If you want to sell your one-on-one coaching services or programs, there is only one way to get more clients and fill your calendar.

Consultations.

If you don’t have a free consultation/discovery session/breakthrough call as one of your offerings on your page, you’re leaving money on the table, and turning away people who truly need your help.

Think about your coaching service as a piece of software, or expensive equipment. If you’re considering using this software, and they offered you a free month trial, would you take it? Absolutely!

That same psychology is applied when you offer your potential clients a free 15, 20 or 30 minute session with you. They get to try before they buy, and it’s essential to building their know, like and trust factor with you.

Plus, once you have them on the phone, you can see if the potential client is also a good fit for you, and not just the other way around.

I suggest a simple three-step system to implement in your business if you want to sell your coaching services through consultations.

Create an Intake Form

While some *experts* would you tell you to send people right to your calendar, I always recommend a short intake form.

If you’re a health coach, this isn’t the same thing as a health history form that’s 4 pages long. But, rather something that places you in the best position to transfer the information they give you in the form, to your benefit on the call, and sell your coaching packages.

It’s also a great block if you find a lot of people take your free calls, but no-show, or aren’t a good fit for your services.

There are two very important questions your form must have, so that you can make the most of your time and find your ideal clients.

1. How important is this to you on a scale of 1-10?
2. What is your biggest frustration with ___ ?

By asking them the scale question, you get a sense of where they are in the buying mindset. If someone is a 5, it’s not likely they want to invest in 1-on-1 services with you, but rather are just looking to pick your brain. But, if they answer 10/10, you know that your work is half done in getting them to sign up with you. If they do fill out your intake form, and schedule some time with you, and are a 5 or less, I suggest following back up with an email and just pointing them to resources, so that you don’t have to waste your time on a fruitless call.

The second question is about getting to your potential client’s pain point. So, in my intake form, I ask “What is your biggest obstacle in growing your online business?”, so that I can see where they are and which of my services might be the best fit. For a health coach, you might ask “What is your biggest obstacle with losing weight?”, or “What is your biggest challenge with your health?”.

Then, you can use their response to that question on your call.

Let Them Choose the Time

After they have completed your intake form, they should be automatically redirected to your calendar to choose their consultation time.

While you may argue this lacks the personal touch you like to give your clients, this is actually seen by most high-end clients as a much higher level of service, than going back and forth via email five times trying to find a time that works.

It also allows you to better organize your day, as you can choose what time blocks you want to take calls, and block off different days, like if you didn’t want to work on Fridays, or if you didn’t have the energy to talk to new clients at 8 am on Mondays. (PS – that’s me!)

There are a lot of great apps out there that I recommend to my clients, for both the intake form and the calendar apps, that you can check out here.

And, if you want to make sure those personal touches are included, take your calendar scheduling app one step further and customize the automatic messages. Nothing is more impersonal than, “Jessica, this is a reminder you have a _15_ minute appointment on Tuesday, March 3.” Put your voice and personality in to the automatic system messages, so your potential client feels like you’re just as excited to talk as they are.

Make the Call (and the Sale)

Now that your systems did their part to get you a new lead, it’s up to you to sell your coaching services and turn them in to a client.

Like I mentioned above, use their intake form to guide your conversation, and make them feel their pain points. Offer your services as their only way to get from Point A (where they are now) to Point B (where they desire to be), and you’re sure to convert.

Another great tip for making the sale is pitching the right service for the call.

Going back to the intake form, if they are a 6-8 on the importance scale, maybe there is a group program or mastermind program you can introduce them to. Or, sell them your most minimal commitment, as a way for them to feel out if they like working with you.

On the other hand, if their importance is a 9-10, then it’s time to truly make the sale because not only are they ready to buy – they truly need your help. And if you’re unable to make the sale, and get them that help, they’ll continue their struggle.

Getting comfortable on the calls will take time, and if you’ve invested in a coach, I would ask them if they have a script to help guide your through the first couple sessions.

Then, you’ll be able to find your own rhythm, and what works for you in selling your coaching services.

Leave a Comment:

If you haven’t offered consultations yet, are you going to implement them now?

Or, if you already have this offer in place, but it doesn’t seem to work for you, leave your question below and I’ll be sure to send you some love and advice.