Discovery sessions are a cornerstone of converting prospects into loyal clients, especially if you’re a coach, consultant, or expert offering high-value solutions. But what happens when your potential client says, “I need to think about it”? This common objection is costing you time, money, and opportunities.
The good news? You can eliminate this excuse for good by mastering the art of discovery sessions. Here’s how you can transform your sessions into “money calls” that naturally lead to conversions.
What is a Discovery Session?
A discovery session isn’t a sales call or a freebie giveaway—it’s a strategic consultation designed to help prospects transition smoothly into buyers. It’s a conversation with a qualified individual where, when done correctly, they see the value and transformation you offer, deciding to work with you as a no-brainer.
However, many coaches and consultants fall into common traps. Some approach discovery sessions with a hard-selling mentality, creating resistance and objections. Others take a passive approach, hoping prospects will “come around” on their own. Both strategies leave money on the table and waste precious time.
The Real Reason Behind “I Need to Think About It”
When a prospect says they need to think about it, what they’re really saying is: “I’m not fully confident that you’re the right fit for me.” In other words, the connection, trust, or perceived value isn’t strong enough. This objection often arises because:
- You’re unintentionally coming across as desperate or overly eager to sell.
- The prospect hasn’t fully bought into your process or expertise.
- The wrong people are booking appointments with you.
The key is to flip the dynamic. By the end of your discovery session, your prospects should want your solution more than you want them to buy it. This eliminates objections because their desire to work with you outweighs any doubts or hesitations.
How to Ensure Prospects Are Ready to Commit
To eliminate the “I need to think about it” objection, you need to structure your entire process—from before they book the call to the session itself—to build trust, authority, and a compelling desire for your solution.
Here’s your step-by-step plan:
1. Before They Book the Appointment
📌 Expose Prospects to Your Process: Before a prospect even considers a meeting with you, they need to understand and believe in your unique framework. This could mean sharing articles, videos, or case studies that showcase your methodology and the results you deliver.
📌 Position Yourself as The Expert: Prospects should see you as the go-to authority in your niche, not just another professional offering a service. Use content like webinars, blogs, or social media to demonstrate your expertise and let your personality shine through. When your message resonates with your audience, the right people will feel drawn to you.
📌 Ditch the “Work With Me” Link: Stop allowing random, unqualified people to book time on your calendar. Ensure prospects are pre-screened and familiar with your value before they even schedule a session.
2. When They Book the Appointment
📌 Ask Commitment-Driven Questions: Use an application form to gauge their goals and dedication. Questions like “What are you looking to achieve?” and “How committed are you to reaching this goal?” help filter out unmotivated prospects.
📌 Clarify How They Want Your Help: Ask, “How do you want DJ Sobanjo to help you achieve the goal you mentioned above?” This forces them to envision how your expertise fits into their journey, building a sense of partnership before the session even begins.
3. Between Booking and the Session
📌 Assign Homework: Provide pre-session materials, such as a video or worksheet, to help prospects reflect on their challenges and goals. This not only positions you as a guide but also primes them for a productive conversation.
📌 Encourage Self-Discovery: The right pre-session content encourages prospects to dig deeper into their needs, making the benefits of working with you more evident. By the time they meet you, they’ll be excited about the possibilities.
4. During the Discovery Session
📌 Don’t Sell—Help Them Gain Clarity: Your goal is not to push your offer but to guide them toward clarity about their goals and the best next step. If working with you feels like the natural solution, they’ll ask how to proceed without hesitation.
📌 Focus on Transformation: Help prospects see how your solution bridges the gap between their current challenges and their desired outcomes. When they realize you hold the keys to the results they want, objections disappear.
The Power of Preparation: Why This Works
By following this structured approach, you eliminate doubt and uncertainty before the session even begins. Prospects come into the meeting feeling hopeful and excited, not skeptical or indifferent. They see your offer as the ideal next step, making “I need to think about it” a thing of the past.
“Your objective is that by the time you are through with your discovery session, your prospects will want what you have to offer more than you want them to have it.” When this happens, objections fade, and conversions skyrocket.
Ready to Transform Your Discovery Sessions?
Eliminating the “I need to think about it” objection isn’t just about improving your conversion rates—it’s about valuing your time and your expertise. By implementing these steps, you’ll not only attract the right prospects but also create a seamless process that naturally leads to confident, enthusiastic clients.
If you’d like more in-depth strategies, be sure to check out my book Discovery Call Magic System. It’s a must-read for coaches and consultants offering high-ticket solutions.
I hope this edition of your weekly newsletter has given you actionable insights to turn hesitant prospects into committed clients and eliminate the “I need to think about it” objection from your discovery sessions.
Each week, I’ll continue to share valuable strategies, tools, and insights to help you grow your coaching business with confidence and clarity. My mission is to support you in creating a business that thrives while making a meaningful impact on your clients’ lives.
As always, feel free to reach out if you have questions or want to share your thoughts—I’d love to hear from you!
P.S.: I’ll be emailing you on Monday with an exciting offer to help transform your business in 2025. This is something you don’t want to miss! Keep an eye on your inbox—you won’t want to miss this email.
To your success,
DJ Sobanjo
Founder, Profit From Coaching
