for the exact script and structure of a high converting Discovery Call, I’ve got you covered. Download my Masterclass – Convert with Confidence: Discovery Calls Made Easy for Coaches.
The Significance of Discovery Calls
Discovery calls are the lifeline of your coaching business. These initial conversations are where you connect with potential clients, understand their needs, and showcase how you can help. I vividly remember how mastering discovery calls changed my coaching practice.
It’s not merely about avoiding mistakes; it’s about harnessing the full potential of these calls to build trust and establish a solid foundation for a successful coaching relationship.
For many coaches, nerves and lack of a process can hinder their effectiveness, but with the right approach, you can turn these calls into opportunities for growth and connection.
3 Common Mistakes and How to Avoid Them
Mistake #1. Talking About Yourself
I’ll never forget the days when I dominated a Discovery Call by talking about myself and my achievements.
I thought that was what I was supposed to do, convince the person to hire me! The potential client was left feeling disconnected and unheard. And probably a little bored.
This was a huge mistake because the client came to the call seeking support and understanding, not a monologue about my career.
What I now know is that my focus needs to be fully on the prospective client.
Discovery Calls are not about showcasing our resume or achievements; they are about understanding our client’s needs, challenges, and goals. By shifting the focus from yourself to the client, you can create a more engaging and relevant conversation.
Seems obvious now of course.
Tips for How to Focus on the Client
Begin the call with a warm welcome and then shift the spotlight to the client.
. Ask open-ended questions about their current situation, their goals, and the challenges they are facing.
. Listen actively and take notes. This not only makes the client feel valued but also provides you with essential information to tailor your coaching approach to their specific needs.
For example, instead of starting with, “Let me tell you about my experience,” you could say, “I’m really interested in hearing about what brings you to this call today.”
This simple shift changes the dynamic of the conversation, making it more client-centred and reducing the pressure on you.
Mistake #2. Trying to Sell or Convince the Prospect
When I committed this mistake, it felt like I was pushing a hard sell, and it made the client uncomfortable.
Instead of building a genuine connection, I was trying to convince them why they needed my services. This approach can be off-putting and may drive potential clients away.
What to Do Instead: Focus on How to Be Helpful
Your primary goal during a Discovery Call should be to help the client understand how coaching can benefit them.
Yes…THEM.
Share examples of how you’ve helped others in similar situations, but keep it brief and relevant.
The focus should be on demonstrating your understanding of their problems and showing empathy.
Offer valuable insights or small tips during the call to provide immediate value. This approach builds trust and positions you as a knowledgeable and supportive guide rather than a salesperson.
For instance, if a client is struggling with time management, instead of launching into a pitch about your time management coaching package, you might say, “I’ve worked with many clients who’ve felt overwhelmed with managing their time.
One strategy that’s been particularly effective is [briefly explain a helpful tip].” This not only shows your expertise but also provides immediate value, making the client more likely to consider your services.
This method also helps in developing a stronger sense of self-assurance and authenticity, which builds trust and excitement in your prospects.
Mistake #3. Coaching on a Problem That Isn’t a Coaching Problem
I remember a Discovery Call where I went very deep into coaching someone on a personal issue that was better suited for therapy.
It not only made the client uncomfortable but also blurred the lines of my professional boundaries. This can be detrimental to both the client’s well-being and your professional integrity.
What to Do Instead: Be Clear About What You Can Coach On and When to Refer
It’s essential to recognize when a problem is beyond the scope of coaching and requires therapeutic intervention.
During the Discovery Call, clearly define what coaching is and isn’t.
Be honest about your boundaries and the situations where you might refer them to another professional. This not only protects your client but also reinforces your credibility and ethical standards as a coach.
For example, if a client starts sharing deep-seated trauma, you could say, “I’m really glad you shared that with me. It sounds like you might benefit from working with a therapist who specialises in this area.
As a coach, I can help you with [specific coaching topics], but it’s important that you get the right support for those deeper issues.”
Personal Insights and Lessons Learnt
My journey with Discovery Calls was not flawless, as I have shared, but every mistake was an opportunity to learn and grow.
I wish someone had shared these pieces of advice with me earlier. Through trial and error, I realised the power of focusing on the client, being genuinely helpful, and maintaining clear boundaries.
These small adjustments made a significant difference in my conversion rates and client relationships.
One particular instance that stands out is when I reframed a Discovery Call approach with a potential client who was sceptical about coaching. Instead of trying to sell my services, I asked insightful questions about her current challenges and future aspirations. By the end of the call, she felt heard and supported, which led to a successful coaching relationship. Isn’t it really all about the relationship…how the client feels with you and their sense that you can help them?
Another memorable lesson was when I had to gently refer a client to a therapist.
It was a delicate situation, but by being honest and compassionate, I was able to maintain the client’s trust and respect, which eventually led to her coming back for coaching once she was ready.
Conclusion
With these insights in mind, I’m sure your journey with Discovery Calls will be smoother.
Remember, everyone makes mistakes, but not everyone learns from them! By avoiding these common pitfalls, you’ll be well on your way to mastering Discovery Calls and building a thriving coaching business.
Focus on the client, be genuinely helpful, and know when to refer—it’s a simple yet powerful formula for success.
I have something for you!
Want more detailed guidance on perfecting your discovery calls? My comprehensive Masterclass Download Convert with Confidence Masterclass: Discovery Calls Made Easy for Coaches, offers a step-by-step process to excel at every stage of the call. Click here to download it now
Happy coaching!
