Mastering the Art of Discovery Calls for Online Coaches

Mastering the Art of Discovery Calls for Online Coaches

Discovery calls are one of the most important tools in an online coach’s toolkit. They are the gateway to building strong client relationships, understanding client needs, and turning prospects into paying clients. A well-structured discovery call not only helps you connect with potential clients but also allows you to showcase the value of your services.

Whether you’re new to coaching or an experienced professional looking to improve your conversion rates, mastering the art of discovery calls is essential for growing your online coaching business. In this blog post, we'll walk through the process of creating an effective discovery call, provide tips on what to say and ask, and show how you can streamline the entire process using Infiniti Stack with its ready-made templates for discovery calls.

Why Discovery Calls Are Important for Coaches

Discovery calls are more than just a casual chat with potential clients—they are the cornerstone of your sales process. These calls give you the opportunity to learn about your prospect’s goals, struggles, and expectations, while also allowing them to get a feel for your coaching style and expertise. The discovery call lays the groundwork for trust and helps you determine if the client is a good fit for your coaching program.

Here’s why discovery calls are crucial for your coaching business:

• Builds Trust: A successful discovery call builds rapport with potential clients and establishes credibility. It shows them that you understand their challenges and have the tools to help them overcome those challenges.

• Clarifies Client Needs: During the call, you’ll be able to uncover the client’s pain points, goals, and objectives, which will help you tailor your coaching approach to their specific needs.

• Opportunity to Demonstrate Value: Discovery calls are your chance to showcase the value of your coaching services and explain how your program can help the client achieve their desired outcomes.

• Converts Leads into Clients: The primary goal of a discovery call is to turn prospects into paying clients. A well-executed call can significantly increase your conversion rate and help grow your business.

Now that we understand the importance of discovery calls, let’s dive into how you can master the process and deliver an exceptional call that converts.

Step 1: Setting Up Your Discovery Call Process

The first step to mastering discovery calls is to have a clear and consistent process in place. This process ensures that you can efficiently schedule, prepare for, and execute calls with potential clients. Having a system in place allows you to focus on the conversation itself rather than worrying about administrative tasks.

With Infiniti Stack, setting up your discovery call process is simple and efficient. Infiniti Stack offers pre-designed templates for scheduling discovery calls, automating reminders, and collecting client information. You can use the platform’s CRM to keep track of each client’s progress and details, and all the information is stored in one place, ensuring you’re always prepared for your calls.

Step 2: Pre-Call Preparation

Preparation is key to delivering a smooth and productive discovery call. You want to enter the call with a clear understanding of who the prospect is and what they might need from you as a coach.

How to Prepare for a Discovery Call:

1. Review the Client’s Information: If you’ve collected intake forms or background information during the booking process, take time to review them. This allows you to ask more targeted questions during the call.

2. Define Your Goal: Know exactly what you want to achieve by the end of the call. Are you hoping to get the client to sign up for a program, or are you gauging their readiness for coaching?

3. Have an Outline Ready: Structure your call with a loose outline. This might include an introduction, questions to uncover their challenges, a discussion about your services, and closing the call with next steps.

4. Mindset Matters: Take a moment to get into the right mindset. Approach the call with a mindset of service, rather than just making a sale. You’re there to help the prospect solve their problems and provide value.

Infiniti Stack’s CRM allows you to track each client’s journey, including the intake information, notes from previous communications, and specific details about their needs. With everything stored in one platform, you can easily prepare for each discovery call without scrambling for information.

Step 3: Structuring Your Discovery Call

A successful discovery call follows a clear structure that guides the conversation while allowing room for flexibility. This structure helps ensure that you cover all important points and leaves the client feeling confident in your ability to help them.

Discovery Call Structure:

1. Introduction and Rapport-Building
   Start by introducing yourself and setting a friendly tone. Use this time to build rapport and make the client feel comfortable. Ask open-ended questions like, “What inspired you to reach out for coaching?” or “Tell me a bit about your journey so far.” This creates a relaxed environment and helps the client open up.

2. Clarify Their Goals and Challenges
   Once rapport is established, it’s time to dive deeper into their goals and challenges. Ask specific questions to understand their pain points. For example:

   • “What’s your biggest challenge right now?”

