The free coaching call. -One of the most widespread tricks in the book.
They are offered to leads in an effort to convert them to paying clients. These sessions are often advertised as “Free discovery calls” or “Exploration calls” or something along those lines.
The thought behind this tactic is that if your leads get to speak with you 1on1, and get to see firsthand that you have the knowledge you claim, they will be that much more likely to purchase a session or enroll in your coaching program.
But it is not as easy as just talking to any and all leads for a bit and then, voila, you’ve got a new paying client, there are a few things that you have to consider in order to have a successful outcome from a free session. Let’s dig in.
Who To Work With
One of the problems that can arise when you start to offer free coaching sessions, is that you might end up spending your time on sessions with people who are not at all suitable for your coaching.
To solve this issue, and to save time, it is recommended that you pre-qualify your free session leads. -Do this by creating a questionnaire which your leads have to fill out prior to creating the booking with you.
The longer and more in-depth you make the questionnaire, the more accurately you will be able to determine which leads are worth pursuing.
TIP #1: Offer a free coaching call to anyone who has purchased services or products from you. They have already gone through the qualification filter and are now eligible.
TIP #2: Offer a free coaching call to anyone watching your webinar. These people have also passed through the qualification filter.
(The platform has a calendar and booking system built in)
(Our 1on1 video call feature has screen-sharing capabilities and automatically records your sessions)
The structure of your free coaching session is crucial. You have to make a good first impression, and having a clearly thought out plan behind each question you ask will help.
After the call, you want the person to feel as if some real progress was made, that is how you get them to want more. It is up to you to make them realize that by continuing to have sessions with you, they will achieve their desired state.
In the coaching world, there is a well-known framework for structuring coaching sessions that’s called the GROW model.
GROW stands for:
The first part of the framework deals with goals. Where does the person want to get? What state do they want to achieve? What barrier do they want to break?
Where is the person right now? Understand the current reality that the person is in.
What are the options out there for them? How could the desired state become a reality? What resources do they have access to?
What actions are they going to take and what changes are they going to make?
Have this model in mind when deciding on which questions to ask and how to steer the conversation.
Throughout the conversation, you should be getting a clearer and clearer image of which of your coaching programs or services the person is best suited for.
Towards the end of the call, simply explain your working process and how you would work together to solve the problem they are facing. Make it sound intriguing and make the goal seem possible.
(Our inbuilt services menu makes selecting which package is right for your lead easy as pie)
After that, simply explain that you have various packages and that you have one that you think would suit them best. Explain what the package contains, how the payment works and then, ask them if they want to go ahead and work with you.
After you have uttered the question. You stay quiet, let the other person speak first. This is a common sales tactic and is used by virtually all salespeople across all fields. -Coaching is no different.
(Our Stripe integration allows you to swiftly and effortlessly take payments on the platform)
Use these techniques & features to generate new coaching clients for your business.
Need any help getting started? Book in for a 1on1 session with one of our business strategists here.
Author: Oscar Norin
I help online coaching businesses grow by implementing proven strategies – Focusing in on content creation and cheap lead generation.