Module 2: Mastering Discovery Calls
The discovery call with any potential client is a high-stake conversation. The client chooses to either work with you or not. Naturally, getting really good at discovery calls means you sign up more clients.
Discovery Call Demonstration With Commentary
It is frustrating when you are finally on a call with a potential client, and they say NO to you and your coaching.
They had already decided to work with you, but you couldn’t help them finally say YES.
You lose a potential client. They miss the chance to make changes in their life.
Mastering discovery calls means you can help more people and charge higher prices for your program.
This video is a demonstration of a discovery call. Sales coach Nicole Cramer sold me a 3-month weight loss program worth $3500.
We recorded how she did it so that you can do it too. I added commentary throughout the video for you, so you know what she does and why.
How to Book More Coaching Discovery Calls Through Instagram
Many nutrition coaches struggle to book discovery calls. Without a discovery call, you don’t sign up new clients.
Don’t get me wrong; this is hard! We have to fight our thought gremlins:
„I don’t want to annoy people.“
„I’m bad a sales.“
„I don’t want to lure people into a conversation just to sell.“
Plenty of things bother plenty of people. For example, I’m not a cat person. Friends of mine love cats.
The point is, what bothers you may not bother me.
This video shows you how to invite people to a discovery call with the „value-first“ method.
How to Prepare for a Discovery Call
Many nutrition coaches start a discovery call with new clients but they miss critical insights that can help them serve their clients and close the deal faster.
Imagine, instead of being nervous and anxious, you’re excited too. You feel prepared. The page in front of you is filled with organised notes. You know their main pain point, what is holding them back and why. You understand their goals and how much they mean to them.
You crack a smile because you know exactly how much your coaching is going to change their life. And you know how to communicate it so they see the value of the transformation too.
Just imagine how much more confident you will feel during the next discovery call.
This video show you how to prepare a discovery call with a new client to give yourself the best chance to succeed.
Easy 5-Step Discovery Call Script For New Coaches
When you are just starting as a new coach, you have no sales experience. It’s normal to feel terrified and paralyzed before your first discovery call. Where do you even begin?
This video teaches you how to start and structure a discovery call. We also talk about what to say and what questions to ask.
With this script, you won’t be sales-y or pushy! Instead, you help the client make a final decision they will be happy with.
The first step in this discovery call script is understanding why they want to work with you. From there, you explore the results they want.
This is important because part of the call involves you mapping out exactly how you’re going to be able to help them.
The last step is to ask for the investment in an authentic, value-adding way.
The Client Says, „That’s Too Expensive,“ And You Say „….“
„It’s too expensive“ is one of the most common purchasing barriers you’ll face when you sign up new clients. Watch how Master Sales Coach Nicole Cramer handles it with some powerful questions.
Once you start to have more conversations about your business, you’re probably going to have a few discovery calls.
These calls don’t always go smoothly. If you don’t know how to respond, you’ll lose out on tons of prospects.
They are cheaper options, so why did they sign up for a discovery call with you?
If you help them realize that these options are not working for them, you’ll be closing clients during your discovery calls in no time.
(Coming soon) The Client Says, „I Need to Talk With My Spouse,“ And You Say „….“
When a client says, “I have to talk to my spouse”, what do you say? Do you pitch them on why they should buy from you now? Or do you let them talk to their spouse and then they never call you back?
There is a way to turn this objection into a commitment and possibly a sale. This is probably one of the most common objections and also one of the most difficult ones to deal with.
The secret to overcoming this objection is to handle it before it handles you.
(Coming soon) The Client Says, „Let Me Think About It,“ And You Say „….“
When a client says “let me think about it” during a discovery call, what should you say? Do you send them more information? Or do you give in and tell them to call you back?
When someone tells me that they’re going to think about it, it either means two things, they’re not interested at all, or they’re interested but they’re just not sure.
You need to really figure out which one it is so you can help give them the answer they need to make that decision.
A powerful question to ask is, „Why aren’t you saying NO?“. The feedback is super important. It could be that you’re wasting your time selling to the wrong person.
5 Steps to Overcoming Discovery Call Objections
A coach reached out to me once. She told me about a sales conversation she had with a client. The conversation went well, the client seemed very excited, but she got cold when she heard the price. The coach didn’t know what to do and ended up not signing up the client.
You probably heard something similar in the past. It might not be about the money. They might say that they don’t need a coach or they don’t have enough time.
In this interview, Nicole Cramer shares her “5 Steps To Overcoming Objections”.
- Reframe your mindset about objections
- Qualify before the call
- Handle the objection before it handles you
- Be an active listener
Are You Avoiding Reaching Out To New People?
When you’re first starting as a coach and need to sell your program, it’s very common to have the worry „I don’t want to be annoying“.
Has a loved one ever told you: “Don’t talk to strangers. They don’t want to be bothered”? – now you know the origin of your worries.
However, being worried about bothering people is a completely wrong attitude to have and prospects will pick up on it immediately.
What would you think if you were 10 times bolder?
My guess: „I’ve got a great coaching package and I’m excited to share it with people“
This video shows how to eliminate discovery call anxiety and the fear of approaching new people.
How to Sell Your Coaching Program Without Being Pushy
Finally, you meet with a client for a discovery call and you hope to sell your coaching program. But now you’re wondering:
How do you ask them to buy my program without coming across as sales-y or desperate?
Lucky, there is a solution.
The key here is to learn how to offer your help in an authentic, value-adding way.
After watching this video, you will feel much more confident selling your coaching program because you will focus on helping people make changes in their lives (instead of selling).
Module 3: Coaching Session Preparation Kit
The best long-term growth strategy for every nutrition coaching business is retention. For retention, you need to bring your coaching A-game to the table. Here is how: