How to Run a Kickass Discovery Call That Converts — Without Feeling Salesy

How to Run a Kickass Discovery Call That Converts — Without Feeling Salesy

(Plus: Get My Free Discovery Call Template!)

You know that sweaty-palmed, slightly-panicky feeling that hits right before a discovery call? You’re not alone.

You’re trying to sound confident, act natural, ask the right questions, and oh yeah—actually sell your coaching.

No pressure, right?

If you’ve ever hung up from one of those calls thinking, “Ugh. I talked too much… Did I even tell them what I do?”, I’ve got good news: this gets easier. A lot easier. Especially when you have a clear, repeatable structure—and you practice it.

In this post, I’ll walk you through the 7 key steps to a discovery call that actually works (aka builds trust and converts), plus I’ll share common mistakes to avoid and my favorite go-to phrases for those awkward moments.

And if you want my exact Discovery Call Template? You can grab it for free below.👇
It’s the one I give to my Business Building Bootcamp clients, and it works.

🎁 Click here to grab the free template and start running calls that feel natural and actually lead to paying clients.

Why Discovery Calls Feel So Awkward (At First)

Here’s the thing about discovery calls: they’re not actually that hard—once you stop trying to perform.

But when you're new (or still working on your confidence), it’s easy to show up in “prove myself” mode. You over-explain. You talk too much. You give away all your best stuff. And then… nothing. Crickets.

Here’s the mindset shift that changed the game for me:

A discovery call is not a pitch.
It’s an opportunity to connect and create a real moment of connection.
An opportunity for your potential client to share something they may never have talked about out loud before.
An opportunity for you to provide them with a new take on an old problem, some hope, and a tool or tactic to start changing now.
A chance to see if you're a great fit and have something to offer that might change their life.

When you approach it that way—and have a plan for what to say and how to lead—it feels less like selling and more like coaching. That’s where the magic (and the conversion) happens.

The 7 Steps to a Kickass Discovery Call That Converts

Let’s break this down. Here's the structure I recommend (and that my Discovery Call Template walks you through in detail):

1. Get Centered Before You Start

Take a breath. Roll your shoulders back. Remind yourself: I’m not here to convince anyone—I’m just here to connect.

One of the fastest ways to shift your energy is to tap into gratitude. Say to yourself: “I get to do this. I get to help someone today.” That alone will change your tone, posture, and presence.

2. Build Real Connection, Fast

Small talk is not a waste of time. It’s rapport-building. It helps your client relax—and you too.

Start with something human:

“How’s your day going so far?”
“Im curious.... what made you reach out now?”

And if it fits, share a personal story to remind them they're not alone. Something real, not rehearsed. Discovery calls go better when you feel like yourself.

3. Clarify Their Challenge

Once you’re grounded and connected, move into coach mode.

Ask open-ended questions like:

• “What’s feeling hard right now?”

• “What are you hoping to change or create?”

• “What have you already tried?”

Your job here is not to diagnose or fix. It’s to understand. Listen more than you talk. Reflect back what you hear.

4. Help Them Imagine Change

This is a powerful step that too many coaches skip. Help them articulate what they want.

Ask:

• “If we were to work together and it went really well, what would be different in a few months?”

• “How would you know this was worth the investment?”

This lights up the part of the brain that wants to take action—and it deepens their trust in you.

5. Share How You Can Help—Simply

Now, connect their goals to your work. Be concise. Be clear. Skip the full curriculum breakdown.

Instead, focus on outcomes:

“Here’s how I help people like you…”
“What we’d work on together is…”
“This is what past clients have created with my support…”

Stick to plain language. Speak like a human, not a coach-bot.

6. Talk Pricing + Logistics Like a Grown-Up

This is where many coaches freeze. Or ramble. Or apologize.

Don’t.

Just be honest and clear:

“Here’s what the investment is…”
“Here’s what that includes…”
“Here’s how you can pay…”

You’re not asking for permission. You’re offering a container for change. Keep it brief. State the price and program basics and move on.

7. Invite the Yes (Or a Clear No)

You don’t need to hard close. You do need to lead.

Try this:

"How does that sound?"
“Would you like to talk about next steps?”
“Does this sound like the kind of support you’re looking for?”
“Are you ready to get started?”

If it’s a yes, great. If it’s a no, also great. A clean no is better than a vague maybe. If it's a maybe, give them a deadline to come back to you and let them know you'll follow up.

Common Discovery Call Pitfalls (And How to Avoid Them)

Want to make sure your next call doesn’t go sideways? Here are a few traps to watch for:

❌ Over-teaching

You’re not here to prove you know your stuff. You’re here to show you understand them.

❌ Over-talking

Give them space to think. To feel. To speak. The silence is where trust builds.

❌ Under-listening

Repeat back what you hear. Let them feel seen. That’s what makes your offer feel safe.

❌ Rushing the price

Give them time to feel the value before you talk about the investment. I spend less than 60 seconds on the offer and price and leave it until the end of the call (unless they specifically ask sooner.)

❌ Avoiding the ask

Don’t ghost your own CTA. Make it easy for them to take the next step.

What to Say If They Say “Let Me Think About It”

It happens. And it’s not a failure.

Here’s a gentle, grounded response:

“Of course—take whatever time you need. I’ll follow up in a day or two to check in and answer any other questions that come up.”

Want to go a little deeper? Try:

“Is there something specific you’d like to think through? I’m happy to talk it out together.”

That way, you’re not chasing—but you’re also not leaving them in limbo.

Practice = Confidence = Clients

Here’s the part most coaches miss:
Discovery calls are a skill. And like any skill, they get better with practice.

In Episode 41 of The Coaching Edge, "Better Discovery Calls for Increased Conversions", I share how I used to dread these calls too. (Spoiler: I also once cried after one.) But with some structure, some mindset shifts, and yes—some rehearsal—I learned how to lead these calls with clarity, calm, and confidence.

If you haven’t listened to that episode yet, go queue it up. You’ll hear me break down real mistakes, client wins, and how to prep without psyching yourself out.

🎧 Listen to the episode here

Want the Exact Template I Use?

This is the part where I make your life easier.

I’ve created a step-by-step Discovery Call Template that walks you through exactly how to structure your calls, what questions to ask, and how to move from rapport to invitation—without feeling pushy.

This is the same resource I give to the coaches inside my Business Building Bootcamp, and it’s helped dozens of them turn awkward conversations into aligned clients.

Inside the free template, you’ll get:
✅ A full call flow with timing suggestions
✅ Powerful, open-ended questions to ask
✅ Tips for handling objections and pricing conversations
✅ A clear way to wrap up the call with next steps

📩 Click here to grab your free Discovery Call Template now
(You’ll also get access to my weekly business-building tips for coaches.)

Final Thoughts: You Don’t Need to Be Perfect. Just Practiced.

Running discovery calls doesn’t have to be awkward or cringey. It doesn’t require a script or a fake sales voice.

What it does require is clarity, a little structure, and the confidence that comes from doing it a few times.

You’ve got this. And I’ve got your back.

👉 Get the free Discovery Call Template
👉 Pin this post for later
👉 Listen to The Coaching Edge podcast