Map Out Your Discovery Call Process in a Weekend Planner


Don’t dismiss the power of a personal conversation. Sending out links to sales pages amid well-thought-out campaigns can certainly work wonders for sales but it’s that personal conversation that allows you, the coach, to really get to know a prospect. In turn, that same prospect can learn more about your personality and values simply by listening to your delivery and how well you will fill her needs.

This is the power of the discovery call.

Discovery calls are important for onboarding a new coaching client or for interviewing potential members of a mastermind group or other paid program you have developed. Programs which command a higher price tag are meant for prospects who have earned a certain level of income or years of experience in their own business. Placing a newbie who just started their business with other more advanced and experienced owners is asking for trouble and disconnect, no matter how motivated that newbie may be. How do you discover these things? Through discovery calls.

If you’ve never held a discovery call, no worries. You’ll have a plan for handling these calls before the weekend is over. If you’ve already had your share of discovery calls, you’ll still find new ways of handling these calls so you can qualify your prospects with more accuracy and sway their purchasing decisions more frequently.

I’ll take you through the process of choosing a lead magnet, how to pre-screen prospects, how to take control of these discovery calls, and how to automate the process so you have more time for work. Take some time to really work the exercises and you’ll be in good shape to proceed with putting this process into place.

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The Step-by-Step Planner Covers (40+ PAGES)

  • Step 1: Build an Enticing Freebie to Drive Client Sign-ups
    • Exercise: Brainstorm ideas for your lead magnet which are tied-in to your paid product.
    • Exercise: Which formats are easiest for you to produce?
  • Step 2: Pre-screen to Ensure ALL Your Prospects Are Perfect Fits
    • Exercise: Determine your ideal client and create your pre-screening form.
  • Step 3: Create a Call Rubric That Puts You in the Driver’s Seat
    • Exercise: Create a rubric for your discovery call. Write down answers to common questions or objections.
    • Exercise: Print out this rubric for each discovery call to keep your prospects’ answers organized and to evaluate if they are a “good fit” candidate for your program.
    • Exercise: Write out your rejection speech for those who are not a good fit for your program.
  • Step 4: Write an Unforgettable Follow-up Email Series
    • Exercise: Plan your email follow up series.
    • Exercise: Brainstorm multiple subject lines using strong action words and urgency.
  • Step 5: Make it Urgent! Set a Timeline for Call Sign-ups
    • Exercise: Create a timeline calendar for when you will close out discovery calls and when you’ll close the program.
  • Step 6: Put Your Discovery Call System on Autopilot
    • Exercise: Investigate how to automate your prospecting and discovery call processes.
    • Exercise: Plan an email series for each scenario below. Include a number of emails in the series, calls to action, deadline reminders, and subject lines.
  • Step 7: Next Steps
  • Step 8: The Ultimate Guide to P.R.O.F.I.T.S.
  • Step 9: Expand Your Impact Insider’s Invite


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