   • “Where do you feel stuck?”

   • “What would you like to achieve through coaching?”

3. These questions not only provide insight into how you can help but also allow the client to articulate their struggles, making them more aware of the need for coaching.

4. Discuss Your Coaching Program and Value
   After understanding the client’s needs, introduce your coaching services. Focus on the benefits and results rather than just listing the features of your program. Explain how your coaching can solve their problems and help them reach their goals. Here’s how you might phrase it:

   • “Based on what you’ve shared, I believe my program can help you by…”

   • “Many clients in a similar situation have achieved [specific results], and I’d love to guide you through that process.”

5. Handle Objections Gracefully
   It’s common for clients to have objections during a discovery call. These objections might be related to pricing, time, or uncertainty about the value of coaching. Instead of dismissing objections, address them with empathy. Use testimonials or case studies to show how you’ve helped others in similar situations. For example:

   • “I understand that committing to coaching can feel like a big decision. One of my previous clients felt the same way, but here’s how it transformed their journey…”

6. Close with Confidence and Next Steps
   Once you’ve addressed any objections, it’s time to guide the client toward making a decision. Make it easy for them to take the next step, whether that’s signing up for your coaching program, booking another session, or providing them with more information.

   • “If this sounds like the right fit for you, I’d love to invite you to join my coaching program. Shall we get started?”

7. Make sure to clarify the next steps, such as sending over an agreement, scheduling their first session, or providing additional resources.

Step 4: What to Say and Ask During the Discovery Call

Knowing what to say and ask during a discovery call is critical to ensuring the conversation flows naturally and covers all the essential points. The goal is to understand the prospect’s needs, build trust, and convey the value of your services.

Key Questions to Ask:

1. “What made you reach out for coaching?”
   This question helps you understand the client’s motivations and shows them you’re interested in their journey. It also opens the door to discussing their challenges and goals.

2. “What would success look like for you?”
   Asking this helps you gauge their expectations and allows them to envision the potential outcome of working with you.

3. “Have you tried anything to address this issue before?”
   This question helps you understand what the client has already attempted and why those efforts may not have worked, allowing you to position your services as the solution.

4. “What is holding you back from achieving your goals?”
   This question uncovers hidden fears, limiting beliefs, or obstacles that are preventing the client from making progress. It also allows you to address those concerns during the call.

5. “How committed are you to making a change?”
   Understanding the client’s level of commitment helps you assess whether they’re ready for coaching. You want to work with clients who are serious about making a transformation.

What to Say to Position Your Coaching:

• Empathise with Their Challenges: Use empathetic statements like, “I completely understand how that can feel overwhelming,” or “You’re not alone in feeling that way.”

• Share Client Success Stories: Relate their situation to success stories of past clients. For example, “I had a client with a similar challenge, and after just a few months of working together, they were able to…”

• Highlight the Transformation: Focus on the transformation, not just the process. Explain how your coaching can take them from where they are now to where they want to be.

Step 5: Follow Up After the Call

Even after a great discovery call, it’s essential to follow up with potential clients. Many prospects need time to think over their decision, and a thoughtful follow-up can make all the difference.

Best Practices for Following Up:

• Send a Recap Email: After the call, send an email summarising the key points you discussed, the value of your program, and the next steps. Include a clear call-to-action, such as signing up or scheduling another call.

• Provide Additional Resources: Offer a helpful resource, such as a guide or video, that aligns with their needs. This keeps you top of mind while providing more value.

• Set a Timeline: Let the client know when you’ll follow up again if you don’t hear from them, and stick to that timeline.

Following up is a vital part of nurturing the relationship and encouraging clients to make a decision.

Conclusion: Mastering Discovery Calls for Coaching Success

Mastering the art of discovery calls is essential for building a successful coaching business. By setting up an efficient process, preparing thoroughly, structuring your calls effectively, and knowing what to say and ask, you can increase your chances of converting prospects into clients.

With the help of Infiniti Stack, you can automate your discovery call process, manage client information, and stay organised throughout your coaching journey. Ready to take your discovery calls to the next level? Use these strategies to connect with potential clients, provide value, and grow your coaching business with confidence.