OK, JJ, What is a Discovery Call Anyway?

As a coach, particularly a new one focusing on 1:1 sessions, you will frequently hear terms like discovery calls, clarity calls, and chemistry calls. It’s important to know that they are kind of all the same.

The key thing to understand is that it is often the gateway to new coaching relationships.

It’s a strategic engagement which feels like a preliminary chat because, in essence, your role as a coach is to ask questions and listen. During a discovery call, your conversation leads to unearthing the needs, aspirations, and challenges of a potential client—someone who has a problem or challenge that you can potentially solve, or a dream you can help them achieve.

The purpose of a discovery call is multifaceted. It’s your opportunity to:

– Understand the client’s current situation and goals.

– Assess if there’s a mutual fit between your coaching style and their needs.

– Build rapport and trust that pave the way for a successful coaching relationship.

In essence, discovery calls are where first impressions are formed and where potential clients decide if your coaching is the solution they’ve been seeking. But let’s not forget, just like a job interview, your discovery call goes two ways. As the coach, you are also within your power NOT to accept an engagement that doesn’t fit with you, or your values. It’s not just about the client choosing you, but also about you choosing the right clients for your practice.

The Do’s and Don’ts of Discovery Calls

Mastering discovery calls can be a challenging task, especially for new coaches who are still finding their footing. Without a clear understanding of what a discovery call should and shouldn’t be, it’s easy to get lost in the conversation and miss critical opportunities. It’s not uncommon for new coaches to have several discovery calls without successfully converting any potential clients, simply because they are unaware of the key essentials that make these calls effective.

While it’s important to incorporate your unique style into the delivery of each call, there are fundamental practices that can significantly improve your success rate. These recommended do’s and don’ts will not only help ensure the smooth running of your calls but also enhance your ability to convert prospects into clients.

By adhering to these guidelines, you can create a structured, engaging, and effective discovery call experience that builds trust, demonstrates value, and ultimately leads to more successful client engagements. Let’s dive into the do’s and don’ts that can make all the difference in your discovery calls.

Do’s:

– Do Prepare: Familiarise yourself with any information the client has provided beforehand. Understand their background and tailor your approach.

– Do Create a Welcoming Atmosphere: Begin the call with warmth and openness. Make your client feel comfortable and valued.

– Do Listen Actively: Pay close attention to what the client says. Active listening helps you understand their needs and shows your genuine interest.

– Do Maintain Professionalism: While being friendly is important, maintaining a professional demeanour establishes credibility.

– Do Guide the Conversation: Use your questions to steer the conversation, ensuring it remains focused and productive.

Don’ts:

– Don’t Dominate the Conversation: The call should be client-centred. Spend more time listening than talking.

– Don’t Avoid the Money Talk: Be transparent about your fees. Addressing this early on sets clear expectations.

– Don’t Forget to Prequalify: Use a pre-call form to ensure the potential client aligns with your services.

– Don’t Ignore Red Flags: Pay attention to any signs that the client may not be the right fit for your coaching style.

– Don’t Leave Without a Next Step: Conclude the call with a clear call-to-action, whether it’s scheduling a follow-up or signing up for a session.

➤➤ Check out this Mini-Training on the Top 5 Mistakes Coaches make on Discovery Call to explain these ‘don’t’s in more detail(watch this 8 minute training and press the back button to continue to read the blog before you watch the training).

Expert Tip: Ask High-Quality Questions!

As a coach, your discovery calls are your golden opportunity to truly understand your potential client’s needs, challenges, and aspirations. The key to unlocking this treasure trove of information lies in the quality of your questions.

What are High-Quality Questions (HQQ’s)?

High-Quality Questions invite deeper exploration and encourage your client to share their thoughts and feelings freely. These questions often begin with words like:

– What: “What are you hoping to achieve?”

– How: “How has this issue been affecting your life?”

– Why: (Use cautiously, as it can sometimes feel accusatory) “Why is this goal important to you?”

– Tell me more: “Tell me more about your experience with…”

– Could you describe…?: “Could you describe your ideal work-life balance?”

