- Are you a coach that's
trying to use discovery calls
in order to land more clients?
Maybe you've done a few
discovery calls but you can never
get your potential clients to
say yes at the end of them.
If so, it's probably
because your discovery calls
lack the proper structure.
In this video, I'm gonna show
you the proper discovery call
sales script that every coach
should be using in order
to land more sales.
This script has helped me
land six figure clients
and if you stay to the end of the video,
I'm gonna show you how
it can help you land
six figure clients too.
Let's get into it.
(upbeat music)
Hey hey, welcome back to my channel.
My name is Courtney Sanders.
I'm a full-time online business coach
as well as wife and mom.
I do all the things, I wear all the hats.
And in today's video, I'm gonna
talk to you about the proper
sales discovery call script.
So, many coaches already
know what a discovery call is
but if you don't, basically
it's just some sort of free call
that you typically offer
to prospective clients
in order to ultimately pitch them
on your products and services.
And a lot of coaches,
especially new coaches
are failing miserably with
their discovery calls.
I hate to say it, but it's true.
And I can say it because this was me.
Oh boy, this was me, y'all.
I used to be bad at discovery calls.
However, learning this proper
discovery call sales script
is what actually allowed
me to quit my job.
So, I was doing a lot of things right
in my coaching business.
I was making sales.
I was selling a lot of courses
and different digital products
but I just couldn't land
those one-on-one clients.
And the crazy thing was I was getting
a lot of discovery call inquiries.
So, my calendar was pretty
full so much so that I would
actually schedule my calls
around the time that my boss
left from work because she
left, she would leave work
earlier than I did.
I know that's terrible.
But anyway, this was
back in like 2015, 2016
before I quit my job.
I quit my job September 2016.
But I was scheduling my
calls for when I knew
she was wrapping up and she
was going to be leaving work
and literally I would
take my discovery call
sometimes in the back bathroom,
not using the bathroom
obviously, but I would you know,
kind of sneak away to an empty stall
and just do the discovery call in there
because it was quiet but I
wouldn't be using the bathroom
while I was taking these calls, obviously.
But also, I would sneak
into empty conference rooms,
empty offices, you know, the file closet,
like any place where I
knew somebody wasn't gonna
interrupt me and I could
just like break away.
I would be doing these discovery calls
like sweating bullets,
thinking that, you know,
somebody was gonna walk in on
me at any time and be like,
hey, like, what are you doing?
You're at work.
So, that was all the
more reason why I needed
these discovery calls
to be profitable for me
and they just weren't.
I was booking so many calls.
I was doing sometimes
two a day, I would do two
in the closet at work and
then some on my lunch break,
some after work.
And I could not get these
people to say yes and I'm like,
my calendar is full.
People seem to be very interested in me.
I'm getting lots of likes and
comments on my social media.
Like, you know, I'm
popular, quote unquote,
I don't understand why
this is not translating
into actual clients and it
wasn't until I hired a coach
of my own and paid her a good
chunk of money to really show
me the discovery call process
that I was able to really
turn it around.
So, I went from not being
able to charge you know,
a few hundred dollars for
like long-term coaching
which is a whole another thing,
I was completely
underpricing, my coaching.
I was like willing to do months
of coaching for like $500
which is ridiculous but I
couldn't even land those deals.
But I was able to flip it around
and I was able to just
like, honestly 10X my prices
for less coaching time, strictly
by following this script.
So, do you wanna know what the script is?
Do you wanna know the processes
you should be following
as a coach in order to successfully
handle a discovery call?
You do?
Okay, I'm gonna get into it right now.
Alright, so the discovery
call process is pretty simple
when you break it down correctly.
And the first thing that you
need to do is set the stage.
So a lot of coaches get this
wrong because they get on
the phone and honestly they let
the prospect just completely
run over them, talk over
them and just take control
of the call and that's not
how it's supposed to go.
So you may not realize this,
but even before somebody
becomes a client of yours, they
are looking for leadership.
They are looking for you to demonstrate
that you are an expert and
that you have confidence
and that you know what
you're doing in this area.
And so one of the biggest
mistakes that coaches make
is they hop on the call and
they just let the prospect
just run the whole call and
just talk and just, you know,
make the call like an hour of
whatever it is that they wanna
talk about not realizing by
not having firm boundaries
in the very beginning, that
person is already subconsciously
thinking this person can't
help me with my problem
because they let me just
hop on the call and just run
all over them.
So, the first thing that
you need to do on the call
is you need to set the stage.
So, you need to let
people know what the call
is gonna be about.
You need to let them
know how it's gonna flow,
build a little rapport
but you as the coach
as the authority, as you
know, the person in charge
really needs to set the
stage for the discovery call.
So, that's step one.
Okay, step two is you really
need to assess their pain.
So, you should be asking
strategic questions
about what specifically
are they dealing with?
What pain points are they
facing that prompted them
to even reach out to
you in the first place
and even want to get
on this discovery call?
So, that kind of goes
back to the first point
where I was saying, you know,
you wanna have an agenda
for the call and let the
prospect know ahead of time.
You should already have, you know,
a set of questions outline
that's really going to diagnose
and assess this person's pain.
