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The “perfect” discovery call script
Kavit Haria
September 10, 2024
In partnership with
Hey there,
This is going to be a good one today. You might even need to read it twice.
I hope this email finds you energized and ready to take your coaching business to the next level.
As I sat down to write this week's newsletter, I found myself reflecting on the fundamentals that truly move the needle in a coaching business. Whether you're just starting out or you're looking to scale, there are certain elements that remain crucial.
Today, I want to focus on three of these pillars:
These might sound basic, but I can't stress enough how important they are. In fact, I've seen coaches transform their businesses by getting these right.
But, first, a word from today’s sponsor…
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Let's dive in and explore how you can leverage these pillars to accelerate your coaching flywheel...
1. Facing Rejection
When someone sets out on their coaching journey, there’s one thing that they inevitably face a lot of: rejection.
They get ignored in the DMs. People tell them “no” after a deep and meaningful discovery call. Or they get ghosted by someone they’ve been in contact with for a while.
The truth is, these rejections aren’t only normal… they’re a necessary part of the process. Almost like a “rite” every coach has to go through in order to become successful.
Here’s why that’s important.
Because if you understand the rejections are a part of the journey… then you can actually see them as stepping stones that take you closer to where you want to go. They’re not holding you back. They’re building your resilience — and each “no” takes you one step closer to a “yes”.
It’s not about avoiding these rejections. But embracing them as a necessary part of the process.
If you want to run a marathon, your legs are going to be sore.
If you want to build a coaching business, you’re going to get rejected.
Don’t take the rejections as a sign that you’re doing the wrong thing. Simply take them as a sign that you’re doing something new — and “new” always comes with pushback.
In case you’re still not convinced, here are 5 more reasons that rejection is good for you.
2. Who Is Your “Ideal Market”?
Too many great coaches are nervous to specify their target market — and yet the most successful coaches have it crystal clear in their mind’s eye exactly who they serve.
Why?
Think about the last time you bought anything. You purchased it to help with something specific — or to fulfill a specific need. The same is true about you as a coach — you are a solution to a specific set of problems… and that’s why people will pay you money.
Ramit Sethi helps people who want to unlock their financial freedom.
Russell Brunson helps entrepreneurs who want to build non-funded startups.
Jay Shetty serves people who want to find more peace and prosperity in their lives.
Who do YOU serve?
The easiest way to figure this out is to identify the overlap between…
Who you WANT to serve.
Who would WANT to be served by you.
And who would pay you money to serve them.
Here’s a great article for further reading → How To Find Your Coaching Niche: The Complete Guide
3. The “Perfect” Discovery Call Script
As you’ve probably discovered, a great discovery call can be the difference between landing a client and losing one.
And while there’s no “perfect” one-size-fits-all script, I thought it might be helpful to provide you with the tried-and-true flow that 90% of the best coaches use to provide value, address objections, and get clients.
Here it is (copy and paste this for your next call)...
Warm Welcome (2-3 minutes)
Greet the potential client warmly
Thank them for their time
Set expectations for the call
Build Rapport (3-5 minutes)
Ask a few light personal questions
Share something about yourself to create connection
Transition to Their Needs (1-2 minutes)
Explain the purpose of the call
Ask permission to dive deeper
Deep Dive Questions (15-20 minutes)
What brought you to seek coaching?
What's your biggest challenge right now?
What have you tried so far to solve this?
How is this challenge affecting other areas of your life?
What would success look like for you?
Reflect and Summarize (2-3 minutes)
Paraphrase their main points back to them
Confirm you've understood correctly
Present Your Offer (5-7 minutes)
Explain how your coaching can address their needs
Outline your coaching process
Handle Objections (5-7 minutes)
Address any concerns they might have
Use the "feel, felt, found" method
Feel: Acknowledge the person's current feelings or concerns. This shows empathy and validates their perspective.
Felt: Share that others (or you) have felt the same way in the past. This creates a connection and shows the person they're not alone in their concerns.
Found: Explain what you or others have found or discovered that changed the perspective or resolved the concern. This offers a solution or new viewpoint.
Call to Action (3-5 minutes)
Clearly state next steps
If appropriate, invite them to become a client
Get payment on the call if possible
Wrap-Up (2-3 minutes)
Thank them for their time
Confirm any follow-up actions
And if you need more coaching clients fast, here are 21 ideas.
Building a successful coaching business is a journey, not a destination. Embrace the rejections as stepping stones, clarify your ideal market, and master the art of discovery calls. These are the gears that will keep your coaching flywheel spinning.
I'd love to hear which of these ideas resonates most with you. What's one action you're going to take this week to move your coaching business forward?
Hit reply and let me know – your insights always inspire me and help shape future newsletters.
Keep pushing forward, stay committed to your growth, and remember: every small step you take is building momentum for your coaching flywheel.
Until next time,
Kavit