This incredibly important question comes to us from life coach Laura Long. Laura is a life coach, empowering conscious professionals who want more through a balance of energy and thought.

So, how do we lead a prospective client from the discovery session to become a high paying client?  Laura’s question is dynamite because every coach wonders this at some point!

Answering this question is vital, because without effective ways to land clients–you have no business at all!

And I’ve seen again and again in my Mentor Masterclass how so many coaches have anxiety around this key part of their business… that is, until they implement what they learn in class and literally skyrocket their conversions using the power of discovery sessions.

During a discovery session, you get your prospect onto a free call with you, so you can show her the magic you’re capable of creating.

Discovery sessions are the most powerful way to take strangers and turn them into loyal fans who are ready, willing and excited to invest in your premium-priced packages.

In today’s video, I share one of the many proven frameworks I share with my Mentor Masterclass students!

There are three powerful steps to converting your dream clients with the power of discovery calls.

1. Do your inner work.
2. Call in the ideal client.
3. Focus on powerful service.

Now before I unpack each of those three steps, can I give you some tough love, sister? Most coaches run their discovery sessions totally wrong!

Why is that?

• Most coaches don’t structure their calls around clearly-defined outcomes. The call ends up disorganized and nothing gets accomplished.
• Too many coaches are afraid to sell prospects on their services. (And that’s the point of the call!) Sometimes, they accidentally talk their prospects out of investing in them, even when the prospects had been interested at the beginning of the discovery call.
• They automatically lower their prices. Too often, coaches assume their potential clients are poor and struggling. They convince themselves there’s no way anyone will be able to afford their services. Or they assume their prospects will think they’re crazy for charging “too much.” So they sell themselves short.

All of these are YOUR blocks, not your clients’.

But not to worry.  That just means it’s completely within your power to change this aspect of your coaching business, sister!

Discovery sessions should be fun, powerful and effective in building an incredibly profitable brand. It’s time to make that happen for you.

Now, onto the first step!

#1 Do Your Inner Work.

The key to discovery sessions that convert starts before you ever even know who the prospect is. It starts with your inner work.

• You’ve got to heal your money story and believe you are qualified enough. You have to be confident with your skills as a coach, and believe you have every right to charge for your services.

• Know that the intention of the call is to get your clients incredible results, change their lives on the spot and sell them into a continued package (because you can’t do it all in one call).
• You have to have clear packages and pricing. And here’s the key: commit to not changing your prices one bit once you get on the call!
  

Once you’re feeling confident in your skills and worthy of your prices it’s time to….

#2 Call In The Ideal Client.

Everything from your discovery session name to the language you use should appeal to your ideal client. Even the setup process for getting on the phone with you should be high class.  

It’s how you communicate your professionalism and establish yourself as an expert from the beginning. The key to a powerful discovery session in this part of your prep is actually holding sessions with people you want to work with.

For example: let’s you want to work with a client who is empowered, open hearted, and stays out of victim mode. You can help clients work through their money story, resistance and victim mindset in an application process before the session! This way, you qualify your leads and only get on the phone with clients you actually want to work with in a discovery session. You’ll be much more motivated to sell them into the program.

Now, it’s time to set a clear intention for how you will serve this client. Get out of your head, and get onto the phone…

#3 During Your Call, Focus On Powerful Service.

Tell them right at the beginning what your intention is and what you are looking for so you can invite them to the next steps.

• Get their permission to tell them about next steps (you want them to say yes!).
• Make sure you make them feel special.
• Leave ample space in the call to tell them your packages and work through investment fears.
• Have a clear call to action – with deadlines!
• Take payment on the phone.

If a client isn’t ready to say yes on the phone, use the classic “Rule of 7” and follow up with them in seven different and unique ways.

If you use this three-part system,
you’ll turn prospects into loyal fans.

As a coach, you want to work with clients who can’t wait to begin, and feel it’s an honor to even be invited to work with you!

If you’ve done your true work to get great life coach training and hire a life coach of your own to work through your blocks, the discovery session process will become a breeze for you. Mentor Masterclass women have a conversion rate of 80% with their prospect calls because of the tools they learn in this training.

Now, time to practice your own opening script in the comments below! How do YOU get your clients’ approval to tell them about your services on discovery calls?

Let’s all listen, share and learn in the comments below!

Oh, and before you go… I was wondering, are you signed up to get my emails each week? In today’s email to my tribe, I shared how these 3 steps for successful discovery calls reminded me of three very important lessons I’ve learned about breastfeeding as a brand new mother.

I share my behind-the-scenes life in my weekly emails (along with the latest baby pictures, of course!) I’d love for you to join so we can share our journeys every Wednesday, too! Sign up by putting your name and email into the box just below!  

Love this content? Get weekly in-the-know solutions and stay connected with Jey

Join 1,000s of women expanding their light around the world.

Tweet