So, you really wanna treat this call,
like a consultation call and
see yourself almost as a doctor
where just as you, you
know, go for a first checkup
with a doctor that you maybe
haven't worked with before,
before they get to
diagnosing what's going on,
they're gonna ask you a lot of questions
about what you're dealing with
and what your pain is like.
And so, that really needs to be, you know,
after you've set the agenda
and set the stage that really
needs to be the next part
of your discovery call,
is really assessing that
pain point for that prospect.
Okay, the next thing that you need to do
that a lot of people fail
to do and I'm like, why?
'Cause this is one of the best parts,
is you need to uncover their dream.
So, just as you've assessed the pain,
you really wanna uncover,
what it is that they ultimately want?
What is it that they're looking for?
Again, what made them reach out to you?
So, you know by this point,
you should at least, the
pain point that made them
reach out to you but
what is the aspiration
that they're ultimately reaching for?
What is it that they want
that they hope to achieve
that they hope you and
your coaching program
can do for them?
So, you wanna have a set of questions
and you wanna ask more than one.
And there's, you know, a very
specific and structured way
to ask these questions but
you wanna have a handful
of questions set aside,
really in this phase
as a discovery call in order to uncover
what their dream and what
their aspirations really are.
Okay, before I get into
the rest of the script,
I wanna know,
do you even use discovery
calls in your business?
Let me know.
Put in the comments below
if you use discovery
calls in your business.
Okay, the fourth part of
the discovery call script
that's really important, is now you need
to diagnose the problem.
So, you've gone through
all the other steps,
now you are in a position
to really tell them
what their issue is and what's going on.
And so I really like this part of the call
because even if the person
ultimately decides not to work
with you, which if you follow this script,
you have a better chance of
getting them to want to say yes.
But even if they ultimately say no,
this call was still a value to them.
And this is really
important because I find
that a lot of new coaches will again,
let the prospect just run all
over them and kind of take
over the call because they feel guilty.
They feel like, oh, my goodness,
I'm putting this person
through this sales call.
They feel this inherent like guilt,
like they shouldn't be even
conducting the sales call
or the discovery call.
And so, they feel like it's
not really worth it unless
they let the prospect like
get all their stuff out
not realizing that this
stage of the discovery call,
so this diagnosing their
problem is valuable
in and of itself.
So, even if they ultimately
choose not to work with you,
walking away with a better understanding
of what their problem actually
is and what they need to do
to solve it, so they might not
know how to solve it per se
but they'll now know what
the problem actually is,
that in and of itself has value.
And you should never, you
know, feel bad or feel shy
about going to the next stage,
the fifth part of the
discovery call script,
which is offering a solution.
And by solution, typically this is gonna
be your product and service.
But I put this last because
a lot of new coaches
already have it in their
head that every person
who gets on this call, I
wanna sell them XYZ program,
not realizing that once you
go through all these phases
of the script, you might realize
that someone actually needs
something else that you offer.
Or you might even realize
that they're not a good client
or maybe you can't help them or you know,
maybe you wanna refer them to
a colleague who specializes
in something else.
I've had that happen
where, I've had people come
to me and I'm like, oh, based
on what you're talking about,
you know, perhaps life coaching services
aren't a good benefit for you.
Perhaps you should be
speaking with a mental health
professional legitimately
because you do wanna know
your limits and your boundaries
in terms of what you offer.
And you wanna make sure that
you're only taking clients
that you can actually help
because if you're not helping
them then you're not
gonna get testimonials
and that's gonna negatively
impact your business down
the road, which is a whole another thing.
But provided that you can help them
and provided that you have
something, a coaching program,
a package, a course,
something at this point,
you wanna offer your solution.
And it really should
be tailor-made to them.
So, don't get on the call
just thinking like everybody
who gets on this call,
I'm just gonna offer them
the same coaching program.
You really wanna listen
and you really wanna go
through all the other phases
of the discovery's call script.
And then based on all of
that information, say, okay,
this is your problem and
this is the best solution
that I have for you.
Okay, so I know this
was a high-level rundown
of the discovery call script
but it really does work.
If you're curious about what
are some specific questions
that you should be asking,
what are some other techniques
that you can do during
the discovery call?
How do you price your programs?
How do you drop the price
without it being awkward?
I actually share all of that
in my discovery call script
which is an amazing script
and I share how you can get
that script on my free,
consistent client masterclass.
So, go ahead and check out
my consistent client masterclass.
It actually walks you through
my entire sales process
that I use to this day in
order to secure clients
and then on that masterclass
I share how you can get
that discovery call sales script.
So, go ahead and go to
courtneylsanders.com/masterclass
in order to sign up for that
webinar and then you can learn
more about the discovery call script.
Alright, I really hope
you liked this video.
If you want more information,
make sure you check out
my other videos,
including my video on how
to master high ticket sales.
That's a really good one.
And if you want more tips,
make sure you're following me
on Instagram and subscribe to my podcast.
Yes, I have a podcast.
So it's called the Courtney Sanders Show.
It's on iTunes and Spotify and pretty much
anywhere podcasts are played.
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for watching this video.
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And I'll see you in the next video, bye.
