March 5, 2025 • 25 mins
You offer a “Free Discovery Call!” but aren’t getting many takers, huh? Try this simple twist that gives potential clients a solid reason to book time with you. In this episode, you'll hear exactly how to reframe your invite so more people say yes – and how this small but powerful shift can lead to more paying clients. And be sure to register for our free GET MORE CLIENTS bootcamp at: https://HealthCoachPower.com/
Mentioned in this episode:
Free GET MORE CLIENTS Bootcamp happening March 2025 – https://healthcoachpower.
Fast Track 2025's Live Spring Cohort waitlist is open at - https://healthcoachpower.com/
Free GET MORE CLIENTS Bootcamp happening March 2025 – https://healthcoachpower.
Fast Track 2025's Live Spring Cohort waitlist is open at - https://healthcoachpower.com/
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Hey there, health coaches,welcome back to another episode.
I'm really excited to give you somepractical ideas today that you can
totally run with.
It's not going to take you amonth or a year to implement.
You can listen to this episode.
You can turn around andgive these ideas a try,
and you can book more calls withpotential clients starting today.
(00:24):
So that's exciting, right? Areyou with me? If you are here live,
go ahead and say hi in the commentsand leave any questions as we go along.
Same thing goes for all your replaywatchers inside our Facebook group or even
on YouTube. Oh my God, we'reeverywhere. What I really want to know,
and I'm hoping we'll get enough feedbackfrom those of you that are here live
with me. I mean, I do these live for areason, right? Tell me in the comments,
(00:48):
how many free consultations or howmany consultations or discovery
calls have you held in the last month?Just an
estimate. If you're not sure.
Did you meet with 20 potential clients?
35, maybe one.
And for those of youlistening via podcast later,
(01:10):
you're going to do the samelittle calculation in your head or just come up with
an estimate. How many consultationshave you had in the past month?
We're going to come back to thesenumbers in just a moment. But first,
if you love the idea offollowing super practical steps,
you got to join this month's free,
get more clients bootcampeach day of bootcamp.
(01:33):
It's going to be kind of like this.
It's going to be full of plug and playbusiness ideas to help you reach more
clients and help more people.That's the name of the game.
We did this last year and it was sosuper successful. We had so much fun.
I decided to bring it back with some newupdates that you're not going to want
to miss, and it's all free.Sign up at
(01:56):
healthcoachpower.com/getmoreclients.
I'm going to drop that right overhere in my Facebook chat area
and say hello to Jenny and hello toLonnie. It's so nice to see you guys here.
I should also mention thatFastTrack 2020 fives Live Spring
cohort is also coming up quickly.
This is my most popular 12 week programand it includes all of my done for you
(02:19):
materials. So you probablywant in on that, right?
If your name's on the wait list, thisis a hot tip, names on the wait list,
you're going to get best possible pricingand bonuses. There's no obligations,
so you might as well putyour name on the list.
You'll go tohealthcoachpower.com/waitlist to
do just that.
(02:40):
And now that I got allthat out of my system,
let's go back to the question that Iasked a minute ago. How many discovery
calls are you holding orhave you held in the last
month? I see that Linda's herewith us live. That's great.
Nobody's given me any numbersthough. You guys, I got to do math.
I need your help.
(03:00):
It's important becausegenerally as health coaches,
we're offering our private coachingservices and maybe our group coaching
services during those free calls.
That's how people sign up for them.
And let's say that yourclosing rate is really high.
Let's say it's 80% and thatis really high you guys.
(03:23):
Sometimes our expectations are thatevery time we hold a consultation
call, it should result ina client. But honestly,
I mean if even your closing rateis like 50%, that's pretty good.
So I encourage you to keep track of howmany of those calls do turn into paying
clients. Alright, I got some numbers now.Jenny says zero.
(03:45):
So there's not much math todo there, Jenny, that's good.
Thanks for keeping it easy for me. Lonniesays she's had three. Linda says zero.
Okay, I am glad that you are all here.
Let's say that you got a reallyhigh closing rate and 80% it means
for every 10 free calls that you hold,
eight of them turn into paying clients.
(04:07):
And that's the kind of closing rate thatmy fast trackers see because we have a
really specific recipe forthese calls. It is so good,
but this is a really big,
but you can't offer your services10 times or sign eight clients
if you aren't booking those calls inthe first place, right? You guys, right?
(04:28):
I'm so glad that you've shown up.So we can talk about this today.
If you're like, Michelle,I want to get more clients.
I signed up for your Get MoreClients bootcamp, obviously,
how can I start signing more clients?The answer is you got to book more calls.
That's actually whatyou need to think about.
You don't need to think aboutthe booking the client's part.
(04:48):
You need to think aboutthe booking the calls part.
