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How to Confidently Close Clients on Your Coaching Discovery Calls
5 min read    |   published on 21 September 2024

How to Confidently Close Clients on Your Coaching Discovery Calls

Closing clients on a discovery call can feel like a daunting task, especially if you’re worried about sounding too “salesy.” But the key to closing confidently is recognizing that a discovery call isn’t just about selling—it's about understanding your potential client’s needs and offering a solution that feels like a natural fit. Here’s how to confidently close clients on your coaching discovery calls without feeling pushy.

1. Build Rapport from the Start

The foundation of any successful discovery call is rapport. People are more likely to work with someone they feel comfortable with and trust. Start the conversation by showing genuine interest in their lives, challenges, and goals. Building a personal connection helps clients feel relaxed and open to discussing their needs.

  • Tip: Begin with simple, friendly questions, such as “What inspired you to reach out?” or “How has your day been so far?” This warm approach can ease nerves and create a more comfortable atmosphere.
2. Ask the Right Questions

To confidently close a client, you first need to understand their pain points, goals, and motivations. Asking the right questions allows you to dig deep into their current challenges and their desires for the future. The more you understand their needs, the easier it becomes to position your coaching as the ideal solution.

Some great questions to ask include:
  • What are the biggest challenges you’re facing right now?
  • What’s holding you back from achieving your goals?
  • How would your life look if you were able to overcome these challenges?
  • These questions guide the client to reflect on the gap between where they are now and where they want to be, helping you identify how your coaching can bridge that gap.
3. Listen Actively and Reflect Back

Clients want to feel heard and understood. As you ask questions, listen carefully to their responses and reflect back what you’ve heard to demonstrate that you’re truly paying attention. This shows that you understand their situation and care about helping them succeed.

  • For example, you might say, “It sounds like you’re struggling with [specific issue], and that’s creating stress in your daily life. Is that right?” This type of response helps solidify your connection and lets the client know you’re in tune with their needs.
4. Present Your Offer as a Solution

Once you’ve explored their challenges and goals, it’s time to present your coaching offer—but do it in a way that feels natural, not salesy. Rather than launching into a list of services, frame your offer as the solution to the specific issues they’ve shared with you.

  • For instance, if they’ve expressed difficulty with time management, you can say, “Based on what you’ve shared, I believe my coaching program focused on building productive habits would be a great fit for you. Together, we can create a strategy that helps you manage your time better and achieve your goals.”
  • Tip: This approach makes your offer feel personalized, positioning you as the guide they need to reach their desired outcome.
5. Address Objections with Confidence

It’s common for clients to express concerns during the discovery call, whether about cost, time, or uncertainty about coaching. Instead of fearing objections, see them as opportunities to reassure your potential client and demonstrate the value of coaching.

  • When an objection arises, acknowledge it respectfully. For example, if someone says, “I’m not sure I can afford this right now,” you can respond with empathy: “I completely understand—coaching is an investment. What’s important is the long-term value it will bring to your life. Many of my clients have found that the changes we make together save them time, money, and energy in the long run.”
  • The key here is to confidently reinforce the value you bring, without being pushy.
6. Ask for the Close with Clarity

After you’ve discussed their needs, shared how you can help, and addressed their concerns, it’s time to confidently ask for the close. Being direct yet gentle here is important—you don’t want to leave the client unsure about how to move forward.

You can ask something like:
  • It sounds like we’re a great fit. Would you like to get started with [specific package]?
  • I’d love to help you achieve your goals. How do you feel about booking your first session?
  • These closing questions don’t come across as high-pressure; instead, they invite the client to take action in a way that feels natural and aligned with the conversation.
7. Offer a Clear Next Step

Once the client agrees to move forward, make the next steps clear and easy to follow. Whether it’s scheduling their first session, signing a contract, or setting up payment, ensure the process is smooth and doesn’t create any unnecessary friction.

  • For example, you can say, “Great! The next step is to book your first session. I’ll send over a link where you can schedule a time that works best for you, and we’ll get started right away.”
  • This clarity gives the client confidence that you’re organized and ready to begin, reducing any lingering hesitation.
8. Follow Up Promptly

If the client doesn’t commit on the call, it’s important not to let the connection fade. Send a polite and personalized follow-up email thanking them for the call, summarizing key points you discussed, and reminding them of the next steps when they’re ready to move forward.

  • Your follow-up shows that you’re professional, attentive, and committed to helping them achieve their goals—even if they need more time to decide.
Conclusion

Closing clients confidently during a discovery call is all about building trust, listening actively, and presenting your coaching as the solution they need. By focusing on their specific challenges, asking thoughtful questions, and guiding the conversation toward a natural next step, you can close the deal without feeling salesy or pushy.

Remember, you’re not just selling a service—you’re offering a valuable opportunity for them to transform their lives. When you approach the conversation with confidence and care, your potential clients will feel empowered to say yes.

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