How to Set Up Discovery Calls That Convert: A Practical Guide for Coaches

 October 04, 2024

How to Set Up Discovery Calls That Convert: A Practical Guide for Coaches

You’ve done the training, built your brand, and maybe even launched a website. But clients? Still trickling in—if at all.

Sound familiar?

Many qualified coaches struggle to turn visibility into bookings, and one of the most overlooked (yet powerful) tools in your toolbox is the discovery call. When set up properly, discovery calls are a gateway to high-trust, high-conversion conversations. Done poorly, they become a time drain that leaves you wondering if coaching is even a viable career.

If you’re tired of spinning your wheels and want a step-by-step guide on how to set up discovery calls that lead to paying clients, you’re in the right place.

This blog will walk you through exactly how to create, structure, and optimise discovery calls—with zero fluff and a clear path forward. Plus, we’ll show you how Love2Coach makes the entire process simple and streamlined.

The Real Reason You’re Not Getting Clients

It’s not your credentials. It’s not your niche. And it’s definitely not because you’re not “good enough.”

For many coaches, the missing link is direct connection. Most potential clients won’t sign up after reading one Instagram post or downloading a lead magnet. They want to feel heard, understood, and seen—before they invest.

That’s why discovery calls matter.

They allow you to:

  • Qualify your prospects

  • Build immediate rapport

  • Show your value without “selling”

  • Convert with confidence

But to make that happen, your discovery call system has to be intentional—from scheduling to structure.

Step 1: Set the Stage with a Clear Offer

Before you even invite someone to a call, you must be clear on what the call is for.

Ask yourself:

  • Is this call designed to sell a package?

  • Is it meant to explore fit?

  • Is it part of a free strategy session?

Avoid vague descriptions like “Let’s chat” or “Book a call.” Instead, label it as a Discovery Call to Explore Coaching Support for [Insert Result or Niche].

On Love2Coach, you can do this easily by creating a call listing with:

  • A custom title

  • A brief description of what to expect

  • Booking calendar integrations

  • Your preferred call duration (typically 15–30 minutes)

Step 2: Qualify Before You Call

Not every lead is a fit. And unqualified leads drain your energy.

Use a simple intake form with 3–5 questions that screen for:

  • The main challenge they’re facing

  • Their coaching goals

  • Their level of readiness

  • Their experience with coaching (if any)

Example:

  • What is the biggest challenge you're currently facing?

  • Have you ever worked with a coach before?

  • What would success look like after working with a coach?

This ensures your calls are focused and purposeful—and helps you show up prepared.

Bonus: Love2Coach lets you embed questions into your booking form, so you can screen effortlessly.

Step 3: Create a Simple Booking System

This is where many coaches overcomplicate things.

You don’t need expensive scheduling software or multiple email reminders. You just need:

  • A booking page that’s mobile-friendly

  • Automated confirmation emails

  • Optional calendar sync

  • Clear reschedule and cancellation options

On Love2Coach, your coaching profile already includes a built-in booking calendar. Just set your availability, and prospects can book directly—no tech headache, no double bookings.

Step 4: Structure the Call for Connection, Not Pressure

Let’s be clear: discovery calls are not hard sells. They are human-to-human conversations where trust is built and decisions are made from alignment—not pressure.

Here’s a simple structure you can follow:

1. Welcome and Rapport (2–3 minutes)

Start with warmth and curiosity. Thank them for taking the time. Ask how they’re feeling.

Example:
 “Thanks so much for booking this call. I’d love to start by hearing what inspired you to reach out today.”

2. Explore Their Challenge (5–10 minutes)

Ask open-ended questions to understand their current situation:

  • “What’s been going on lately that made you seek coaching?”

  • “What have you already tried?”

  • “How is this challenge impacting other areas of your life or business?”

This is where you listen deeply. Take notes. Reflect back what you hear.

3. Envision Their Goal (3–5 minutes)

Guide them to imagine what life would look like after transformation:

  • “If this issue was resolved, how would things be different?”

  • “What would success look like to you 3 months from now?”

4. Share Your Approach (3–5 minutes)

Now—and only now—share how your coaching helps clients like them.

Use phrases like:

  • “Based on what you’ve shared, I support clients with similar goals using [your framework or process].”

  • “Would it be helpful if I shared how I typically work with clients in your situation?”

5. Offer the Next Step (2–3 minutes)

If it feels like a fit, invite them to work with you.

Avoid saying: “Would you like to sign up?”
 Instead try:

  • “Would you be open to hearing how we could work together?”

  • “Here’s what I recommend as the next step.”

Then clearly outline the package, price, and how to move forward.

Step 5: Follow Up (Even if They Don’t Buy on the Call)

Even if someone doesn’t say yes immediately, a thoughtful follow-up can make all the difference.

Send a brief message within 24 hours:

  • Thank them for the call

  • Recap their challenge and goals

  • Reiterate your offer and how to take the next step

On Love2Coach, your profile makes this seamless—you can link directly to a program, service, or paid offer.

Why Discovery Calls Feel Awkward (and How to Change That)

For many coaches, the idea of “selling” on a call feels gross. But here’s the truth:

Discovery calls aren’t about persuading—they’re about matching. If your services align with their needs, you’re offering help. If they’re not ready or not the right fit, you’re releasing them without pressure.

You don’t need to be pushy. You just need to be clear, confident, and compassionate.

And when you use Love2Coach, you’ll never feel like you’re doing this alone.

How Love2Coach Makes Discovery Calls Effortless

Love2Coach was built specifically for coaches who want to grow without gimmicks. Here's how it supports your discovery call process:

  • Set up a call listing in minutes with your calendar, title, and intake questions

  • Collect testimonials and reviews that give you credibility before the call even begins

  • Offer your services directly through your profile—so the transition from “interested” to “invested” is smooth

  • No fees, no commissions, and no hidden costs—you keep what you earn

You do the coaching. Love2Coach handles the rest.

Final Thoughts: Discovery Calls Are Conversations That Convert

When you learn how to set up discovery calls that create trust, clarity, and connection, you’ll stop feeling like you’re “chasing” clients—and start attracting them with confidence.

The truth is, you already have what it takes to transform lives. Now it’s time to create a system that brings the right people to your (virtual) door.

Ready to Fill Your Calendar with Aligned Clients?

Join Love2Coach today—the platform designed by coaches, for coaches.