So that's what today's episodeis all about. Most of you,
it's not just Lonnie, it's not justLinda. Most of you who are listening,
we're in our Facebook group, are likebook a free call, book a free call,
and you just hearing crickets callsare not getting on your calendar,
(05:10):
and it's like what nobody wants.What we have to offer is that it,
even though just look around,
so many people are looking for helpwith their health and they are spending
money on their health. You seewhat people are spending money on,
they are really truly inneed of your services.
(05:32):
So it's like what gives,
today I'm sharing a simple twistto get more calls booked on your
calendar and make those callsa lot more fun too. So the
problem is that a free call,
whether you're saying discoverycall or consultation call,
what are you guys saying? Doyou have another name for it?
(05:52):
Everyone knows thatregardless of what we call it,
it's a chance for themto be sold on something.
If they get themselves on yourcalendar, they're basically like,
please sell me something. Sothat's a little frightening.
And what you're going to get typicallywhen you're like, book a free call,
your website says, book a free call,click here to book a free call.
(06:15):
You are going to getsome very few people to
do that who are like, yes,
I want to know about workingwith this coach. That's like,
I don't know, half a percent of people.
And then you're going to get onthe other side of the spectrum,
those who are like, noway am I buying anything,
(06:35):
but let's see what I can get for free.A lot of times they don't even show up
though. They're not serious at all.
But then you got to think aboutall those people in the middle.
They aren't jumping to necessarilyhire a health coach today probably
because they don't really understand whathealth Coach is or what they would get
(06:57):
from this call. Would it really be worththeir time to put it on the calendar?
And similarly, it's vague,
it's overused. They've heard it amillion times. It sounds salesy.
It doesn't promise any inherentvalue, it implies a sales pitch.
They're not raisingtheir hand for that even
(07:19):
though they are having health issues.
They do want help to solve thosehealth issues and they're willing
to spend money to solve theirproblems, but they're tuning you out.
So instead of offeringa generic free call,
what if,
(07:40):
and this is where you're going tostart taking notes. So get a pen ready,
and if you're listening and you'redriving or you're listening and you're out
for a run, that's okay. You can alwayscome back and listen again later.
What if you gave peoplea specific valuable
reason to want to book a call with you?
Just think about that for amoment. What would that be like?
(08:04):
This is something that I'm going tocover more in depth during our Get More
Clients bootcamp, by the way. Buthere's what I'm talking about,
A specific reason to book a call thatthis potential client can see the value
in right away, such as,
here's something that I did inmy own health coaching practice.
Instead of book a free consultation,
(08:26):
I emailed my list and I offereda free food diary review.
All they had to do was complete a threeday food diary, very simple breakfast,
lunch,
dinner. It wasn't like they had tomeasure everything down to the quarter cup
and they just said, fill that outand send it to me by a certain date.
And then we got on a calltogether to talk through it.
(08:50):
What comes up when you discuss somebody'sfood diary, their health issues,
obviously they're food issues.
You have a chance toask all kinds of related
questions and get to know this personand vice versa. And what do you know?
That's the conversation thatyou want to find yourself in.
(09:11):
So what do you think about that idea?
You think you could offera free food diary review?
Do you think people would go for that?
Does it feel a little more comfortablethan saying free discovery call?
We're going to discover, I don't know.
I'm going to give you a few other ideasfor a value-driven specific C like
this. But keep in mind that younever on any of these calls,
(09:34):
regardless of what the theme is,
you never have to let your brainget picked or find yourself
giving away your expertise forfree. That's not what this is about.
You're always coaching.
You're always asking questions regardlessof how you invited them into the call.
You're always in a coach role.
(09:54):
You're helping this persondiscover their next best move,
which as we know as a good coach,
we trust that each individualalready knows that.
They already know for themselveswhat their next best move should be.
We're just helping them revealit. So if you're ever like, Ew,
I don't want to be salesy,just remember you're not.
(10:15):
You're just coaching someone tomake the best decision for themself.
So Linda says she thinks this is genius.Linda, you got to try it. Jenny says,
I love that idea. I'm going to stealit. Steal it. Everyone just take it.
It's free for the taking ideas todayare just going to be popping off,
and I want you to take all of it andrun with it, but promise me something.
(10:36):
Do it this week. There'sno reason why not.
And if you just do it very quicklyand you get it out there and
whatever, and then you think, oh, Icould have done it a little differently,
or maybe I should have used oneof Michelle's other ideas, great,
do that next week.
There's no limit to how many timesyou can offer something like this.
(10:57):
Jenny says,
the food diary is such a great way toentice them to book the call and for the
right people, and we'll talkabout that more in just a second.
Linda says she's going use it withher mailing list. Deanna says,
how would this work if you arean intuitive eating coach? Yeah,
so let's talk about otherideas. The point is,
we got to get them on the call to dosomething that they're interested in.
(11:18):
That's it. That's thesecret. That's the formula.
