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It can be incredibly frustrating for a coach to have all the knowledge and skills yet fail to attract clients they could genuinely help.
It feels like standing in a room full of potential opportunities, but an invisible barrier prevents others from recognizing your value. Despite believing you can truly make a difference, there’s often lingering uncertainty and a sense of powerlessness.
Getting people to agree to an introductory conversation is usually challenging enough. Then, when the moment finally arrives, the pressure is on to make a convincing impression.
After all, it’s about authentically conveying how your services could benefit the potential client’s specific situation.
In this article, you’ll learn how to effectively convince potential clients of the value of your coaching during the discovery conversation.
You’ll find a guide with essential elements that should never be missing in the first meeting, as well as questions that will help turn interested individuals into committed clients.
Starting the Conversation
Begin with a warm greeting to create a pleasant atmosphere. Engage in some small talk or use an icebreaker question to lighten the mood.
Introduce yourself briefly, but quickly shift the focus to your counterpart. Show genuine interest in them and emphasize that your goal is to understand their needs.
Ask yourself before the call:
- How can I create an environment where the client feels comfortable?
- What information about myself is relevant for the client to build trust?
Coaching Questions for the Client:
- What prompted you to speak with me today?
- Is there something specific you hope to gain from this conversation?
Identifying Needs of a potential coaching client
Use this stage to understand the client’s specific challenges and goals. Ask open-ended questions, encouraging them to discuss their wishes, obstacles, and needs.
This demonstrates that you’re truly listening and interested in understanding their unique situation.
Ask yourself before the call:
- What open questions will deepen my understanding of the client’s needs?
- How can I ensure the client feels free to share their challenges?
Questions for the Client:
- What challenges are currently at the forefront for you?
- What goals do you want to achieve through coaching?
- What changes would you like to see in your life?
Demonstrating Understanding
Summarize in your own words what the client has shared. This ensures you’ve correctly understood their needs. Use phrases like “If I understand you correctly, then…” or “It sounds like…”.
This shows the client that you actively listen to them and genuinely want to understand them.
Questions to ask yourself before the call:
- How can I confirm that I’ve accurately grasped the client’s needs?
- What phrases can help me demonstrate my understanding?
Questions for the Client:
- Did I get it right…?
- Can you tell me more about how this challenge affects your daily life?
Showcasing Your Coaching Offer’s Value
Focus on how your coaching can be tailored directly to meet the client’s needs.
Instead of merely describing your services, explain how specific approaches, tools, or methods can help them achieve their personal goals. This highlights the specific benefits for them.
Ask yourself before the call:
- Which specific advantages of my coaching align with the client’s needs?
- How can I communicate the benefits of my offer so they are tangible for the client?
Questions for the Client:
- How would you feel if you achieved this goal?
- What would be the biggest win for you from working together?
Interactive Stage of the Discovery Call in Coaching
Encourage the client to ask questions and share their thoughts. Respond openly while referring back to their previously expressed needs.
This phase is crucial for continuing the dialogue and actively involving the client.
Ask yourself before the call:
- What common questions or concerns arise, and how can I best address them? (Price, time constraints, other uncertainties)
Questions for the Client:
- What questions do you have about my approach or process?
- Is there anything you’d like to know more about?
Building Trust: The most important part when converting prospects to coaching clients
Share relevant stories or experiences demonstrating how you’ve successfully navigated similar situations. Express empathy and understanding for the client’s challenges to forge a personal connection.
Ask yourself before the discovery call:
- What personal experiences or stories can I share to build trust?
- How can I best convey empathy and understanding?
Coaching Questions for the Client:
- How important is a personal connection with your coach for you?
- What expectations do you have of me and the coaching process?
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Closing the Conversation: Make the prospect your client and sign the coaching contract
Summarize what was discussed during the conversation and highlight the next steps tailored to the client’s needs. A clear conclusion motivates clients to pursue coaching, as they feel understood and supported.
This approach ensures that the client feels heard, strengthening trust and increasing the likelihood of choosing your coaching services.
Ask yourself before the call:
- What next steps are clear and motivating for the client?
- How can I frame the end of our conversation so that the client feels ready to say “YES!” to my offer?
Questions for the Client:
- How would you like to proceed from here?
- Is there anything else we should clarify before planning our next steps?
This structure and these questions will help you conduct your discovery sessions more effectively. They ensure that you thoroughly understand the client’s needs and respond accordingly.
If you authentically convey that you can help them with their challenges, nothing will stand in the way of working together!
