Want to Attract and Retain Clients? Try a Discovery Call
Do you avoid “sales calls?”
Or do you conduct them poorly?
Does that mean you aren’t able to sign on enough clients to have a profitable thriving business?
Well, let’s change that right now.
But first, if you want to get really good at Discovery Calls, I have a great resource for you. Convert with Confidence: Discovery Calls Made Easy for Coaches. You can download this free Masterclass right here.
I remember my early days as a coach when doing what I called a “sales call” felt intimidating. So much so that I avoided them at all costs.
How then did I build a thriving coaching business?
I learned how to do what my teacher called “A Discovery Call.”
By taking the word “sales” out of it, I felt more at ease.
I put my attention to mastering this essential tool and it has been a game-changer in my coaching business.
As you learn to master the Discovery Call yourself, you will start to present as confident and competent so that prospects easily sign up.
Ready?
Great. Let’s start with the fundamentals.
Definition of a Discovery Call?
In essence, a Discovery Call is an initial conversation between a coach and a potential client. That’s all. Simple right?
It serves as a way to understand the client’s needs, establish rapport, and determine if both parties are a good fit to work together.
I guess you could say it’s like an audition.
For both of you.
Because not only does the client need to find out if you are a good coach for them, you need to decide if the client is a good client for you.
Too many times, we accept clients simply because they show up.
But in reality, we all have our “ideal clients’ in mind as we grow our business.
And they are ideal for a reason.
We have the skills, knowledge and inclination to work on the
problems and issues that they bring.
For example, I recently declined working with someone who suffered severely from ADHD. I just don’t know enough about that to be a good coach for them.
And so I referred them on.
If we end up coaching just anybody, we don’t showcase our best abilities.
And it can really take away from our confidence.
And so, the Discovery Call helps you to decide if this is a good client for you. In other words, can you really help them?
More About Discovery Calls
While the initial definition provides a broad overview, a Discovery Call consists of several key components, such as:
1. Introduction and Rapport Building
The first few minutes are about creating a connection and making the potential client feel comfortable. This sets the tone for an open and honest conversation.
2. Understanding the Client’s Needs
This involves asking questions to uncover the client’s current challenges, goals, and desires. It’s crucial to listen actively and with lots of empathy to grasp their situation fully.
3. Presenting Your Services
Here, you explain how your coaching can address their needs and help them achieve their goals. It’s about aligning your expertise with their aspirations.
4. Addressing Questions and Concerns
Prospective clients will likely have questions or doubts. This is your opportunity to address them confidently and provide clarity.
5. Next Steps
The call concludes by outlining the next steps, which could involve scheduling a follow-up session, discussing pricing, or signing a coaching agreement. Yes indeed. Here is where you ask for the sale if you feel you are a good fit.
The Importance of Understanding Discovery Calls
Understanding Discovery Calls is pivotal because they are the gateway to building a successful coaching practice. Without a clear grasp of how to conduct these calls effectively, coaches may avoid them or perform them poorly.
This can lead to missed opportunities to sign new clients, resulting in business instability and financial strain.
How to Use Discovery Calls Effectively
Now that we’ve explored what a Discovery Call is and why it matters, let’s look at how to use it effectively. Through my experiences, I’ve found the following steps helpful:
Step 1: Prepare Thoroughly
Research your potential client beforehand if possible. Have a clear structure for the call but remain flexible to adapt to the flow of the conversation.
Step 2: Be Present and Attentive
Listen more than you speak. Show genuine interest in the client’s story and needs.
Step 3: Communicate Your Value
You communicate your value by being a great coach during the conversation. Take time to coach them for a few minutes so they really get a sense of you as a coach.
Step 4: Handle Objections Gracefully
Be prepared to address common concerns or objections. Respond with empathy and provide evidence to alleviate their doubts.
Step 5: Close Confidently
Guide the client towards the next steps with confidence. Make it’s easy for them to say yes by being clear about the process moving forward. Oh, and don’t forget to ask for the business!
Conclusion
To recap, a discovery call is a valuable tool that can significantly impact your coaching business. By understanding and mastering this process, you can present yourself as confident and competent, making it easier for prospects to sign up.
Looking for help to show up with prospective clients? I’ve recorded a tutorial to make your Discovery Calls easy and great for converting clients. To help you build your confidence and sign more clients start here by watching my Free Masterclass to help you Convert with Confidence.
Click here to access your download!