So to answer Deanna's question,because for umpteen different reasons,
maybe you don't want to do a food diaryreview or maybe you did it this week,
but next week you wantto do something else.
There are actually so many ways toframe a call like this and make it
even more targeted to aparticular niche. Remember,
(11:41):
it just has to be something thatthey want, not what you want,
what they want, such as,
let's say that you're talking to agroup of people who are suffering
tremendously from eczema.
You could invite them to aneczema solution assessment.
Doesn't that sound like it'sgoing to be helpful for them?
(12:01):
They're going to get solutionsand they're going to be assessed.
That's better than a discovery call.
And so maybe your potential client inthat case is going to answer a list of
questions related to theireczema, their symptoms,
their diet, their lifestyle.
You can make it as thorough ofa questionnaire as you want.
Use the call to reviewit together. Same thing.
(12:24):
It gives you an opportunity to startasking questions to get to know this
person, for them to get to know you. Doesthat help you start thinking about it?
Deanna, what do you think you could offerif you want to work with women around
intuitive eating, whatis it that they want?
Jenny says, I am a diabetes preventionhealth coach. The food diary is great,
(12:46):
but what are the options can Ioffer? Okay, keep listening. Jenny,
I got a few more I'm goingto throw out for you.
And guess what else where alot of these ideas came from?
Because in my own healthcoaching practice,
I tended to work with type A,
stressed out women around losingweight around autoimmunity issues.
So I'm very, I know thatwoman very, very well.
(13:09):
You guys could have alldifferent specialties. I'm not an expert in all of them.
How could I possibly be? So Iwent to chat GPT and I asked,
I kind of put in this idea and it spitout a list of 10 different ideas for a
call.
I just plucked out a few of them toshare with you today that I thought were
particularly good or thatI kind of massaged them a little bit to be more what I
was looking for.But anyway,
(13:31):
invite people to an assessment of theirsymptoms of what's going on in their
life so that not just for the heck of itso that they can get solution to their
big problem. And that example, itwas eczema. Alright, how about this?
This would be something that actuallywould've worked in my health coaching
practice had I thought about it.How about a stress and sleep?
(13:53):
This is for the woman who cannot sleep.
This is for the woman who isordering those CBD gummies off
Instagram to try to help her sleep.
Nothing's been working and she'spopping melatonins left and right.
What if you got together to pinpointwhy this person isn't sleeping
again,
it's going to be in the form of aconversation where you're asking lots of
(14:13):
questions and talk abouta plan to fix her sleep.
Spoiler alert,
the plan is your coaching program.So you're never on these
calls like, okay,
well what do you think about eatingmore dark leafy greens or anything like
that?
You're not getting to the solution onthe call except to say that the solution
(14:37):
would be to work with you.
So a plan to fix it would look like, Hey,
and I'm going to talk to you in a secondabout how to segue from the topic that
you got them on the call to actuallypitching your program. Linda said, yes,
yes, yes. Something aroundsleep is germinating in my head as you were talking.
(14:57):
When someone cannot sleep,
and I know because I've gonethrough periods of this myself,
they want to talk about it, right?
They want to tell you what timethey're waking up every night.
They want to tell you exactly whatthe problem. I mean most people do.
You're inviting them to aconversation to essentially complain,
that's not the right word, probably,or very professional to use that word,
(15:17):
but really ask people tocomplain and they will talk.
That is a good way to get theminto a conversation. Alright,
how about a sugar cravingsmakeover or a family
meal planning session? Get together,start putting together a meal plan.
You're going to have to ask questions.
(15:38):
What's going on withyour kids picky eating?
What do you mean that you'remaking three meals every night?
That could be a great segue into talkingabout what's going on in that household
and various health issues.What about an energy audit?
Think about your clientele. By the way,
think about your audience and thinkabout yourself, your personality.
(16:00):
The word audit is going to appeal very,
very much to certain people.
If you're working with you're intendingtarget markets that you're working with,
accountants offer them an energy audit.
You know what I mean? That'sreally going to work for them,
but I'm sharing all different waysto frame this. It could be a planning
session, it could be a makeover.
(16:22):
Choose words that resonate with you andwith the type of person that you want to
work with. You get the idea. Anyideas coming up for you guys?
For those of you that are here live,throw some stuff out here in the chat.
What do you think you canoffer? We can help brainstorm,
we can help workshop it if youjust even put a bad idea out there.
That's how most of my ideasstart as terrible ideas,
(16:46):
and then they kind of evolvefrom there. Deanna says,
I could do what is yourmindset around food assessment?
So that's a great starting point, andthen if you think what does she want?
Does she want to know whather mindset is around food?
I'm just guessing she probably wantssomething like, how do I stop over eating?
(17:10):
Or what is her desire?I want to lose weight,
but I don't want a diet.
Maybe it's the non diet or yourdiet makeover or your non-diet
planning session.
