As a coach, an essential part of your workflow is acquiring new clientele. If you are an independent coach, this includes marketing your coaching business so people know who you are and how you help. But how do you determine whether a prospective client is a good fit?
A coaching discovery call is the first step in assessing compatibility and laying the foundation for a strong coaching relationship. Think of it as a two-way street: While you’re evaluating if you can support them effectively, they’re also determining if you are the right coach for their journey.
What Is A Coaching Discovery Call?
A coaching discovery call is a preliminary meeting (typically between 30 to 60 minutes) where a coach and prospective client explore the possibility of working together—kind of like a first date with no strings attached.
Coaching discovery calls provide an opportunity to uncover the client’s current challenges and aspirations and to see if there is a mutual fit before committing to meet again. This conversation sets the stage for trust and understanding, ensuring that both parties are aligned before launching into a coaching journey.
Why Are Discovery Calls Important In The Coaching Business?
Here is a breakdown of the key benefits of conducting a discovery call before a coach and client commit to a professional relationship:
- Building trust and connection: This initial interaction allows both parties to establish rapport, creating an opportunity for trust essential for a successful coaching relationship.
- Mutual assessment: Both the coach and client should evaluate if they are a good fit for each other, determining whether the coaching relationship will be productive.
- Setting clear expectations: Each party can outline their expectations from the coaching relationship and make sure they’re on the same page.
- Identifying early red flags: Potential issues or misalignments can be spotted early on, allowing both parties to address them upfront and decide if they should proceed.
- Determining the right fit for your coaching style: Coaches can assess if the client’s needs and goals align with their unique coaching style and expertise, ensuring they provide the best support possible.
5 Key Aspects Of A Successful Coaching Discovery Call
To make the most out of your discovery calls, follow this pattern:
Prepare Thoroughly Before the Call
Preparation is key to making the most of your coaching discovery call. Use these best practices to set yourself up for success:
- Research your prospect: Before the call, gather information about the potential client. Look into their background, business, and pain points. If they filled out an [intake form], review their responses thoroughly so you can ask informed and productive questions.
- Clarify your offer & services: Be clear about what you provide, your coaching methodology, and the results you help clients achieve. Be ready to articulate your approach concisely.
- Set the agenda: Structure your call with clear phases—introduction, exploration of their needs, discussion of your services, and next steps. This keeps the conversation focused, professional, and within a desired time limit.
- Create a structured call outline: While each call should feel natural, having a loose script or framework guarantees you cover all critical points without forgetting key details. Developing an outline ensures this happens; plus, you can use the outline as a template for future discovery calls.
Create a Welcoming Environment
First impressions matter, and you don’t have much time to make a good one. The seven-second rule refers to the idea that people typically form initial judgments about others within the first seven seconds of meeting them.
For that reason, it’s important to make potential clients feel comfortable, valued, and heard during discovery calls.
- Give a warm greeting: A friendly, enthusiastic tone goes a long way. Express gratitude for their time and show genuine excitement about the conversation. Be sure to refer to them by their name and clarify if they have a preferred name they want you to use.
- Establish trust & rapport:
- Use active listening techniques (reflecting, paraphrasing, affirming).
- Mirror their communication style to create ease and familiarity.
- Show authentic interest in their background and challenges.
- Enjoy getting to know them; your enjoyment will ease their nervousness.
- Open-ended informal discussion: Begin with casual, open-ended questions to ease the conversation naturally before diving into specifics.
Ask Leading Questions
The right questions help uncover your potential client’s needs and aspirations, especially if they are unclear about why they approached you for coaching. Instead of just gathering surface-level information, aim to guide them toward self-reflection.
6 key questions to ask a potential client:
- Have you worked with a coach before?
- Where do you feel stuck in your business (or health/personal growth)?
- What strategies have you tried in the past?
- What are your goals and desired outcomes?
- Why is now the right time for coaching?
- What would success look like to you?
These exploratory questions will help you assess their mindset and readiness for coaching and allow them to verbalize their needs.
Share Your Value Proposition
Once you understand what the client wants and needs, you will begin to sense alignment. If you believe you can help them, position yourself as the best coach to assist them in reaching their goals.
- Share your expertise: Briefly highlight relevant qualifications, certifications, or experiences that make you uniquely suited to assist them.
- Success stories: Offer examples of past clients who faced similar challenges and achieved transformative results with your coaching.
- Your approach: Explain how your coaching style, methods, and strategies differ from others.
- Create relevance: Connect their needs to your expertise and how your services can directly benefit them.
Invite the Next Steps
A discovery call should end with a clear action plan. If you and the client feel like it’s a good fit, guide them toward the next step.
- Propose a plan: Present relevant coaching packages or options suitable for their needs.
- Set clear next action plans & timelines: Let them know what happens next, whether you will send a contract, follow-up email, or immediately schedule their first session.
- Address questions or concerns: Give them space to voice any hesitations and provide clear, reassuring answers.
- Explain the onboarding process: Outline what working with you looks like moving forward.
- Follow-up: If they need time to decide, agree on a specific follow-up date to check in.
- Express gratitude: Be sure to thank them for their time and consideration, regardless of whether they choose to hire you immediately.
Best Discovery Call Practices At-A-Glance
Do:
- Practice active listening (80% listening, 20% talking)
- Take notes but maintain engagement
- Ask leading, thought-provoking questions
- Show empathy and understanding
- Be authentic and genuine
- Maintain professional boundaries
- Follow up promptly after the call
Don’t:
- Spend too long talking about yourself
- Interrupt or rush them through their thoughts
- Promise unrealistic results
- Offer advice or solve their problems during the call
- Ignore red flags or force-fit incompatible clients
- Pressure clients into signing up
- End without clear next steps
Bonus: Discovery Call Template (Free Download)
If you’re new to discovery calls or want help to structure your approach, download this simple template from Co-Active Institute today!
Sign Up For The Free Co-Active Webinar
Congratulations! You have a client interested in your services, and it’s time for you to take the next step toward transformational coaching. Offering a well-structured coaching discovery call can quickly help you determine the right clients for your services and begin meaningful coaching relationships. By focusing on trust, asking insightful questions, and providing clear next steps, you set your potential client up for success.
If you are ready to see how Co-Active coaches help clients begin their transformational journeys, join a free Co-Active Training Institute Demo Webinar to see a coaching session in action. Register now!