Mastering Discovery Calls: Building Trust and Assessing Client Fit
In this episode, Angie and John delve into the intricacies of conducting successful discovery or triage calls with prospective clients.
They discuss the importance of initial questionnaires to set the stage, the differences between discovery and triage calls, and share best practices for building rapport without coming off as too personal or salesy.
They emphasize the significance of gauging client coachability, commitment, and ability to afford services. Additionally, they touch upon the pitfalls of offering payment plans and share their experiences with client follow-through and building trust.
The episode wraps up with a teaser for the next topic: how to effectively challenge clients to ensure they’re taking actionable steps towards their goals.
00:00 The Art of Landing a Client: A Candid Conversation
01:08 Navigating Discovery Calls: Strategies and Insights
01:46 Pre-Call Preparation: The Key to Effective Coaching
04:06 The Dynamics of a Successful Discovery Call
06:26 Understanding Client Needs and Coachability
11:26 The Emotional Landscape of Coaching Calls
12:52 Ethics and Techniques in Coaching
16:25 Criteria for a Successful Coaching Relationship
18:15 Navigating Sales and Pricing Strategies
19:33 Addressing Payment Concerns and Strategies
19:55 The Impact of Payment Plans on Program Integrity
21:39 Exploring Client Commitment and Program Value
29:51 The Importance of Trust in Coaching Relationships
32:02 Reflecting on Personal Confidence and Client Satisfaction
35:13 Looking Ahead: Challenges and Client Engagement
Do you have a question or some feedback for John & Angie? You can leave us a free voicemail by going to https://speakpipe.com/thecoachingclinicpodcast and we might just feature you on the show.