Any of those things that I justshared just swap in the desired result
for the other ideas that I shared earlier,
(17:34):
right? As long as it's clear,as long as it's helpful,
as long as it gives them acompelling reason to take action,
it's going to be compellingbecause they want the outcome.
They want the solution totheir eczema, for example. Now,
once they book any of thesesuper valuable calls with you,
it's going to flow naturallyinto some deeper coaching.
(17:57):
The opportunity is there,and I will also say to you,
if you don't think this person is agood fit for what you're offering,
if you don't want to workwith them for any reason,
then you can just make it a nicequick call. You talk about the issue.
Don't ask too many deeper coachingquestions and then get off the call.
It doesn't have to turn intoa pitch unless you want it to,
(18:18):
and I encourage you to be discerningabout that because have you ever ended up
with a client who waslike the wrong client?
It's so draining and you wish that youhad never offered them your program in
the first place. So be discerningnow on all of these calls,
you are going to be giving some value,
but it is about having that conversationthat allows you to ask the big
(18:40):
questions and it makes thethink to themselves, wow,
I love this. I need the support.Wow, this has been so enlightening.
I remember doing a food diary reviewwith one of my health coaching clients.
Her name is Martha. It was the firsttime that I ever spoke with her,
although she had been in my world,
she'd been on my mailing list. She wasprobably following me on social media and
(19:02):
stuff like that,
but I didn't know who she was untilshe booked the food diary review.
She had a long history of yo-yo dieting,
but by the end of the call,
we also had gotten into talkingabout her digestive issues,
which were significant, and I justknew that she would be a perfect,
perfect client. So if it's afit like Martha was, for me,
(19:26):
what you can do issimply ask maybe about 15
minutes into a 30 minute call. You couldsimply ask or whenever it makes sense,
but roughly,
I would try to keep these calls to 30minutes and somewhere around that 15
minute mark, would you like to hearmore about how I work with clients?
Now? It helps if prior to thatyou've dropped a couple hints
(19:49):
that you work with clients. You couldsay with Martha, I could say, oh,
that's funny that you mention you haveso many. I remember her talking about her
handbags. She said,
I have so many handbags and pursesbecause a handbag always fits.
Her size was alwayschanging in her clothing,
so she always put a lot of money intobuying handbags. They always fit,
(20:11):
and maybe I say somethinglike, oh, that's funny.
A lot of my clients talk about theirhandbags and also shoes for the same
reason, so I can just mention my clients.
If you can do that two, three times prior,
when you get to that part where you say,
would you like to hear moreabout how I work with clients?
They're going to be like, yeah, I would,
(20:35):
especially if you kind ofhinted or indicated to them that you've helped clients
see success or that it'spossible for them to see success.
It doesn't even have to be about yourown clients. You could just be like, oh,
I know a woman was dealing with that samekind of eczema. She's doing great now.
It just makes them feellike warm and fuzzy inside.
There's a light at theend of the tunnel, right?
(20:56):
So I'm going to say it onemore time. Write this down.
Would you like to hear moreabout how I work with clients?
That's how I always phrase this kindof thing. Then you're off to the races.
Now, by the way, Martha endedup being one of my most amazing,
memorable clients ever. She had, again,
she'd never taken me up on theoffer for a free consultation,
(21:18):
but a food diary review.Sorry, that was hard to say.
She was in and she signed up as aprivate client during that food diary
review. That is hard to say. Jenny says,
what about grocery list andlabel reading sessions? Yes,
but this is the hardest ship brain shiftfor health coaches to make. So reach
(21:40):
up into your brain and turn itaround like this. Nobody wants,
the desired result is never like,oh, I wish I could read labels,
but maybe it's like,
I need to avoid gluten becauseI was just diagnosed with celiac
disease. So a session to help them read,
(22:03):
make sure it's tied to the desiredoutcome. It's not just like,
let's get together and readlabels. Just like I said,
a family meal planning session.
You could probably argue that that wasa little bit not about a result either,
but I think most moms,
they do want that meal plan that'sgoing to organize their life anyway,
so just be careful about that. Youcan put together a grocery list.
(22:25):
You could even do a pantry makeover,
but tie it to the problem thatthey're trying to solve that would
really make that strong. Alright.
The overarching theme here that I wantyou to walk away with is that getting
clients doesn't have to be supercomplicated. It doesn't have to
involve social mediaalgorithms or funnels.
(22:49):
It's just really abouthaving conversations.
We all can have conversations.
We can put down the phone and we canstop worrying about hashtags and all that
kind of thing, and we canjust have more conversations.
That's what we're talking about today,
how to invite people into conversationsin a way that they're going to say yes.
(23:10):
And what we've talked about today isjust one of the strategies that we're
covering in the Get MoreClients Bootcamp. Trust me,
you are not going to want to missthis. It is free. It is happening soon,
and it's going to help youbook more clients and those calls in the first place.
