Establish Yourself®: Clear Brand Messaging, Offers, and Systems for Coaches and Consultants

45. The Feel-Good Discovery Call: Book Clients Without Sleaze, Scripts, or Giving Away the Farm

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Oct 28, 2025

Discover how to transform your discovery calls from overwhelming to engaging. Learn why overgiving can hurt your chances of booking clients. Shift your mindset to view sales as a service rather than pressure. Master the art of framing the call with purpose and focus. Unlock the secret question that keeps your conversation productive. Explore a unique structure for listening and matching solutions, and find out how a simple one-page offer can clarify your services. Wrap it all up with practical rules for feel-good, pressure-free consultations!

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ADVICE

Stop Overgiving On Calls

Avoid giving away full solutions on discovery calls because it overwhelms prospects and reduces conversions.
Treat calls as decision-making moments, not free coaching sessions, to protect your time and value.

ANECDOTE

Early Overgiving Led To No Clients

Early in her business Annie gave away audits and strategy on calls to prove value.
She found prospects left overwhelmed and did not hire her, prompting a change in approach.

INSIGHT

Free Advice Lacks Skin In The Game

Prospects rarely implement free advice because they lack skin in the game and accountability.
That means free coaching can undermine your ability to demonstrate actual transformation.

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If you’ve ever gotten off a discovery call thinking, “Oh, maybe I gave away so much—and I’m still not sure they're gonna hire me now,” this episode is for you.

After leading more than 750 free consultations, I’ve learned that overgiving doesn’t lead to more yeses—it leads to burnout, confusion, and missed connections.

In this episode, I’m pulling back the curtain on how I run Feel-Good Discovery Calls—the kind that protect your time, communicate your value, and help the right clients say yes without pressure, pitch decks, or pretense.

Whether you’re booking 2 or 20 consults a month, you’ll walk away with a fresh perspective on what it really takes to turn free conversations into paid client work—without sleaze, scripts, or giving away the farm.

🎯 YOU'LL DISCOVER

Why treating discovery calls as a pure "free sample" may be hurting your business
The #1 question I ask that keeps every call focused and productive
How I structure 20-minute calls to listen and lead (without a script)
A simple tool that’s helped me sell over $600K in services—without a sales page

🙌 PUT THIS INTO ACTION

Ready to show up clear and confident on every discovery call?

👉 Set your own free consult with me to explore Package Your Process™ with the Expert

This is my 1:1 service where we clarify your message, refine your offer, and create the tools you need to attract and book clients in feel-good discovery calls—like a one-pager, brand clarity, and more.

I'm now booking dates for January 2026, so be sure to set a time soon to talk if you're curious to work together early next year! (Tip: I take December off, so now is the best time to chat if you're interested)

🎧 DIVE INTO THESE RELATED EPISODES

Episode 13 (Sleaze-free Sales Tips) | How to Sell Without Sleaze: Authentic Sales Tips for Coaches & Consultants
Episode 1 (Offer One-Pagers) | How To Sell Confidently Without Sales Pages: My Quick 1-Pager Strategy
Episode 43 (Free Samples in Your Content) | Wondering if You’re Giving Away Too Much for Free? Try the Costco Sample Strategy

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