To present your life coaching offer on a discovery call, don't walk through your programme module by module. Pick up three things the person told you, show how your coaching answers them, then make one single recommendation. She needs to recognise herself in your offer, not memorise your catalogue.
Why reciting your programme makes people back away
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You spent weeks building your coaching programme. You know every session, every exercise, every bonus. So when it's time to present it, you want to show everything: the twelve sessions, the workbook, the messages between calls, the bonus session, the recordings.
To you, that feels generous. To the person on the call, it's a list. She told you about the career change that's freezing her or the relationship that's wearing her out, and you answer with a table of contents. She can no longer see the link between what she's living and what you're offering, so she says she'll think about it.
A catalogue forces her to do the translation alone, when she came to you precisely because she can't see clearly any more.
Connecting her words to your life coaching programme
Presenting an offer on a discovery call means showing the person the path from where she is today to where she told you she wants to be, using her own words. Your programme is simply how you travel that path.
During the call, write down the exact phrases she uses. Not your interpretation: her words. “I've felt stuck since the kids left home.” “It feels like I'm living someone else's life.” “I want to stop putting everything off.”
When you present, start from there:
- “You said you've felt stuck since the kids left. The first weeks are about putting words to what you want now, for you.”
- “You said you keep putting things off. Between sessions we set one action a week, and I check in with you on it.”
- “You want to feel it's your life. By the end, you leave with decisions made, not just ideas.”
Three links are enough. The rest of your programme still exists; it just doesn't need announcing. A life coaching offer sells when the person hears her own story in the description.
One recommendation, not three packages
You may have several packages to give people a choice. On the call, that choice adds a decision for someone who is already hesitating. She goes from “should I get coaching?” to “which of the three?”, and often puts off both questions.
Based on what she told you, choose the right option yourself and present it as a recommendation: “Given what you've shared, I'd suggest the three-month programme.” Guiding her is part of your role as a life coach. If another option fits her better, say so honestly; that's exactly what reassures her.
What if she asks the price straight away?
Answer plainly, then come back to her. Whether your coaching sits around €300 to €800, or from €2,000 for longer, closer support, the rule is the same: state the price clearly, without justifying it, and follow it with a question such as “What makes you hesitate most at this point?”
A price heard before she sees the link between her situation and your offer always feels expensive. The same price heard after she has recognised herself in your proposal feels logical. The order matters more than the amount.
If you'd like to rework how you present your life coaching offer on calls, book a call.
