Discovery Call Script for Coaches

"Hi [Name], great to meet you! Thanks for taking the time to chat today.

Before we dive in, let me set some quick expectations for our call. I'd love to spend about [20-30] minutes learning about where you are right now and where you want to go. By the end, we'll both know if working together makes sense. No pressure either way — sound good?

Awesome. So tell me a little about yourself — what do you do, and what made you book this call?"

[Listen. Take notes. Ask follow-up questions like "Tell me more about that" or "How long has that been going on?"]

"Thanks for sharing that. I appreciate you being open. Let me ask a few more questions to make sure I understand the full picture.

• What's the biggest challenge you're facing right now in [area of coaching]?
• How long have you been dealing with this?
• What have you already tried to fix it?
• Why do you think those things haven't worked?
• On a scale of 1-10, how urgent is solving this for you?
• What's this problem costing you — in time, money, stress, or missed opportunities?"

[Listen deeply. Repeat back what you hear: "So if I'm understanding correctly, you're saying..." This builds trust and shows you're genuinely listening.]

"Okay, I have a really clear picture of where things stand. Now let me ask you this:

If we were to fast-forward 90 days and everything went perfectly — what would that look like?

• What would your [business / life / income / schedule] look like?
• How would that feel?
• What would be different day-to-day?"

[Let them paint the picture. When they describe their ideal outcome, that becomes the benchmark for your offer.]

"That's a really exciting vision. And here's what I want you to know — what you just described is absolutely achievable. I've helped clients in very similar situations get there. Here's how..."

"Based on everything you've shared, here's what I'd recommend:

[Program Name] is a [duration — e.g., '12-week'] program where we work together [format — e.g., '1-on-1 every week via Zoom'] to [core promise — e.g., 'build and automate the systems that run your coaching business on autopilot'].

Here's what's included:
• [Component 1 — e.g., 'Weekly 45-minute coaching calls']
• [Component 2 — e.g., 'Custom action plan tailored to your business']
• [Component 3 — e.g., 'Unlimited Slack/Voxer support between calls']
• [Component 4 — e.g., 'Templates, scripts, and SOPs — no starting from scratch']

The investment is $[price]. I also offer [payment plan option if applicable].

What this means for you: based on what you've told me, I believe we can [specific expected outcome — e.g., 'get your systems automated and 5+ hours/week back within the first 30 days']."

"So, [Name] — based on everything we've talked about, do you feel like this would be a good fit for what you're looking for?"

[If YES]:
"Awesome! Here's how we get started: [explain next steps — e.g., 'I'll send you a link to secure your spot and schedule your first session. We can kick off as early as next week.']"

[If HESITANT]:
"That's completely fair. What's the main thing you're on the fence about?"
[Address their concern, then]: "Does that help? What feels like the right next step for you?"

[If NO / NOT NOW]:
"I totally respect that. If the timing doesn't feel right, no hard feelings at all. Would it be okay if I followed up with you in [timeframe]? And in the meantime, [offer a small value add — e.g., 'I'll send you that resource we mentioned — no strings attached.']"