Like I said, you want to have moreclients, you got to have more calls.
So go sign up now.
(23:30):
It's athealthcoachpower.com/getmoreclients.
And if you're interested in thisSpring's Live FastTrack cohort,
remember the wait list is open for
that at healthcoachpower.com/waitlist.
Thank you so much for joining metoday, and I'll see you guys next week.
Hey there, health coaches,welcome back to another episode.
I'm really excited to give you somepractical ideas today that you can
totally run with.
It's not going to take you amonth or a year to implement.
You can listen to this episode.
You can turn around andgive these ideas a try,
and you can book more calls withpotential clients starting today.
(00:24):
So that's exciting, right? Areyou with me? If you are here live,
go ahead and say hi in the commentsand leave any questions as we go along.
Same thing goes for all your replaywatchers inside our Facebook group or even
on YouTube. Oh my God, we'reeverywhere. What I really want to know,
and I'm hoping we'll get enough feedbackfrom those of you that are here live
with me. I mean, I do these live for areason, right? Tell me in the comments,
(00:48):
how many free consultations or howmany consultations or discovery
calls have you held in the last month?Just an
estimate. If you're not sure.
Did you meet with 20 potential clients?
35, maybe one.
And for those of youlistening via podcast later,
(01:10):
you're going to do the samelittle calculation in your head or just come up with
an estimate. How many consultationshave you had in the past month?
We're going to come back to thesenumbers in just a moment. But first,
if you love the idea offollowing super practical steps,
you got to join this month's free,
get more clients bootcampeach day of bootcamp.
(01:33):
It's going to be kind of like this.
It's going to be full of plug and playbusiness ideas to help you reach more
clients and help more people.That's the name of the game.
We did this last year and it was sosuper successful. We had so much fun.
I decided to bring it back with some newupdates that you're not going to want
to miss, and it's all free.Sign up at
(01:56):
healthcoachpower.com/getmoreclients.
I'm going to drop that right overhere in my Facebook chat area
and say hello to Jenny and hello toLonnie. It's so nice to see you guys here.
I should also mention thatFastTrack 2020 fives Live Spring
cohort is also coming up quickly.
This is my most popular 12 week programand it includes all of my done for you
(02:19):
materials. So you probablywant in on that, right?
If your name's on the wait list, thisis a hot tip, names on the wait list,
you're going to get best possible pricingand bonuses. There's no obligations,
so you might as well putyour name on the list.
You'll go tohealthcoachpower.com/waitlist to
do just that.
(02:40):
And now that I got allthat out of my system,
let's go back to the question that Iasked a minute ago. How many discovery
calls are you holding orhave you held in the last
month? I see that Linda's herewith us live. That's great.
Nobody's given me any numbersthough. You guys, I got to do math.
I need your help.
(03:00):
It's important becausegenerally as health coaches,
we're offering our private coachingservices and maybe our group coaching
services during those free calls.
That's how people sign up for them.
And let's say that yourclosing rate is really high.
Let's say it's 80% and thatis really high you guys.
(03:23):
Sometimes our expectations are thatevery time we hold a consultation
call, it should result ina client. But honestly,
I mean if even your closing rateis like 50%, that's pretty good.
So I encourage you to keep track of howmany of those calls do turn into paying
clients. Alright, I got some numbers now.Jenny says zero.
(03:45):
So there's not much math todo there, Jenny, that's good.
Thanks for keeping it easy for me. Lonniesays she's had three. Linda says zero.
Okay, I am glad that you are all here.
Let's say that you got a reallyhigh closing rate and 80% it means
for every 10 free calls that you hold,
eight of them turn into paying clients.
(04:07):
And that's the kind of closing rate thatmy fast trackers see because we have a
really specific recipe forthese calls. It is so good,
but this is a really big,
but you can't offer your services10 times or sign eight clients
if you aren't booking those calls inthe first place, right? You guys, right?
(04:28):
I'm so glad that you've shown up.So we can talk about this today.
If you're like, Michelle,I want to get more clients.
I signed up for your Get MoreClients bootcamp, obviously,
how can I start signing more clients?The answer is you got to book more calls.
That's actually whatyou need to think about.
You don't need to think aboutthe booking the client's part.
(04:48):
You need to think aboutthe booking the calls part.
So that's what today's episodeis all about. Most of you,
it's not just Lonnie, it's not justLinda. Most of you who are listening,
we're in our Facebook group, are likebook a free call, book a free call,
and you just hearing crickets callsare not getting on your calendar,
(05:10):
and it's like what nobody wants.What we have to offer is that it,
even though just look around,
so many people are looking for helpwith their health and they are spending
money on their health. You seewhat people are spending money on,
they are really truly inneed of your services.
