Congratulations! You have customers interested in working with you on Leland. We’re here to help you grow your coaching business and ensure your success.
Spend just five minutes reading this article, and it will transform the way you conduct intro calls, helping you secure more clients.
🔎 Discovery — What are the client’s needs?
Before the Call
Review any information we've collected about the lead, available in your inbox on the right-hand side.
We also recommend messaging the lead before every intro call to learn more about their background and prepare for the conversation.
Template: Hi ____, thanks for reaching out. I’m really excited about the possibility of working with you [on your MBA applications, consulting recruiting, etc.]. To help me prepare for our call, could you share a bit about your professional and academic background, your goals, and the specific support you're seeking at this time? Thanks in advance!
During the Call
Validate the information you have about the lead and explore any gaps. It's crucial to understand their background, goals, and areas where they need support to effectively offer your services.
Professional / Academic Backgrounds
Timelines / Deadlines
Schools / Programs / Roles / Companies of interest
Support Needed:
Career: Resume Reviews, Application Strategy, Interview Prep, Skill Building, etc.
Schools: Application Strategy, Resume, Essays, Letters of Recommendation, Extracurriculars, Interview Prep, etc.
Test Preparation: Specific section support
⚾ Your Pitch — Why should the client work with you?
Your goal is to make the client (1) trust you and (2) believe that you are the perfect fit for their needs. If they don’t feel confident in this, they might choose another coach they've contacted. Here’s how to build that trust:
Share your background and how it aligns with their goals — this shows you’ve listened and that you care about their success.
Include success stories from clients you’ve worked with who have achieved similar outcomes to what they are aiming for.
Offer insights into their objectives to demonstrate your expertise on the topic.
➡️ Define Clear Next Steps — How should the client get started?
Now that you understand the client’s needs and have demonstrated why you are the right coach for them, it’s time to close the deal. You do this by offering a clear recommendation on how to begin coaching. Here’s what we suggest:
Explain how you would like to start working together.
“Let’s begin by reviewing your resume, then move on to networking strategy, and finally tackle interview prep as invitations start coming in.”
Use the “Recommend an Offering” feature so the client knows exactly what to purchase.
“Based on our discussion, I recommend purchasing the 2-school comprehensive package.”
“I suggest buying 3 hours through my profile so we can fully prepare for your LinkedIn APM interview.”
Encourage them to complete the purchase during the call.
“I’ve just sent you what I recommend purchasing. Take a moment to check out, and I’ll accept the order right now so we can start scheduling your paid sessions.”
Leland offers clients bulk discounts to incentivize them to purchase additional coaching. Help your client understand that the hourly price they pay will decrease as they purchase more hours. Visit your pricing page to see how clients view your offerings.
Strategies for Closing the Deal:
Create Urgency: Mention limited availability, upcoming deadlines, or expiring discounts to encourage immediate action.
Offer a Deal: Everyone loves a good deal. Provide a discount code or a custom package at a reduced rate if they book more upfront.
Capitalize on Intent: Get the customer to purchase within a few days of their intro call with you. Don’t tell them to come back in a couple of weeks or months. Have them purchase now. You can create custom packages and define the expiration + other terms so that they can begin working with you now. The moment you tell them to come back you will likely not see them surface again.
Examples:
“I’m applying to MBA programs in 2 years” — ”Awesome! Book my 6-12 hour MBA preparation package, and I’ll work with you the next two years to make sure you are ready to apply (application strategy, school selection, extracurriculars, timeline planning, etc.)”
“I’m thinking I’ll start consulting prep in a couple of months” — ”Getting good at casing takes a lot of time and effort. I’d honestly recommend getting started now. I’d recommend purchasing XXXX package so we can get you nice and prepared for recruiting season.”
Recommend an offering: Leland CEO, John K., said this about recommended offerings: “It's been awesome to see so many coaches using the recommended offering feature and early data is showing that it's driving much higher conversion rates. If you haven't sent potential clients a recommended offering, HIGHLY encourage you to go through your inbox and make sure all potential clients (perhaps from the past couple of months) have a recommendation. Even if all you are doing is encouraging them to buy 2-3 hours of time, it's a great way to tell them how to get started!”
Here's where to find the "Recommend an Offering" button in your inbox:
💡 Watch this 2-minute video from Andrew, Leland’s Head of Sales, on how to effectively use the “Recommend an Offering” tool.
👋 Follow Up — Show the client that you care and are eager to work with them
Leland clients trust their coaches to help them achieve their most ambitious goals. They are bringing you onto their team to provide critical feedback that will guide them to success, so it's essential to show them that you genuinely care. Following up is a great way to demonstrate this. Here are some tips for effective follow-up:
Send a Quick Recap: After your 15-minute intro call, send a brief recap along with a clear recommendation on how and where to book your services. This might involve setting up a custom package through your offerings. Remember to use the “Recommend an Offering” button so the offering you want the client to purchase shows up first thing on their profile!
Check In Regularly: Reach out 3-4 times within the next 5-7 days to see how they’re feeling about things and if they have any questions.
Send valuable resources: If you see a job posting or article relevant to the client, send it to them. If you or another coach is hosting a relevant free event, invite them to attend. This helps the client see you’re genuinely invested in their success.
Prompt a Response: If you haven’t heard back within a couple of days, send a friendly note such as, “Hey _____, just checking in to see if you’re still in the market for _____ coaching. I want to ensure you’re getting the support you need. I’m here to help!”
By following these steps, you'll better understand client needs and effectively sell them on your coaching services. Be sure to revisit this article often and put these tips and strategies into practice. We’re here to support you!
We have multiple training videos from top Leland coaches and our sales team. Check them out here!