Once someone reaches out or books an intro call, they’ve already shown interest in working with you. At this stage, your job isn’t to “sell” — it’s to build trust, understand their goals, and help them see what working together could look like. Small adjustments to how you communicate can make a big difference in conversion.
Here are practical tips for converting more leads into long-term clients on Leland:
1. Respond Quickly and Warmly
Speed matters. The faster you respond, the more likely the lead is to stay engaged.
Aim to reply within a few hours when possible.
A strong first reply:
Acknowledges their goal or situation
Shows enthusiasm about helping
Suggests next steps (usually an intro call)
Example:
“Thanks for reaching out! I’d love to help you with X. Let’s hop on a quick intro call so I can understand your goals and share how I typically work with clients — does tomorrow or Wednesday work?”
Why this works:
Clear next steps reduce friction and show professionalism.
2. Treat the Intro Call Like a Two-Way Fit Conversation
The intro call is where trust is built and clarity is gained.
Your goals on the call:
Understand their goals and challenges
Share your approach — concisely
Help them feel supported and seen
Outline what working together would look like
Structure you can use:
Quick rapport (1–2 min)
“Tell me about your goals and timeline.”
Reflect what you heard back to them clearly
Share your coaching approach or framework
Recommend a concrete next step (package, session plan, or cadence)
Keep it simple and confident.
3. Always End the Call With a Clear Recommendation
Leaving the call open-ended lowers conversion.
Instead, say something like:
“Based on what you shared, I recommend we start with ____. This will allow us to do X, Y, and Z. How does that sound?”
Guiding the lead to the right offering for them helps to ensure that they convert to a paid client.
4. Follow Up — Every Time
Even if the call goes great, people get busy. A short follow-up message shows care and keeps momentum alive.
Example follow-up (sent within 24 hours):
“Great talking with you today! I’m excited about your goals and would love to support you. Here’s the package I’d recommend based on our conversation. Let me know if you’d like to go ahead and book our first session — I have availability on Tuesday or Thursday.”
Two key things here:
Personalization (based on their goals)
A clear suggested first session time or offering
Our top earning coaches will often offer a second free call to close deals. Leads are often considering spending hundreds and thousands of dollars and an extra call often leads to a new paid customer engagement.
5. Show Proof and Credibility
Highlighting relevant experience can help establish credibility and prove that you as a coach can drive outcomes.
You can reference:
Past client results
Your lived experience (e.g., nontraditional, first-gen, startup founder)
Any frameworks or structured processes you use
Focus on how you help, not just what you’ve done.
6. Make Booking Easy
If the client is ready, don’t make them figure out logistics.
End with telling the client you are going to send them a recommended offering. This offering will appear directly in their inbox after which they can purchase.
Summary
To close more leads:
Respond quickly and with warmth
Use the intro call to understand goals and build trust
Always recommend a next step
Follow up reliably
Demonstrate credibility through clarity, not selling
Make booking easy and straightforward
The goal isn’t to convince someone — it’s to guide, clarify, and support their decision.
When your communication is confident, structured, and caring, clients feel it — and they want to work with you.