(05:32):
So it's like what gives,
today I'm sharing a simple twistto get more calls booked on your
calendar and make those callsa lot more fun too. So the
problem is that a free call,
whether you're saying discoverycall or consultation call,
what are you guys saying? Doyou have another name for it?
(05:52):
Everyone knows thatregardless of what we call it,
it's a chance for themto be sold on something.
If they get themselves on yourcalendar, they're basically like,
please sell me something. Sothat's a little frightening.
And what you're going to get typicallywhen you're like, book a free call,
your website says, book a free call,click here to book a free call.
(06:15):
You are going to getsome very few people to
do that who are like, yes,
I want to know about workingwith this coach. That's like,
I don't know, half a percent of people.
And then you're going to get onthe other side of the spectrum,
those who are like, noway am I buying anything,
(06:35):
but let's see what I can get for free.A lot of times they don't even show up
though. They're not serious at all.
But then you got to think aboutall those people in the middle.
They aren't jumping to necessarilyhire a health coach today probably
because they don't really understand whathealth Coach is or what they would get
(06:57):
from this call. Would it really be worththeir time to put it on the calendar?
And similarly, it's vague,
it's overused. They've heard it amillion times. It sounds salesy.
It doesn't promise any inherentvalue, it implies a sales pitch.
They're not raisingtheir hand for that even
(07:19):
though they are having health issues.
They do want help to solve thosehealth issues and they're willing
to spend money to solve theirproblems, but they're tuning you out.
So instead of offeringa generic free call,
what if,
(07:40):
and this is where you're going tostart taking notes. So get a pen ready,
and if you're listening and you'redriving or you're listening and you're out
for a run, that's okay. You can alwayscome back and listen again later.
What if you gave peoplea specific valuable
reason to want to book a call with you?
Just think about that for amoment. What would that be like?
(08:04):
This is something that I'm going tocover more in depth during our Get More
Clients bootcamp, by the way. Buthere's what I'm talking about,
A specific reason to book a call thatthis potential client can see the value
in right away, such as,
here's something that I did inmy own health coaching practice.
Instead of book a free consultation,
(08:26):
I emailed my list and I offereda free food diary review.
All they had to do was complete a threeday food diary, very simple breakfast,
lunch,
dinner. It wasn't like they had tomeasure everything down to the quarter cup
and they just said, fill that outand send it to me by a certain date.
And then we got on a calltogether to talk through it.
(08:50):
What comes up when you discuss somebody'sfood diary, their health issues,
obviously they're food issues.
You have a chance toask all kinds of related
questions and get to know this personand vice versa. And what do you know?
That's the conversation thatyou want to find yourself in.
(09:11):
So what do you think about that idea?
You think you could offera free food diary review?
Do you think people would go for that?
Does it feel a little more comfortablethan saying free discovery call?
We're going to discover, I don't know.
I'm going to give you a few other ideasfor a value-driven specific C like
this. But keep in mind that younever on any of these calls,
(09:34):
regardless of what the theme is,
you never have to let your brainget picked or find yourself
giving away your expertise forfree. That's not what this is about.
You're always coaching.
You're always asking questions regardlessof how you invited them into the call.
You're always in a coach role.
(09:54):
You're helping this persondiscover their next best move,
which as we know as a good coach,
we trust that each individualalready knows that.
They already know for themselveswhat their next best move should be.
We're just helping them revealit. So if you're ever like, Ew,
I don't want to be salesy,just remember you're not.
(10:15):
You're just coaching someone tomake the best decision for themself.
So Linda says she thinks this is genius.Linda, you got to try it. Jenny says,
I love that idea. I'm going to stealit. Steal it. Everyone just take it.
It's free for the taking ideas todayare just going to be popping off,
and I want you to take all of it andrun with it, but promise me something.
(10:36):
Do it this week. There'sno reason why not.
And if you just do it very quicklyand you get it out there and
whatever, and then you think, oh, Icould have done it a little differently,
or maybe I should have used oneof Michelle's other ideas, great,
do that next week.
There's no limit to how many timesyou can offer something like this.
(10:57):
Jenny says,
the food diary is such a great way toentice them to book the call and for the
right people, and we'll talkabout that more in just a second.
Linda says she's going use it withher mailing list. Deanna says,
how would this work if you arean intuitive eating coach? Yeah,
so let's talk about otherideas. The point is,
we got to get them on the call to dosomething that they're interested in.
(11:18):
That's it. That's thesecret. That's the formula.
So to answer Deanna's question,because for umpteen different reasons,
maybe you don't want to do a food diaryreview or maybe you did it this week,
but next week you wantto do something else.
There are actually so many ways toframe a call like this and make it
even more targeted to aparticular niche. Remember,
(11:41):
it just has to be something thatthey want, not what you want,
what they want, such as,
let's say that you're talking to agroup of people who are suffering
tremendously from eczema.
You could invite them to aneczema solution assessment.
