A discovery call is where someone decides whether to work with you, and you decide whether you can help. When the first ten minutes go on basic questions, there is little time left for either. Ask the basics before the call, and spend the call on what matters.
In short
Before the call, ask what they want help with, what they have tried, how soon they want to start and how they like to work. On the call, ask what success would look like, what has stopped them so far and what support they have, then agree on a clear next step.
What a discovery call is for
A good discovery call does three things: the person feels heard, you find out whether you can help, and it ends with a clear next step. It is not a free coaching session, and it is not a hard sell.
The questions below come in two groups: quick ones people can answer with a tap before the call, and deeper ones that need a conversation.
Questions to ask before the call
- What would you like help with? A few options to tap, such as career, business, confidence or something else, plus a short text box.
- What have you already tried? A course, a book, another coach, or nothing yet. It tells you where to start.
- How soon would you like to start? This month, next month, or just exploring.
- How do you prefer to work? One-to-one, in a group, or with a self-paced course.
- What made you look for help now? One line is enough, and it is often the most useful answer.
Keep it to five questions or fewer. Any more and it starts to feel like a form.
Questions to ask on the call
Open with what they told you, then go deeper:
- “What would success look like three months from now?” Their answer becomes the goal you agree on.
- “What has stopped you so far?” Time, confidence, not knowing where to start. This is often where you can help most.
- “What support do you have around you?” Family, a team, a manager, or nobody yet.
- “How will you know this was worth it?” It sets expectations on both sides.
- “What questions do you have for me?” Leave time for theirs.
Coaching is not therapy or medical care. If someone raises health or mental health concerns, suggest they speak to a qualified professional.
How to ask before the call, on video
A short video lets people meet you before they book, and the questions take a few taps:
- Record a 15-second hello. The welcome video script guide has a coaching example.
- Ask one easy question first: “What are you looking for?” with one-to-one coaching, a group program, the online course and a call.
- Each answer plays a short clip about that option, then asks the other questions.
- Finish with name and email, and a calendar to book the discovery call.
Set it up with add a question to your video and book a call inside the video. The examples for local businesses show where each answer can lead, coaching included.
Use the answers to prepare
- Read their answers before you call, and open with their words: “You said you want help with [goal] and you have tried [thing]. Tell me more about that.”
- Skip the call when it isn’t needed. If someone only wants the online course, send them straight to it.
- Hear about each new lead straight away with lead alerts, so you have time to prepare.
Common mistakes
- Too many questions up front. A few taps is plenty; save the rest for the call.
- Coaching for free on the call. Help them see the way forward, then explain how working together would look.
- Pushing for a decision. End with a clear next step and a date to reply, not pressure.
- Different questions for everyone. Ask the same core questions each time, so calls are easy to prepare and compare.
For the trade-offs between a plain form and a video form, see video form vs contact form. More ideas for coaches are on the coaches page.