3 Questions to Ask During a Discovery Call to Attract and Retain Clients
As a life coach, whether you’re just starting or have been in the field for years, mastering the discovery call is crucial. These calls are your first chance to make a lasting impression and show potential clients the value of coaching.
The goal is to create a professional, easy, and successful discovery call where the prospect feels heard, trusts you, and is excited to sign up.
Ultimately, these calls are key to attracting and retaining clients.
Before you read on, make sure you check out my step-by-step Video Masterclass, coaching you to the kind of Discovery Call that attracts and retains clients. Download HERE!
Here are three essential questions to guide you through this process, infused with a warm, human touch to keep the discussion real and meaningful for your prospective client.
1. What do you want to talk about today?
This opening question sets the stage for a meaningful conversation. It’s your chance to listen deeply and show genuine interest in your prospect’s story. By actively listening and repeating back what you hear, you build rapport and trust. This connection is foundational for client retention.
Here’s how you can approach it:
Example Script: “Thank you for reaching out. I’m really looking forward to our conversation today. To start, can you share what you want to talk about today?”
Why it works:
- Builds Rapport: Shows genuine interest in their story.
- Establishes Trust: Demonstrates active listening.
- Sets the Tone: Creates a welcoming and open environment.
2. What would be your ideal outcome from coaching and with us dealing with your problems?
After understanding their current situation, it’s essential to shift the focus to the future. This question helps them visualize the positive changes coaching can bring, moving from problem-focused to solution-oriented thinking.
Here’s a way to frame it:
Example Script: “Thank you for sharing that with me. It sounds like you’re dealing with quite a lot. If we were to work together, what would be your ideal outcome? What changes or improvements would you like to see as a result of our coaching sessions?”
Why it works:
- Promotes Positive Thinking: Encourages them to think about solutions rather than just problems.
- Demonstrates Value: Shows the tangible benefits of coaching.
- Creates Hope: Helps them envision a better future with your help.
- Attracts Clients: By focusing on their desired outcomes, you make the value of coaching clear, which is key to attracting new clients.
3. Would you like to hire me as your coach?
This is the crucial closing question that many coaches overlook. It transforms the call from a casual conversation into a purposeful sales call. Asking for the sale is not just about closing a deal; it’s about giving the prospect a clear path forward.
Here’s how to ask confidently:
Example Script: “I’m really glad we had this conversation. Based on what we’ve discussed, I believe we could make significant progress together. Would you like to hire me as your coach to start working towards your goals?”
Why it works:
- Clarity: Clearly states your intent and next steps.
- Confidence: Shows you believe in your ability to help them.
- Action-Oriented: Encourages them to make a decision.
- Retains Clients: By confidently asking for the sale, you establish a professional and committed relationship, which is vital for client retention.
While these questions set the foundation for a great discovery call, it’s crucial to also consider how to overcome typical hurdles that can disrupt the flow of your conversation.
Overcoming Common Pain Points
Getting Stuck in Your Head:
- Preparation is Key: Have these questions ready and practice them until they feel natural.
- Stay Present: Focus on the conversation, not on what you’ll say next.
Dealing with Long Silences:
- Embrace the Silence: Sometimes, silence is a sign that the prospect is thinking deeply.
- Follow Up: If the silence feels uncomfortable, gently prompt them with a follow-up question.
Desired Outcome
A successful discovery call leaves your prospect feeling heard, understood, and excited about the possibility of working with you. By asking these three questions, you create a professional and smooth experience that builds trust and sets the foundation for a strong coaching relationship. This approach not only attracts new clients but also helps in retaining them by establishing a clear and confident connection.
Worst Alternative Outcome
The worst outcome is losing credibility and the potential client’s trust. This happens when the call is unstructured, the prospect feels unheard, or you forget to ask for the sale. Avoid this by sticking to these three questions and maintaining a warm, human approach throughout the call.
Conclusion
Mastering the discovery call is a critical skill for any coach. By asking these three questions, you ensure that your calls are professional, easy, and successful. Remember, the goal is to make your prospect feel heard, build trust, and confidently guide them to the next step. This is the key to attracting and retaining clients.
If you’re ready to take your discovery calls to the next level, check out my free video masterclass: “Convert with Confidence Masterclass: Discovery Calls Made Easy for Coaches.”
Let’s make your discovery calls a seamless and successful experience, leading to more clients and a thriving coaching business!
By focusing on these questions and incorporating them into your discovery calls, you’ll not only improve your chances of signing new clients but also establish yourself as a confident, competent coach ready to help others achieve their goals. Happy coaching!