Doesn't that sound like it'sgoing to be helpful for them?
(12:01):
They're going to get solutionsand they're going to be assessed.
That's better than a discovery call.
And so maybe your potential client inthat case is going to answer a list of
questions related to theireczema, their symptoms,
their diet, their lifestyle.
You can make it as thorough ofa questionnaire as you want.
Use the call to reviewit together. Same thing.
(12:24):
It gives you an opportunity to startasking questions to get to know this
person, for them to get to know you. Doesthat help you start thinking about it?
Deanna, what do you think you could offerif you want to work with women around
intuitive eating, whatis it that they want?
Jenny says, I am a diabetes preventionhealth coach. The food diary is great,
(12:46):
but what are the options can Ioffer? Okay, keep listening. Jenny,
I got a few more I'm goingto throw out for you.
And guess what else where alot of these ideas came from?
Because in my own healthcoaching practice,
I tended to work with type A,
stressed out women around losingweight around autoimmunity issues.
So I'm very, I know thatwoman very, very well.
(13:09):
You guys could have alldifferent specialties. I'm not an expert in all of them.
How could I possibly be? So Iwent to chat GPT and I asked,
I kind of put in this idea and it spitout a list of 10 different ideas for a
call.
I just plucked out a few of them toshare with you today that I thought were
particularly good or thatI kind of massaged them a little bit to be more what I
was looking for.But anyway,
(13:31):
invite people to an assessment of theirsymptoms of what's going on in their
life so that not just for the heck of itso that they can get solution to their
big problem. And that example, itwas eczema. Alright, how about this?
This would be something that actuallywould've worked in my health coaching
practice had I thought about it.How about a stress and sleep?
(13:53):
This is for the woman who cannot sleep.
This is for the woman who isordering those CBD gummies off
Instagram to try to help her sleep.
Nothing's been working and she'spopping melatonins left and right.
What if you got together to pinpointwhy this person isn't sleeping
again,
it's going to be in the form of aconversation where you're asking lots of
(14:13):
questions and talk abouta plan to fix her sleep.
Spoiler alert,
the plan is your coaching program.So you're never on these
calls like, okay,
well what do you think about eatingmore dark leafy greens or anything like
that?
You're not getting to the solution onthe call except to say that the solution
(14:37):
would be to work with you.
So a plan to fix it would look like, Hey,
and I'm going to talk to you in a secondabout how to segue from the topic that
you got them on the call to actuallypitching your program. Linda said, yes,
yes, yes. Something aroundsleep is germinating in my head as you were talking.
(14:57):
When someone cannot sleep,
and I know because I've gonethrough periods of this myself,
they want to talk about it, right?
They want to tell you what timethey're waking up every night.
They want to tell you exactly whatthe problem. I mean most people do.
You're inviting them to aconversation to essentially complain,
that's not the right word, probably,or very professional to use that word,
(15:17):
but really ask people tocomplain and they will talk.
That is a good way to get theminto a conversation. Alright,
how about a sugar cravingsmakeover or a family
meal planning session? Get together,start putting together a meal plan.
You're going to have to ask questions.
(15:38):
What's going on withyour kids picky eating?
What do you mean that you'remaking three meals every night?
That could be a great segue into talkingabout what's going on in that household
and various health issues.What about an energy audit?
Think about your clientele. By the way,
think about your audience and thinkabout yourself, your personality.
(16:00):
The word audit is going to appeal very,
very much to certain people.
If you're working with you're intendingtarget markets that you're working with,
accountants offer them an energy audit.
You know what I mean? That'sreally going to work for them,
but I'm sharing all different waysto frame this. It could be a planning
session, it could be a makeover.
(16:22):
Choose words that resonate with you andwith the type of person that you want to
work with. You get the idea. Anyideas coming up for you guys?
For those of you that are here live,throw some stuff out here in the chat.
What do you think you canoffer? We can help brainstorm,
we can help workshop it if youjust even put a bad idea out there.
That's how most of my ideasstart as terrible ideas,
(16:46):
and then they kind of evolvefrom there. Deanna says,
I could do what is yourmindset around food assessment?
So that's a great starting point, andthen if you think what does she want?
Does she want to know whather mindset is around food?
I'm just guessing she probably wantssomething like, how do I stop over eating?
(17:10):
Or what is her desire?I want to lose weight,
but I don't want a diet.
Maybe it's the non diet or yourdiet makeover or your non-diet
planning session.
Any of those things that I justshared just swap in the desired result
for the other ideas that I shared earlier,
(17:34):
right? As long as it's clear,as long as it's helpful,
as long as it gives them acompelling reason to take action,
it's going to be compellingbecause they want the outcome.
They want the solution totheir eczema, for example. Now,
once they book any of thesesuper valuable calls with you,
it's going to flow naturallyinto some deeper coaching.
