Rock-Solid Steps for Automating your Discovery Process and Engaging High-End Clients

If you’re a rock star coach looking to grow your tribe of ideal clients, this information can help you get to YES faster with folks who hunger for exactly what you deliver.

It’s a buyer’s market, and rightfully so. As someone who invests in my own career development, it’s important that I align myself with the very best resources and the sharpest coaches I can find. My goal is to shortcut my learning curve and drive results faster than possible on my own.

Advice for coaches

Looking for a streamlined way to on-board potential coaching clients? In the world of high-end, private coaching, it’s unlikely that prospects will come banging at your door and begging you to sign on for larger programs without a bit of hand-holding. They might buy a “do-it-yourself” class through an ad or join a low-cost (eg, low-touch) group coaching program after participating in a free webinar. But an investment of thousands of dollars requires a mutual commitment to your clients’ success. After all, people conduct business with those they know, like and trust. Coaching relationships require intimate sharing of knowledge much like your priest, rabbi, doctor or attorney. Clients depend on you to transform their business, their lives, or both.

You’ve spent time sharing your wisdom generously in the marketplace and attracting your ideal clients’ attention. They’re interested. When it comes to private coaching, however, potential clients deserve to understand exactly what’s in it for them so they can engage you with confidence:

How might you address their pain, or potential (the reason they need coaching in the first place)?
Do your skills and background prove that you can rock their challenges?
Are you a good fit strategically and personally?
Are your values and philosophies on success aligned?
Will you support their mission and keep them accountable?
What does success look like and how will it be measured?
What assurances do you offer that your coaching program will deliver on its promises?

Rather, breakthrough discovery sessions are an interactive dialogue that help both parties peel back the onion and reveal if you’ve got the potential for a collaboration. They’re an important prerequisite to see if you’re both feeling the right chemistry and can succeed by working together.

Here are some simple tips for automating the discovery session process.

Create a landing page that explains your philosophy and services. The important sections include what to expect, who you might serve and why you’re qualified to help.
Invite folks to a free 30 minute discovery call or Skype (via your landing page) during webinars and meetings. Embed your link on blogs and web pages, social posts, news releases, etc.
If interested, prospects should complete a brief, 2-minute survey. (I use Google forms to get prepared for the call). Here is where you ask relevant questions to understand their pain or promise, what success looks like, how important reaching those goals are to them, etc. Ask them to define their sense of urgency and timing to determine if this is truly a hot lead or a longer-term prospect. You want to have the proper time available to give them the quality coaching they desperately need and deserve.
Click to a free calendar schedule app. Calendly’s free app links with my Google Calendar and shows the time slots I’ve allocated for new business development. It also alerts me about the appointment and saves lots of administrative scheduling time.
Have your discovery call questions outlined so that you are efficient with your time, and theirs. Don’t forget to review their Twitter account, LinkedIn page, website and survey form before your call so you can ask meaningful questions. It’s more about eliciting emotional feelings tied to their ambitions and truly listening to their responses (not about selling your virtues).
During the discovery session, always give value! Share at least 1 or 2 solid pieces of actionable advice so that your caller’s time was well-spent regardless of whether or not they decide to hire you today. They must leave the call feeling renewed, re-energized and excited about their next best moves (whether with or without you).
Be clear on recommending their next best moves (eg, outline your coaching program and how they specifically can work with you…with a generous bonus incentive to sign up NOW).
Have your registration page (or proposal) and invoicing templates ready so you can quickly share while they are in decision-making mode.
Have your thank you/welcome automation sequence ready so they know what to expect from you.
Over-deliver on your promises, so they retain services and refer their friends. (Don’t forget to generously reward referrals).

Use your authentic style and attract the high-end coaching clients who deserve to work with you