Purpose

By the end of this lesson, you will be able to describe two foundational client acquisition methods for a new coaching practice and explain why a specific niche (Lesson 1) makes each one more effective.

Lesson Explanation

Two foundational client acquisition methods for a new coaching practice:

Referral network — building relationships with people (former colleagues, complementary professionals) who might refer clients matching your niche
Discovery calls  — a short, free introductory conversation letting a prospective client experience a sample of your coaching approach before committing

A genuinely important, direct connection to Lesson 1: both methods work significantly better with a defined niche than with a generalist positioning. A referral is far more likely when a colleague can specifically say, “I know someone who works with mid-career professionals navigating exactly this kind of transition” — a vague “I know a life coach” is a genuinely weaker, less actionable referral.

A specific, practical structure for a discovery call: a few minutes understanding the prospective client’s actual situation, one or two sample coaching questions (demonstrating the approach directly, not just describing it), and a clear next step if there’s mutual fit — genuinely different from a generic sales pitch, since it lets the prospective client directly experience the coaching approach itself.

A genuinely common mistake in discovery calls: spending the entire call explaining coaching credentials and methodology, rather than actually demonstrating the coaching approach through a real sample question — prospective clients often connect more with directly experiencing the approach than with hearing it described.

Practice Questions