Hi Heart-Led Coach,
If you’re a coach offering high-value solutions, discovery calls are a vital part of your business. They’re more than just conversations—they’re opportunities to connect, understand your prospects’ needs, and showcase how you can help them. However, many coaches feel frustrated with these calls.
Does this sound familiar? You hop on a call, the prospect asks for your insights, you share valuable advice, and they leave saying, “I’ll think about it,” only to never return. Or worse, they use your guidance to attempt to solve their problems on their own without hiring you.
It’s disheartening, isn’t it? You’re left wondering if discovery calls even work. But here’s the truth: they do work—when done the right way. Discovery calls are one of the most powerful tools to convert prospects into paying clients.
I’ve been using discovery calls in my coaching business for almost two decades, and I’ve learned a lot along the way. Through trial, refinement, and practice, I developed a 7-step process that turns these conversations into genuine connections and results.
Today, I’m excited to share this methodology with you. Whether you’re new to discovery calls or looking to improve your approach, this framework will help you run effective calls that build trust and convert prospects into long-term clients.
Step 1: Create a Connection
The moment your discovery call begins, your first goal should be to create a connection with the prospect. People are naturally more open and engaged when they feel comfortable. Building rapport early sets the tone for a productive and meaningful conversation.
Start with simple, friendly questions. For example:
- “How was your experience logging on today?”
- “How has your day been so far?”
These seemingly casual questions help ease any tension and show that you’re approachable. A relaxed prospect is more likely to open up about their challenges and aspirations, making the rest of the call much more effective.
Remember, connection is about creating a space where your prospect feels heard and valued. It’s not about jumping straight into solutions—it’s about showing that you care.
Step 2: Determine Expectations
Before diving into the main part of the call, take a moment to understand your prospect’s expectations. This step is crucial because it ensures that the conversation is tailored to their needs and goals.
Ask questions like:
- “By the time we’re done, what needs to happen for you to feel this was a productive use of your time?”
- “What are you hoping to gain from this session?”
These questions encourage the prospect to reflect on their goals and articulate them clearly. Interestingly, some prospects may not have thought deeply about what they want to achieve. By asking this question, you’re helping them gain clarity—and setting the stage for a more focused conversation.
When you align the call with their expectations, you show that you’re attentive and committed to delivering value.
Step 3: The Inquiry Phase
Think of this step as a diagnostic consultation. Just like a doctor asks questions to understand a patient’s symptoms, your role is to gather as much context as possible about your prospect’s current situation.
Ask thoughtful, open-ended questions such as:
- “What’s been your biggest challenge in [specific area]?”
- “What have you tried so far, and how has that worked for you?”
- “What would success look like for you?”
This phase is about listening. Let the prospect talk while you take notes and build a clear picture of their pain points, frustrations, and desires.
Your goal here is twofold:
- To understand their reality.
- To help them feel understood.
When a prospect feels that you truly “get” their situation, they’re more likely to trust you as someone who can guide them toward a solution.
Step 4: Show Them the Way
This is where your expertise shines. Based on the insights you’ve gathered, begin to explain why they’re stuck and what needs to change.
Speak directly to their frustrations and aspirations. For example:
- “From what you’ve shared, it sounds like [specific challenge] is holding you back because [reason].”
- “What you need to do is [solution based on your expertise].”
When you articulate their pain points better than they can, it demonstrates that you truly understand their situation. This builds credibility and positions you as the expert they need to achieve their goals.
Don’t overwhelm them with too much detail—focus on clarity. Your role here is to inspire confidence that you can help them overcome their challenges and reach their desired outcome.
Step 5: Explore Their Commitment
Now that you’ve outlined the path forward, it’s time to gauge how committed they are to making a change. This step is about helping the prospect connect emotionally with both their current pain and their future aspirations.
Ask questions like:
- “On a scale of 1 to 10, how important is it for you to achieve [specific goal]?”
- “How frustrating is it for you to stay where you are right now?”
- “What would it mean to you to finally achieve [desired outcome]?”
These questions encourage the prospect to reflect on their motivations and take ownership of their desire for transformation. When they verbalize their commitment, they’re more likely to take action.
Step 6: Invite Them to Upgrade
Here’s where many coaches hesitate—but it’s a vital step. Once the prospect has expressed their commitment, invite them to take the next step with you.
The secret? Let them lead the way. Ask the magic question:
- “How do you want me to help you?”
This keeps the conversation natural and allows the prospect to express their needs. Based on their response, outline the first step of working together and explain how you’ll support them in achieving their goals.
For example:
- “If we work together, the first step would be to [specific action]. From there, we’ll [brief overview of your process].”
Focus on the transformation they’ll experience by partnering with you. When the conversation has gone well, most prospects will be excited to move forward.
Step 7: Encourage Action
Finally, guide your prospect toward action. Be clear about what they need to do next and provide any necessary details. For example:
- “The next step is to [specific action, e.g., book a session, complete a form, make a payment].”
Emphasize the value and impact of taking this step. This is where your confidence and belief in your solution come into play—when you genuinely believe in the transformation you offer, it’s easier to inspire your prospect to take action.
Bonus Resource: Discovery Call Magic
Mastering discovery calls is about more than just following a script—it’s about creating meaningful connections that lead to transformation. If you want to dive deeper into this methodology, check out my book Discovery Call Magic. 
It’s packed with strategies, scripts, and tools to help you become a discovery call magician.
Go ahead, implement these steps, and start turning your discovery calls into a consistent pipeline of clients.
The Key Takeaway
Discovery calls are not about pressure—they’re about connection, clarity, and empowerment. By following this 7-step process, you’ll create conversations that build trust, resonate deeply, and lead to action.
With gratitude,
DJ Sobanjo
