Phase 1 – Setting up the appointment

When you identify a potential client, you can offer them a free consultation. The aim of the meeting is to see what he/she needs and if you can work together. It’s an opportunity for you to listen to their pains and needs. And propose a programme to help them overcome their problems or issues.

The meeting usually lasts between 15 minutes to an hour. These free sessions can give you experience and hours under your belt. You can build your coaching confidence and skills as you arrange more free consultations to begin with.

What to Send?

After the meeting is confirmed. Send them an email confirming the meeting. You can add some of the following:

  • Time and place of your meeting
  • Link to your Instagram, Facebook and website
  • If you have any blogs they might be interested in you can send the link
  • A client questionnaire for you to get to know them better. Ask them to send it back before the meeting date

Summary of Phase 1

  1. Send email with marketing links and client form
  2. Confirm time and place

Tools Needed

  • Confirmation email
  • Marketing links to your website and social media
  • Your bio or resume
  • Client questionnaire

Phase 2 – Running the Free Session

At this stage, there are no commitments on both sides. The aim of the session it to:

  • Identify what their pains are
  • What they would like to happen
  • Can you help them
  • Do you want to work with them

Asking The Right Questions

It’s crucial that you ask the right questions to understand their deeper issues. Use the questions below to stimulate the conversation and really understand your client.

At the end of the meeting, the client should be thinking three things:

  1. You are genuinely interested in their welfare
  2. You understand their pains
  3. You can help solve their problems

Making the Offer

Once you understand their issues and noted all their pains and their ideal outcome. You can start to put the offer to them.

Start by making them say yes three times. From what you heard them say, ask them questions back to show that you understand their pains.

For example, if they told you are always late for meetings and they’d like to be organised and not rushing around in the mornings. You can ask them, ‘You said to me that you’re usually late for your meetings?’ wait for a yes. That can lead to a second question, ‘you’d like to wake up in the morning, feeling organised and get to you meetings on time with no pressure?’

Then you tell them about a program and how it will solve their problems. Then state how it will work.

If it’s about Time Management. You can say that you have a 5-week programme that will help them be organised, get to their meetings on time and they won’t to worry about being late again. It will give them a solid time management plan to follow. It’s one session a week that lasts 50 minutes…. And you finish off ‘Does this sound like something that will help you?’

Assuming the Sale

The worst thing is to ask them if they’re interested. Instead assume the sale. After the say yes, ask them when they would like to start the first session.

If they want to think about it. Give them the programme details or email them the next day with your offer again.

Sending the invoice

Once they agree, send them an invoice using the Wave software. You can include a short summary of what you discussed. Only as bullet points. This has to be short.

Send them the coaching agreement as well for them to sign.

Phase 3 – Payment Received

After you receive the payment, send them a welcome email. If you haven’t already set a time for the first meeting, include this in the welcome email.

You can fill out the client form or coaching journal. Set the appointment in your schedule.

Steps of Phase 2 & 3

  1. Build rapport with your prospective client
  2. Ask the coaching questions in the Prospect to Client Script
  3. Make the offer and explain the programme or show them the guide
  4. Email the invoice and coaching agreement
  5. Send welcome email after payment received
  6. Send them any material they will need like the coaching journal


  • Consultation script
  • Programme guides
  • Coaching journal
  • Invoice
  • Welcome email template
  • Coaching agreement
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