(17:57):
The opportunity is there,and I will also say to you,
if you don't think this person is agood fit for what you're offering,
if you don't want to workwith them for any reason,
then you can just make it a nicequick call. You talk about the issue.
Don't ask too many deeper coachingquestions and then get off the call.
It doesn't have to turn intoa pitch unless you want it to,
(18:18):
and I encourage you to be discerningabout that because have you ever ended up
with a client who waslike the wrong client?
It's so draining and you wish that youhad never offered them your program in
the first place. So be discerningnow on all of these calls,
you are going to be giving some value,
but it is about having that conversationthat allows you to ask the big
(18:40):
questions and it makes thethink to themselves, wow,
I love this. I need the support.Wow, this has been so enlightening.
I remember doing a food diary reviewwith one of my health coaching clients.
Her name is Martha. It was the firsttime that I ever spoke with her,
although she had been in my world,
she'd been on my mailing list. She wasprobably following me on social media and
(19:02):
stuff like that,
but I didn't know who she was untilshe booked the food diary review.
She had a long history of yo-yo dieting,
but by the end of the call,
we also had gotten into talkingabout her digestive issues,
which were significant, and I justknew that she would be a perfect,
perfect client. So if it's afit like Martha was, for me,
(19:26):
what you can do issimply ask maybe about 15
minutes into a 30 minute call. You couldsimply ask or whenever it makes sense,
but roughly,
I would try to keep these calls to 30minutes and somewhere around that 15
minute mark, would you like to hearmore about how I work with clients?
Now? It helps if prior to thatyou've dropped a couple hints
(19:49):
that you work with clients. You couldsay with Martha, I could say, oh,
that's funny that you mention you haveso many. I remember her talking about her
handbags. She said,
I have so many handbags and pursesbecause a handbag always fits.
Her size was alwayschanging in her clothing,
so she always put a lot of money intobuying handbags. They always fit,
(20:11):
and maybe I say somethinglike, oh, that's funny.
A lot of my clients talk about theirhandbags and also shoes for the same
reason, so I can just mention my clients.
If you can do that two, three times prior,
when you get to that part where you say,
would you like to hear moreabout how I work with clients?
They're going to be like, yeah, I would,
(20:35):
especially if you kind ofhinted or indicated to them that you've helped clients
see success or that it'spossible for them to see success.
It doesn't even have to be about yourown clients. You could just be like, oh,
I know a woman was dealing with that samekind of eczema. She's doing great now.
It just makes them feellike warm and fuzzy inside.
There's a light at theend of the tunnel, right?
(20:56):
So I'm going to say it onemore time. Write this down.
Would you like to hear moreabout how I work with clients?
That's how I always phrase this kindof thing. Then you're off to the races.
Now, by the way, Martha endedup being one of my most amazing,
memorable clients ever. She had, again,
she'd never taken me up on theoffer for a free consultation,
(21:18):
but a food diary review.Sorry, that was hard to say.
She was in and she signed up as aprivate client during that food diary
review. That is hard to say. Jenny says,
what about grocery list andlabel reading sessions? Yes,
but this is the hardest ship brain shiftfor health coaches to make. So reach
(21:40):
up into your brain and turn itaround like this. Nobody wants,
the desired result is never like,oh, I wish I could read labels,
but maybe it's like,
I need to avoid gluten becauseI was just diagnosed with celiac
disease. So a session to help them read,
(22:03):
make sure it's tied to the desiredoutcome. It's not just like,
let's get together and readlabels. Just like I said,
a family meal planning session.
You could probably argue that that wasa little bit not about a result either,
but I think most moms,
they do want that meal plan that'sgoing to organize their life anyway,
so just be careful about that. Youcan put together a grocery list.
(22:25):
You could even do a pantry makeover,
but tie it to the problem thatthey're trying to solve that would
really make that strong. Alright.
The overarching theme here that I wantyou to walk away with is that getting
clients doesn't have to be supercomplicated. It doesn't have to
involve social mediaalgorithms or funnels.
(22:49):
It's just really abouthaving conversations.
We all can have conversations.
We can put down the phone and we canstop worrying about hashtags and all that
kind of thing, and we canjust have more conversations.
That's what we're talking about today,
how to invite people into conversationsin a way that they're going to say yes.
(23:10):
And what we've talked about today isjust one of the strategies that we're
covering in the Get MoreClients Bootcamp. Trust me,
you are not going to want to missthis. It is free. It is happening soon,
and it's going to help youbook more clients and those calls in the first place.
Like I said, you want to have moreclients, you got to have more calls.
So go sign up now.
(23:30):
It's athealthcoachpower.com/getmoreclients.
And if you're interested in thisSpring's Live FastTrack cohort,
remember the wait list is open for
that at healthcoachpower.com/waitlist.
Thank you so much for joining metoday, and I'll see you guys next week.
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