One of the most important parts of the coaching business can also be daunting and frustrating. We are talking about those discovery calls, or consultations, that we have with prospective clients. How do we create an environment that invites the prospect in, while realizing that every prospect is not going to be an ideal fit for us? We are covering it all in today’s show, from the preparation of the call to the follow-up. Join me to learn more!

Show Highlights:

• The purpose of the discovery call: What are you seeking to accomplish?
• The basics of the discovery call:
• Make the offer and let people know that a call is available.
• Use a digital calendar with reminders so they can sign up right away.
• Keep your exploratory questionnaire short and concise. (Don’t overwhelm the prospect by asking for a lot of personal information.)
• Be very clear about how the call will unfold.
• Change your mindset! Remember that the ultimate goal is NOT to sign up every prospect, but to enroll those that are the best fit for your coaching.
• Use the discovery call to excite the prospect about the results you can bring to them.
• Inside the call,
• Be warm and welcoming to put them at ease.
• You, the coach, should set the agenda for the call and let them know what to expect.
• Stay in a place of curiosity and ask meaningful questions. (Listen to hear my examples.)
• Set clear and realistic expectations for the changes they want to make.
• Focus on what the client wants and the results you can bring. Help them see the possibilities!
• Be clear about your methodology so the prospect is not confused.
• Lay out your packages and pricing unapologetically—and stop talking.
• Be honest if they aren’t a good fit for you, and refer them to someone else.
• The follow-up to the call:
• Use a questionnaire to assess their clarity.
• Send an email within 24 hours and offer a resource, like your Facebook group, article, podcast episode, downloadable lead magnet, etc. 

Resources:

Learn more about my mentor coaching program:  www.STaRcoachshow.com/mentor 

Mentioned in this episode:

Mentor Program

If you're working toward your ACC or PCC credential, or if it's time to recertify your ACC mentor, coaching isn't just a requirement on a checklist. It's one of the most transformative investments you can make in yourself and your coaching. I've taught or mentored over 2000 coaches, and I hear the same thing again and again. I came because I had to, and I am so glad that I did. Coaches tell me they walk away with renewed energy, deeper confidence and a community of peers who genuinely support each other. Here's what you need to know right now. Mentor coaching must span a minimum of three months, so the time to start is not when your credential is just about to expire. And if you complete your hours in 2026, you get ahead of the upcoming ICF changes, which means peace of mind along with skill development. My fall cohort is already filling up. Every group is capped at ten. It's small, personal, and powerful. If you've been waiting for the right time, this is it. So head over to Star Coach Show. That’s https://starcoachshow.com/mentor/ to grab your spot or to learn more. I'd love to work with you. Now, let's get into today's show.

Join Mentoring Program!

If you’re a coach who wants to grow—not just check a box—this is for you. I’m enrolling coaches now for my Spring Mentoring Program. Some are here for credentialing hours. Others are here because they want to become the coach their clients rave about. Inside the program, we work on your actual coaching. You’ll hear yourself differently. Learn from other coaches. Develop more presence. And ask questions that create real transformation. If you’re ready to deepen your skills and your impact, I’d love to support you. Learn more at starcoachshow.com/mentor I’d love to work with you.