– What would it look/feel like if…?: “What would your life look/feel like if you achieved this goal?”

The Power of HQQ’s:

– Uncover Deeper Insights: They go beyond surface-level answers and reveal the underlying motivations, fears, and desires driving your client.

– Build Rapport and Trust: They show genuine interest in your client’s story and create a safe space for them to open up.

– Inspire Your Client: They encourage self-reflection and help your client gain clarity on their challenges and goals.

– Guide the Conversation: They allow you to steer the discussion towards relevant topics and discover potential coaching opportunities.

Example:

Instead of asking, “Are you feeling stressed about your finances?” (closed-ended), you could ask, “What aspects of your financial situation are causing you the most stress right now?” (high-quality). This subtle shift opens the door for a more in-depth conversation and a deeper understanding of your client’s specific challenges.

Remember:

The goal of your discovery call is not to sell your coaching services but to build a genuine connection with your potential client and understand their needs. By asking thoughtful, high-quality questions, you’ll not only gather valuable information but also establish yourself as a trusted advisor who truly cares about their success.

Questions are not just for enquiry!

As coaches, we use questions in the depth of conversations. Questions are tools used to unlock the true genius of our clients. However, many coaches struggle with asking the right questions during discovery calls, either due to nerves or a lack of preparation. 

This often leads to surface-level conversations that fail to uncover the depth of a client’s needs. Sometimes it leaves potential clients becoming more confused and do you know what? 

A confused mind doesn’t buy, so you will find yourself struggling to enrol clients if you are unable to master the art of High-Quality Questions (HQQ’s).

The Rules of HQQ’s:

– Avoid Yes or No Questions

   – Open-ended questions invite elaboration and insight. They encourage clients to reflect and provide more than just a simple answer.

   – Example: Instead of asking “Do you feel stressed at work?” try “What aspects of your work are currently contributing to your stress?”

Tailor Questions to Client Needs:

   – Each client comes with a unique set of challenges and goals. Tailor your questions to resonate with their specific situation.

   – Example: For a client struggling with work-life balance, ask “How does your current work schedule impact your personal life?”

Encourage Exploration:

   – Questions should encourage clients to think deeply and explore their thoughts and feelings.

   – Example: “What does your ideal work-life balance look like, and what’s stopping you from achieving it?”

11 Powerful HQQ’s for Effective Discovery Calls

A well-crafted question can be the difference between a potential client feeling understood and one feeling unheard. Here are 10 powerful High-Quality Questions designed to lead to insightful conversations and increase the likelihood of conversion:

 1. What inspired you to reach out for coaching at this particular moment in your life?

   – Helps understand the immediate triggers or events that led them to consider coaching.

2. Can you tell me about a goal you’ve struggled to achieve on your own? What do you think has been missing in your approach?

   – Explores specific challenges and opens a conversation about gaps that your coaching could fill.

3. How do you see these challenges impacting your day-to-day life and your overall happiness?

   – Focuses on the emotional and practical impacts of their issues.

4. What have you already tried in order to overcome these obstacles? What was the outcome?

   – Assesses past efforts and paves the way for how your coaching can offer a new solution.

5. Looking forward to our potential work together, what does success specifically look like for you, and how will you measure it?

   – Sets clear, mutual expectations for the coaching engagement.

6. How do you generally handle feedback or constructive criticism during personal or professional growth phases?

   – Gives insights into their openness and receptiveness to change.

7. What are the top values that you live by, and how have they guided your decisions up to this point?

   – Deepens the understanding of their motivations and barriers.

8. On a scale of 1-10, how much is resolving this issue a priority for you right now, and can you explain your rating?

   – Quantifies their urgency and motivation to solve their problem.

9. On a scale of 1-10, how much is this problem negatively impacting your daily life or work, and what makes you say that?

   – Quantifies the negative impact and increases their awareness of the need for a solution.

10. If you decide not to pursue coaching, what other options are you considering to address these challenges?

   – Discuss alternatives, setting a stage to differentiate your coaching as a unique solution.

