Scheduling More Discovery Sessions (Methods)

Why do coaches struggle to schedule enough discovery sessions?

It’s because they don’t use these 3 fundamental keys to offering them:

  1. Share the top 3 benefits of your discovery session.
  2. Ask DIRECTLY “Would you like to have a discovery session?”
  3. After asking, be silent for as long as it takes them to answer you.
3 Keys to offering a discovery session

If you use those 3 fundamental keys, you’ll schedule more discovery sessions.

Let’s talk about each key…

1. Share the top 3 benefits of your discovery session.

Don’t mistake these benefits for the benefits of ongoing coaching.

If you dazzle them with too much information about your coaching, you’ll scare them off.

Do NOT tell potential clients the benefits of ongoing coaching with you YET (you can handle that later if coaching is a fit for them).

BOTTOM LINE: Only share the benefits of your discovery session, NOT ongoing coaching.

BOTTOM LINE: Only share the benefits of your discovery session, NOT ongoing coaching.

Here are examples of common discovery session benefits:

  • You’ll help clarify exactly what your client wants.
  • You’ll help your client build a strategy to get what they want.
  • You will identify what’s holding them back from already having what they want.
  • They’ll learn 2 or 3 ideas they can immediately use to improve their results.
  • They’re getting a session that your clients pay $200 for… at no charge.
  • You’ll deeply listen to them (without judgment) throughout the session.
  • They’ll experience valuable insights, transformation, and breakthroughs.

Steal and customize any of these benefits to share in your own discovery session offer.

If you’d like some help creating attractive benefits for your discovery session, go HERE and you can schedule a time where I’ll help you.

2. Ask DIRECTLY “Would you like to have a discovery session?”

A newer coach, Kayla, was sorely missing this exact tactic.

She complained that a prospective client ignored her offer, even though she was talking to them LIVE over the phone.

I asked her “How did they ignore your discovery session offer?”

Kayla said “Here’s what I told her…

‘I have a free sample call, and you’re welcome to book one to see what it is about.’”

“Then I talked about how people got value in my discovery sessions.”

I asked “What did she say?”

Kayla: “She said ‘That’s lovely’, and then just changed the subject.”

ME: “That’s not quite an offer…

…and she didn’t respond to you because you didn’t ask her a question.”

“You showed interest…”

“…but instead of making the offer, you just kept talking about what you do.”

Kayla: “Why is that a problem?”

ME: “Let’s say a man wants to ask you out on a date.”

“He says ‘I’d like to take you out sometime’.”

“Did he ask you a question?”

Kayla: “No, and I could probably just ignore him!”

ME: “Exactly. Saying he wants to take you out is only information.”

“And it’s a pretty ‘ignorable’ offer

…unless he asks you a direct question.”

“If he said ‘Are you free Saturday night at 7?’”

“THAT’S a direct question.”

You can’t ignore it, and you’ll likely give him an answer.”

Kayla: “Sure, but I could just say ‘no’.”

ME: “True. A direct question has 1 of 3 possible responses…

  • ‘Yes’
  • ‘No’, or…
  • They can raise questions or concerns.”

“There’s no way to get around it.”

“A direct question ALWAYS exposes you to hearing ‘no.’”

“But YES is also possible… and, most importantly…

…when you ASK DIRECTLY, they can’t ignore your offer.”

“The same is true when offering discovery sessions.”

Kayla: “That makes sense.”

By the way, it’s ok to talk to your prospective client as much as you want…

…but once it’s time to offer the discovery session…

…be direct and to the point.

That’s not the time to talk a lot.

That’s not the time to beat around the bush.

I’ve met coaches who wasted years “hinting around” (or over-talking) about their discovery session…

…communicating fear and uncertainty without even realizing it.

BOTTOM LINE: Ask direct questions that require a yes or no answer.

Here are examples of direct questions that offer a discovery session:

  • “Would you like to schedule a discovery session?”
  • “How do you feel about scheduling a discovery session?”
  • “I have 10am or 12pm available. Which of those times works best for you?”
  • “I have 10 time slots available on my calendar. Would you like to reserve one of the 10 slots?”

Direct questions communicate clarity and confidence.

Direct questions communicate clarity and confidence.”

Direct questions move the action forward.

At that point, anything else is stalling.

(NOTE: If you want to learn how to start your own coaching business, then check out this webinar, called “How to Start Your Coaching Business in 30 Days  During the webinar, I’ll cover how to get your first paid clients fast and make it feel natural for you. Click HERE now to attend the webinar.)

3. After asking, be silent for as long as it takes them to answer you.

Your direct question signals to your client that it’s THEIR turn to speak.

It’s THEIR turn to decide on getting that discovery session or not.

It’s THEIR decision to take new actions to create a better life, business, body, etc.

Your silence gives the client as much time as they need…

…for them to consider your offer and answer your question.

Beyond that…

WHY is your SILENCE so important?

Your silence shows confidence.

Your silence gives that client certainty that it’s smart to get a discovery session with you.

And, especially upon making the offer, unnecessary talking makes you look anxious.

I used to be guilty of talking too much myself.

Talking too much got in the way of my own discovery sessions…

…both when I should’ve been making a direct offer…

…as well as when the client should’ve had space to reply to my offer.

My solution?

I’d ask my client a pre-scripted, direct question (to offer the discovery session)…

…then, I bit down on a towel, so I couldn’t talk.

When you talk too much about what you’re offering (without asking an offer question)…

…you project a lack of confidence.

Why was I talking too much?

Fear.

Anxiety.

Fear or anxiety creates an obstacle that your client has to ‘get around’ before they schedule that discovery session with you.

Imagine someone making an offer, but they never shut up!

Wouldn’t you start to doubt the offer?

Wouldn’t you pass a little bit of judgment?

THEIR FEAR turned into YOUR BARRIER to taking the offer.

THAT’S how it happens.

Unnecessary talking can cause a potential client to hold back

…even if they were already going to agree to a discovery session!

Sometimes you WILL feel a lack of confidence when offering a discovery session…

…but NEVER force your client to look past your fearfulness in order to see the value that you offer.

Sometimes you WILL feel a lack of confidence when offering a discovery session…but NEVER force your client to look past your fearfulness in order to see the value that you offer.

So, when offering your next discovery session:

  1. Share the top 3 benefits of your discovery session.
  2. Ask DIRECTLY “Would you like to have a discovery session?”
  3. After asking, be silent for as long as it takes them to answer you.

If you adopt these tactics…

…you’ll increase your effectiveness at scheduling more discovery sessions.

Make a difference…

…offer a discovery session to the person in front of you.

Kristoffer “No Talking” Thompson

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