The discovery call is where coaching businesses are won or lost. Too many coaches treat it as a free session, giving away their best insights without securing commitment. Others treat it as a sales pitch, coming across as pushy and transactional.

The best discovery calls do neither. They're structured conversations that help prospects see their situation clearly and recognize coaching as the solution.

The Purpose of a Discovery Call

A discovery call has three objectives:

  • Qualify the prospect - Are they a good fit for your coaching?
  • Demonstrate value - Show what coaching with you would be like
  • Make an offer - Present your solution and invite them to commit

Notice what's not on the list: solving their problem. That's what paid coaching is for.

The CLEAR Framework

Use this structure for consistent, effective calls:

C - Connect (5 minutes)

Build rapport quickly. Thank them for their time. Ask how they heard about you. Find common ground. Set the agenda for the call.

L - Learn (15 minutes)

This is the heart of the call. Ask powerful questions:

  • What prompted you to reach out now?
  • What have you already tried?
  • What would success look like for you?
  • What's this costing you currently?
  • What happens if nothing changes?

Listen deeply. Take notes. Let them feel heard.

E - Envision (5 minutes)

Help them see the possibility. Reflect back what you've heard: "It sounds like you want X, and the main obstacles are Y and Z." Then paint a picture of success.

A - Advise (5 minutes)

Share your perspective—briefly. One insight that demonstrates your expertise. Don't solve the whole problem, but show you understand it and have a path forward.

R - Recommend (5-10 minutes)

Present your offer. Explain your coaching package, what it includes, and the investment. Then ask: "Is this something you'd like to move forward with?"

Handling Objections

"I need to think about it"

Ask: "What specifically do you need to think about? Maybe I can help clarify."

"It's too expensive"

Redirect to value: "I understand it's a significant investment. What would achieving [their goal] be worth to you?"

"I need to check with my spouse"

Respect this. Offer: "Would it help to schedule a follow-up call where they can join?"

After the Call

Whether they commit or not, follow up within 24 hours:

  • If yes: Send welcome email, agreement, and next steps
  • If maybe: Send a recap and deadline for the offer
  • If no: Thank them, leave the door open for future

Track Your Metrics

Know your numbers:

  • How many calls per month?
  • What's your conversion rate?
  • Where do prospects drop off?
  • What objections come up most?

Stronghold tracks your lead pipeline so you can see exactly where opportunities are won or lost.