11. If we were to start our coaching sessions, how involved or committed are you to implementing necessary changes to achieve your goals?

   – Assesses their commitment level and readiness to engage actively with the coaching process.

The Power of Active Listening in Discovery Calls

Active listening is a skill that many coaches underestimate during discovery calls. It’s not just about hearing words; it’s about understanding the emotion and intention behind them. The failure to actively listen can lead to miscommunication and missed opportunities to connect on a deeper level.

Active Listening Techniques:

– Reflect and Clarify:

   – Repeat or paraphrase what the client has said to ensure understanding. This also shows that you are paying attention.

   – Example: “So what you’re saying is that you feel overwhelmed by your workload. Is that correct?”

– Acknowledge Emotions:

   – Recognize and acknowledge the emotions your client is expressing. This builds empathy and trust.

   – Example: “It sounds like this situation is really frustrating for you.”

– Ask Follow-Up Questions Based on Responses:

   – Use the client’s responses as a basis for further questions. This shows you’re engaged and interested in their experience.

   – Example: “You mentioned feeling overwhelmed. Can you tell me more about what triggers this feeling?”

Preparation is Key

A successful discovery call isn’t just about winging it with a few generic questions. It’s a carefully orchestrated dance between preparation and genuine connection. When you’re prepared, you exude confidence and focus, setting the stage for a meaningful client interaction.

Why Preparation is Your Secret Weapon:

– Confident Coach, Confident Client: The more prepared you are, the more assured you’ll feel during the call. This confidence translates into trust and credibility in the eyes of your potential client.

– Personalised Touch: Taking the time to understand your client’s unique needs and aspirations allows you to tailor your approach, demonstrating genuine care and interest in their journey.

– Deeper Connections: Preparation opens the door to meaningful conversations that go beyond surface-level pleasantries. This builds rapport and fosters a deeper connection, paving the way for a successful coaching relationship.

– Solution-Oriented: With a clear understanding of your client’s challenges, you’ll be better equipped to offer targeted solutions and showcase the value of your coaching services.

– Calm Your Nerves: Preparation helps to alleviate any pre-call jitters, allowing you to show up as your best self.

Two Sides of Preparation: Mind and Method

– Mindset Preparation: This is about cultivating an attitude of service, empathy, and active listening. Approach the call as a guide and ally, ready to empower your client.

– Practical Preparation: This involves the tangible steps you take before the call. Review any client information, set clear objectives, and prepare a list of open-ended questions to guide the conversation.

Remember: Preparation is NOT about scripting or memorising responses. It’s about creating a framework that allows for flexibility, authenticity, and genuine connection.

By mastering the art of preparation, you’ll transform your discovery calls into powerful opportunities to showcase your expertise, build trust, and attract clients who are truly aligned with your coaching services.

Bringing It All Together

In conclusion, your discovery call is a powerful tool for building successful coaching relationships. By preparing thoroughly, asking high-quality questions, and actively listening, you establish a foundation of trust and understanding. Remember, these calls are as much about understanding the client as they are about showcasing the value of your coaching.

Incorporate these strategies into your next discovery call and notice the difference. Each call is an opportunity to grow, both for you as a coach and for your potential clients. Embrace this process with confidence, empathy, and professionalism, and watch your coaching practice thrive.

It’s Time To Unlock Your Coaching Potential

JJ

About the Founder

I’m JJ, your irregular, confident, introverted purpose-driven multipotentialite. At your service.

If your dream is to have sustainable self-confidence and unlock more purpose, passion & profit in your business and life, I’m the person you come to! 

Life Quote: “I Never Lose, I Either WIN or Learn – Nelson Mandela”

Daily Mantra: I have nothing to defend, I have nothing to prove. I have nothing to hide, I have nothing to fear.

In Another Life: I’d absolutely be me again… the solo globetrotter soaking up the sun and manifesting next-level strategies and visions that impact world one person at a time.

➨ Book your Clarity Call now, let’s achieve great things together!