How to Run a Client Discovery Call That Converts (Step by-Step)
A discovery call is often the first interaction a potential client has with you, making it crucial to run a client discovery call effectively. This is your chance to make a strong first impression, build rapport, and confidently present your services. Without a clear structure, these calls can feel unorganized or lead to awkward conversations—especially when discussing pricing.
By following a well-planned approach, you can run a client discovery call that asks the right questions, highlights your value, and smoothly guides potential clients toward booking a session. In this guide, we’ll walk through a step-by-step process to help you convert more leads into paying clients while keeping the conversation professional and natural.
Step 1 - Welcome and Introduction
Starting the call with warmth and enthusiasm sets a positive tone. Thank the potential client for reaching out and let them know you’re excited to connect. Right away, establish how the conversation will flow so they know what to expect. A simple way to do this is by saying something like, “I’d love to start by learning more about your goals, then I’ll share how I can help, and finally, we’ll go over the next steps.”
Another great way to build instant rapport is by asking how they found you. This not only gives you insight into what marketing strategies are working but also makes the conversation feel more natural. Taking control early signals that you are organized, professional, and ready to guide them through the process.
Step 2 - Ask and Listen
The key to a great discovery call is making it about the client. Shift the focus to them by asking open-ended questions about their goals, challenges, and motivations. Some of the best questions to ask include:
- “What made you reach out today?”
- “What are you hoping to achieve in the next three to six months?”
- “Why is this goal important to you?”
- “Have you worked with a trainer before?”
As they answer, practice active listening. Take notes and occasionally repeat back what you’ve heard to confirm your understanding. For example, “It sounds like your main goal is to build strength and improve energy levels, and you’d like to work out three times a week—does that sound right?”
This step not only ensures you’re gathering the right information but also makes the client feel heard and valued. When potential clients feel understood, they’re far more likely to trust you and commit to working with you.
Step 3 - Recap and Share How You Can Help
Once you’ve gathered their answers, briefly recap their goals to reinforce that you were paying attention. Then, transition into explaining how you can help. This is your chance to highlight your expertise, experience, and what sets you apart.
For example, if they want to improve strength and energy, you could say: “Based on what you’ve shared, my training approach focuses on progressive strength building and energy-boosting workouts. I’ve worked with clients in similar situations who have seen great results with this structure.”
This is where you build credibility by sharing relevant success stories or examples that align with their goals. Keep it clear and results-focused, showing them why your training is the right fit for their needs.
Step 4 - The 3 Ps – Process, Programming, Pricing
Now that they understand how you can help, it’s time to talk about the three Ps: Process, Programming, and Pricing.
Start with Process by explaining what working with you looks like. Let them know you start with a complimentary session to assess their fitness level and determine the best approach. This reassures them that they won’t be locked into something before they’ve had a chance to experience your coaching style.
Move into Programming by giving them a snapshot of your training approach. Let them know that your programs are tailored to their goals, flexible, and designed to track progress over time. This helps them see that your services are structured and results-driven.
Finally, address Pricing—the part where many trainers hesitate. The key is to be confident and upfront. Instead of avoiding it or stumbling, clearly state your rates and options. A simple way to do this is by saying, “My rates are as follows: A single session is $X per hour, or a package of 10 sessions is $X per session.”
Presenting pricing confidently reinforces that your services have value. It also ensures that clients who move forward are already comfortable with the investment, making the decision to book a session easier.
Step 5 - The Big Ask
After discussing pricing, transition directly into securing the complimentary session. Offer specific time slots instead of leaving it open-ended. This increases the likelihood of them booking right away.
For example, you could say: “I have openings on Tuesday at 10 AM or Thursday at 6 PM—does either of those work for you?”
If they hesitate, be prepared to handle objections by offering a follow-up. Let them know you’re happy to send over more details or check in later if they need time to think. Keep the momentum going so they stay engaged and interested.
Step 6 - Confirm Next Steps
Once they’ve agreed to book, confirm the details before ending the call. Ask for their best email address and let them know you’ll follow up with all the necessary information, including session details and a calendar invite.
Ending the call in a clear, organized way leaves a strong final impression and ensures that they know exactly what happens next. When clients walk away from the conversation feeling informed and confident, they’re much more likely to follow through.
Final Thoughts
A structured process to run a client discovery call helps you build rapport, gather key information, and confidently present your pricing while maintaining professionalism. By following this outline, you’ll run a client discovery call that increases your conversion rate and secures more paying clients—without feeling salesy or awkward.
Need A System to Convert?
If you want ready-to-use scripts, email templates, and more tools to make your discovery calls even easier, The Client Conversion Blueprint Course has everything you need to turn leads into paying clients with confidence. These resources take the guesswork out of structuring your calls, helping you master the process from start to finish.
Get The Client Conversion Blueprint Course Here
By refining your discovery call approach, you’ll set yourself apart as a professional, build trust with potential clients, and grow your business with confidence. Start using this structure today and watch your conversion rates improve.
